David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Ezio Di Nucci
Jonathan Jenkins Ichikawa
Jack Alan Reynolds
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Journal of Business Ethics 22 (2):107 - 118 (1999)
One of the hot research topics today is relationship marketing. However, little research has been carried out in understanding the complex concepts of Guanxi (relationship) in a Chinese society. This research describes a study to operate the constructs of guanxi and explores the importance of guanxi in relationship development in order to present a new Guanxi framework. A study of both Western and Chinese literature provides foundations of the Guanxi perspectives. The constructs of adaptation, trust, opportunism and favour are identified. Adaptation and trust are found to be positively correlated with sales stability and quality. Whilst, adaptation is negatively correlated with relationship termination costs. Both theoretical framework (a new perceptual map) and managerial implications are given. In addition, recommendations for future research are made.
|Keywords||Philosophy Ethics Business Education Economic Growth Management|
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Citations of this work BETA
Yi Zhang & Zigang Zhang (2006). Guanxi and Organizational Dynamics in China: A Link Between Individual and Organizational Levels. Journal of Business Ethics 67 (4):375-392.
Chenting Su, Ronald K. Mitchell & M. Joseph Sirgy (2007). Enabling Guanxi Management in China: A Hierarchical Stakeholder Model of Effective Guanxi. Journal of Business Ethics 71 (3):301-319.
Andrew Millington, Markus Eberhardt & Barry Wilkinson (2005). Gift Giving, Guanxi and Illicit Payments in Buyer–Supplier Relations in China: Analysing the Experience of UK Companies. Journal of Business Ethics 57 (3):255-268.
von Weltzien Hoivik Heidi (2007). East Meets West: Tacit Messages About Business Ethics in Stories Told by Chinese Managers. Journal of Business Ethics 74 (4):457-469.
Danielle E. Warren, Thomas W. Dunfee & Naihe Li (2004). Social Exchange in China: The Double-Edged Sword of Guanxi. Journal of Business Ethics 55 (4):353-370.
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