David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
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.
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Citations of this work BETA
Yong Han & Yochanan Altman (2009). Supervisor and Subordinate Guanxi: A Grounded Investigation in the People's Republic of China. [REVIEW] Journal of Business Ethics 88 (1):91 - 104.
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.
Heidi von Weltzien Hoivik (2007). East Meets West: Tacit Messages About Business Ethics in Stories Told by Chinese Managers. [REVIEW] Journal of Business Ethics 74 (4):457 - 469.
Heidi Weltzien Hoivik (2007). East Meets West: Tacit Messages About Business Ethics in Stories Told by Chinese Managers. Journal of Business Ethics 74 (4):457-469.
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