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Social Exchange in China: The Double-Edged Sword of Guanxi

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Abstract

We present two studies that examine the effects of guanxi on multiple social groups from the perspective of Chinese business people. Study 1 (N = 203) tests the difference in perceived effects of six guanxi contextualizations. Study 2 (N = 195) examines the duality of guanxi as either helpful or harmful to social groups, depending on the contextualization. Findings suggest guanxi may result in positive as well as negative outcomes for focal actors and the aggregate.

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Authors and Affiliations

  1. Rutgers Business School, Newark and New Brunswick Rutgers,The State University of New Jersey, 111 Washington St, Newark, NJ, U.S.A., 07102

    Danielle E. Warren

  2. The Wharton School, University of Pennsylvania, Philadelphia, PA, U.S.A., 19104

    Thomas W. Dunfee

  3. Aetna School of Management, Shanghai Jiao Tong University, 535 Fahuazhen Road, Shanghai, China, 200052

    Naihe Li

Authors
  1. Danielle E. Warren
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  2. Thomas W. Dunfee
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  3. Naihe Li
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Correspondence to Danielle E. Warren.

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Warren, D.E., Dunfee, T.W. & Li, N. Social Exchange in China: The Double-Edged Sword of Guanxi. J Bus Ethics 55, 353–370 (2004). https://doi.org/10.1007/s10551-004-1526-5

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  • DOI: https://doi.org/10.1007/s10551-004-1526-5

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