Enabling guanxi management in china: A hierarchical stakeholder model of effective guanxi [Book Review]
David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
Journal of Business Ethics 71 (3):301 - 319 (2007)
Guanxi (literally interpersonal connections) is in essence a network of resource coalition-based stakeholders sharing resources for survival, and it plays a key role in achieving business success in China. However, the salience of guanxi stakeholders varies: not all guanxi relationships are necessary, and among the necessary guanxi participants, not all are equally important. A hierarchical stakeholder model of guanxi is developed drawing upon Mitchell et al.’s (1997) stakeholder salience theory and Anderson’s (1982) constituency theory. As an application of instrumental stakeholder theory, the model dimensionalizes the notion of stakeholder salience, and distinguishes between and among internal and external guanxi, core, major, and peripheral guanxi, and primary and secondary guanxi stakeholders. Guanxi management principles are developed based on a hierarchy of guanxi priorities and management specializations. The goal of this application of instrumental stakeholder theory is to construct, for Western business firms in China, a means to reliably identify guanxi partners by employing the principles of effective guanxi. These principles are described in the form of testable propositions that advance social scientific research in this area of international business ethics.
|Keywords||China guanxi guanxi management stakeholder salience|
|Categories||categorize this paper)|
Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
|Through your library|
References found in this work BETA
No references found.
Citations of this work BETA
Fang Huang & John Rice (2012). Firm Networking and Bribery in China: Assessing Some Potential Negative Consequences of Firm Openness. [REVIEW] Journal of Business Ethics 107 (4):533-545.
Lance E. Brouthers, Dana-Nicoleta Lascu & Steve Werner (2008). Competitive Irrationality in Transitional Economies: Are Communist Managers Less Irrational? [REVIEW] Journal of Business Ethics 83 (3):397 - 408.
Ren Li (2013). Media Corruption: A Chinese Characteristic. [REVIEW] Journal of Business Ethics 116 (2):297-310.
Nick Lee, Amanda Beatson, Tony C. Garrett, Ian Lings & Xi Zhang (2009). A Study of the Attitudes Towards Unethical Selling Amongst Chinese Salespeople. Journal of Business Ethics 88 (3):497 - 515.
Josh Gullett, Loc Do, Maria Canuto-Carranco, Mark Brister, Shundricka Turner & Cam Caldwell (2009). The Buyer–Supplier Relationship: An Integrative Model of Ethics and Trust. [REVIEW] Journal of Business Ethics 90 (3):329-341.
Similar books and articles
Meiling Wong (2010). Guanxi Management as Complex Adaptive Systems: A Case Study of Taiwanese Odi in China. [REVIEW] Journal of Business Ethics 91 (3):419 - 432.
Liu Goggin, Aidan Kelly & John F. Hulpke (unknown). Good Guanxi, Bad Guanxi?: Drawing the Line. Philosophical Explorations:297-312.
Liu Goggin, Aidan Kelly & John F. Hulpke (2007). Good Guanxi, Bad Guanxi? International Corporate Responsibility Series 3:297-312.
Chenting Su & James E. Littlefield (2001). Entering Guanxi: A Business Ethical Dilemma in Mainland China? [REVIEW] Journal of Business Ethics 33 (3):199 - 210.
Thomas W. Dunfee & Danielle E. Warren (2001). Is Guanxi Ethical? A Normative Analysis of Doing Business in China. Journal of Business Ethics 32 (3):191 - 204.
Ying Fan (2002). Ganxi's Consequences: Personal Gains at Social Cost. [REVIEW] Journal of Business Ethics 38 (4):371 - 380.
Chenting Su, M. Joseph Sirgy & James E. Littlefield (2003). Is Guanxi Orientation Bad, Ethically Speaking? A Study of Chinese Enterprises. Journal of Business Ethics 44 (4):303 - 312.
Olwen Bedford (2011). Guanxi-Building in the Workplace: A Dynamic Process Model of Working and Backdoor Guanxi. [REVIEW] Journal of Business Ethics 104 (1):149-158.
Yi Zhang & Zigang Zhang (2006). Guanxi and Organizational Dynamics in China: A Link Between Individual and Organizational Levels. [REVIEW] Journal of Business Ethics 67 (4):375 - 392.
Danielle E. Warren, Thomas W. Dunfee & Naihe Li (2004). Social Exchange in China: The Double-Edged Sword of Guanxi. [REVIEW] Journal of Business Ethics 55 (4):355 - 372.
Added to index2009-01-28
Total downloads26 ( #68,523 of 1,103,233 )
Recent downloads (6 months)8 ( #29,862 of 1,103,233 )
How can I increase my downloads?