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Cultural awareness in knowledge transfer to China--The role of guanxi and mianzi

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  • Buckley, Peter J.
  • Clegg, Jeremy
  • Tan, Hui

Abstract

This paper examines cultural awareness in knowledge transfer to China. The concepts of guanxi and mianzi are fundamentally important in understanding cultural interactions in China. These concepts, generally analyzed at the personal level, are extended here to relationships between firms and with governmental bodies. Our findings suggest that foreign investors in China must be aware of these key concepts and must use their knowledge to establish better institutional connections with locally owned partners and government. Using these concepts to build trust lies at the heart of interactions with local stakeholders including employees, local partners and government officials. Government support and a shared mindset can only be secured when mutual trust is established. This has to be achieved by long-term engagement with the key actors.

Suggested Citation

  • Buckley, Peter J. & Clegg, Jeremy & Tan, Hui, 2006. "Cultural awareness in knowledge transfer to China--The role of guanxi and mianzi," Journal of World Business, Elsevier, vol. 41(3), pages 275-288, September.
  • Handle: RePEc:eee:worbus:v:41:y:2006:i:3:p:275-288
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    Cited by:

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    2. Buckley, Peter J. & Cross, Adam & De Mattos, Claudio, 2015. "The principle of congruity in the analysis of international business cooperation," International Business Review, Elsevier, vol. 24(6), pages 1048-1060.
    3. Andersson, Ulf & Dasí, Àngels & Mudambi, Ram & Pedersen, Torben, 2016. "Technology, innovation and knowledge: The importance of ideas and international connectivity," Journal of World Business, Elsevier, vol. 51(1), pages 153-162.
    4. Jing Yang & Frank Tipton & Jiatao Li, 2011. "A review of foreign business management in China," Asia Pacific Journal of Management, Springer, vol. 28(3), pages 627-659, September.
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    6. Liu, Xiaohui & Gao, Lan & Lu, Jiangyong & Wei, Yingqi, 2015. "The role of highly skilled migrants in the process of inter-firm knowledge transfer across borders," Journal of World Business, Elsevier, vol. 50(1), pages 56-68.
    7. Yen, Dorothy Ai-wan & Abosag, Ibrahim, 2016. "Localization in China: How guanxi moderates Sino–US business relationships," Journal of Business Research, Elsevier, vol. 69(12), pages 5724-5734.
    8. Jean, Ruey-Jer Bryan & Tan, Danchi & Sinkovics, Rudolf R., 2011. "Ethnic ties, location choice, and firm performance in foreign direct investment: A study of Taiwanese business groups FDI in China," International Business Review, Elsevier, vol. 20(6), pages 627-635.
    9. François Maon & Adam Lindgreen, 2015. "Reclaiming the Child Left Behind: The Case for Corporate Cultural Responsibility," Journal of Business Ethics, Springer, vol. 130(4), pages 755-766, September.
    10. Horak, Sven & Yang, Inju, 2016. "Affective networks, informal ties, and the limits of expatriate effectiveness," International Business Review, Elsevier, vol. 25(5), pages 1030-1042.
    11. Michailova, Snejina & Mustaffa, Zaidah, 2012. "Subsidiary knowledge flows in multinational corporations: Research accomplishments, gaps, and opportunities," Journal of World Business, Elsevier, vol. 47(3), pages 383-396.
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    13. Yao, Zheng & Yang, Zhi & Fisher, Gregory J. & Ma, Chaoqun & (Er) Fang, Eric, 2013. "Knowledge complementarity, knowledge absorption effectiveness, and new product performance: The exploration of international joint ventures in China," International Business Review, Elsevier, vol. 22(1), pages 216-227.
    14. Dongyong Zhang & Uma Kambhampati & Stephen Morse, 2007. "Economic growth and the environment in Transitional China-an old topic with new perspectives," Journal of International Development, John Wiley & Sons, Ltd., vol. 19(6), pages 765-779.
    15. Zhong Qin & Xin Deng, 2016. "Government and family Guanxi in Chinese private firms: perceptions and preference," Review of Managerial Science, Springer, vol. 10(1), pages 35-60, January.
    16. Zhong Qin & Xin Deng, 2016. "Government and family Guanxi in Chinese private firms: perceptions and preference," Review of Managerial Science, Springer, vol. 10(1), pages 35-60, January.
    17. Awang-Rozaimie Awang-Shuib Author_Email: aras09_nu0090@student.usm.my & Brandon Oii & Anees Janee Ali, 2011. "Multicultural Awareness For Better Ways Of Life: A Scale Validation Among Malaysian Undergraduate Students," 2nd International Conference on Business and Economic Research (2nd ICBER 2011) Proceeding 2011-234, Conference Master Resources.
    18. Gao, Hongzhi & Knight, John G. & Yang, Zhilin & Ballantyne, David, 2014. "Toward a gatekeeping perspective of insider–outsider relationship development in China," Journal of World Business, Elsevier, vol. 49(3), pages 312-320.
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    21. Mario Testa & Vittoria Marino & Gerardino Metallo & Bernardino Quattociocchi & Salvatore Esposito De Falco, 2014. "The knowledge-based internationalization of italian fashion firms. The chinese market experience," ESPERIENZE D'IMPRESA, FrancoAngeli Editore, vol. 2014(1), pages 29-40.
    22. Smith, Adam & Judge, William & Pezeshkan, Amir & Nair, Anil, 2016. "Institutionalizing entrepreneurial expertise in subsistence economies," Journal of World Business, Elsevier, vol. 51(6), pages 910-922.
    23. He, Qile & Ghobadian, Abby & Gallear, David, 2013. "Knowledge acquisition in supply chain partnerships: The role of power," International Journal of Production Economics, Elsevier, vol. 141(2), pages 605-618.
    24. repec:eee:worbus:v:52:y:2017:i:5:p:714-725 is not listed on IDEAS

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