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Le relazioni di guanxi per l’accesso ai business network cinesi
[Guanxi relationships for access to Chinese business network]


  • Musso, Fabio


To operate in China requires a thorough knowledge of the cultural-political conditions that characterize it and which may result in trade barriers with the western countries. Culture is critical to the development of business relations in China, and the behavior of firms can not be properly oriented without taking into account the specific characteristics of the Chinese culture. Only after a thorough understanding of the mentality and social rules in force, western operators may enter into satisfactory transactions, overcoming the difficulties at the commercial and legal level.

Suggested Citation

  • Musso, Fabio, 2005. "Le relazioni di guanxi per l’accesso ai business network cinesi
    [Guanxi relationships for access to Chinese business network]
    ," MPRA Paper 31642, University Library of Munich, Germany.
  • Handle: RePEc:pra:mprapa:31642

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    References listed on IDEAS

    1. Gronroos, Christian, 1990. "Relationship approach to marketing in service contexts: The marketing and organizational behavior interface," Journal of Business Research, Elsevier, vol. 20(1), pages 3-11, January.
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    More about this item


    China; relationships; guanxi; business networks;

    JEL classification:

    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation
    • N75 - Economic History - - Economic History: Transport, International and Domestic Trade, Energy, and Other Services - - - Asia including Middle East


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