David Bourget (Western Ontario)
David Chalmers (ANU, NYU)
Rafael De Clercq
Jack Alan Reynolds
Learn more about PhilPapers
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||No keywords specified (fix it)|
|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
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.
Similar books and articles
Yong Han, Zhenglong Peng & Yi Zhu (2012). Supervisor–Subordinate Guanxi and Trust in Supervisor: A Qualitative Inquiry in the People's Republic of China. [REVIEW] Journal of Business Ethics 108 (3):313-324.
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.
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.
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.
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.
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.
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.
Alan K. M. Au & Danny S. N. Wong (2000). The Impact of Guanxi on the Ethical Decision-Making Process of Auditors – an Exploratory Study on Chinese CPAs in Hong Kong. Journal of Business Ethics 28 (1):87 - 93.
Added to index2009-01-28
Total downloads29 ( #61,399 of 1,102,976 )
Recent downloads (6 months)3 ( #120,763 of 1,102,976 )
How can I increase my downloads?