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Business relationships in China: Lessons about deep trust

Author

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  • Kriz, Anton
  • Keating, Byron W.

Abstract

Trust is acknowledged as a central tenet of business relationships. Yet for all the attention it receives, rarely has trust been investigated in the Chinese business setting. This paper uses an emic approach to unearth some within-culture ‘truths’ about Chinese notions of trust in business exchange. The findings of this research suggest that deep trust (xinren), which is driven by reciprocal help and emotional bonding, is critical for doing business in China. A conceptual framework is provided to assist Western businesspersons to better understand the Chinese concept of trust as well as the interplay between its key antecedents.

Suggested Citation

  • Kriz, Anton & Keating, Byron W., 2010. "Business relationships in China: Lessons about deep trust," MPRA Paper 40427, University Library of Munich, Germany.
    • Handle: RePEc:pra:mprapa:40427
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    References listed on IDEAS

    as
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    Cited by:

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    2. 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.
    3. 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.
    4. Joerg Bueechl & Markus Pudelko & Nicole Gillespie, 2023. "Do Chinese subordinates trust their German supervisors? A model of inter-cultural trust development," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 54(5), pages 768-796, July.
    5. Murphy, William H. & Li, Ning, 2015. "Key account management in China: Insights from a Chinese supplier," Journal of Business Research, Elsevier, vol. 68(6), pages 1234-1241.
    6. Tebogo Rahaba Ngoma, 2016. "It is not whom you know, it is how well you know them: Foreign entrepreneurs building close guanxi relationships [Es geht nicht darum, wen du kennst, sondern wie gut du sie kennst: Wie ausländische," Journal of International Entrepreneurship, Springer, vol. 14(2), pages 239-258, June.

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    More about this item

    Keywords

    trust; xinren; guanxi; help; emotion; China;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business

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