On the Intricacies of the Chinese Guanxi: A Process Model of Guanxi Development
Guanxi (personal connection) has been identified as a necessary condition to do business successfully in China. In this paper, we seek a clear conceptual understanding of this prevalent construct and propose a three-stage model of guanxi development so as to stimulate systematic research in this area. Our conceptual and theoretical discussion of guanxi bases, guanxi objectives, and the operating principles at different stages of guanxi development will also help practitioners to use guanxi more effectively.
Year of publication: |
2004
|
---|---|
Authors: | Chen, Xiao-Ping ; Chen, Chao C. |
Published in: |
Asia Pacific Journal of Management. - Springer, ISSN 0217-4561. - Vol. 21.2004, 3, p. 305-324
|
Publisher: |
Springer |
Saved in:
freely available
Saved in favorites
Similar items by person
-
Chinese Guanxi: An Integrative Review and New Directions for Future Research. 中国人的关系: 综合文献回顾及未来研究方向
Chen, Chao C., (2013)
-
Negative externalities of close guanxi within organizations
Chen, Chao-Chuan, (2009)
-
Chinese guanxi : the good, the bad and the controversial
Chen, Xiao-ping, (2012)
- More ...