Guanxi vs networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs American managers

Chua, Roy Y. J.; Morris, Michael W.; Ingram, Paul

doi:10.1057/palgrave.jibs.8400422

Cited by 366 publications

(255 citation statements)

References 55 publications

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“…Leung et al (2008) suggest that expatriates doing business in China need to transfer themselves from strangers into in-group of their Chinese counterparts. Chua et al (2009) found that the indirect social ties appear to have a bigger role for Chinese than for American managers. Consider the case discussed above, in which A in the ABC Company received Renqing form A's classmate, B, in the XYZ Company.…”

Section: Resultsmentioning

confidence: 93%

Empirical Evidences in Linking Guanxi, Renqing and Justice Theory: Doing Business in the Great China Area

2015

IBR

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This paper utilizes two conceptual frameworks, on the foundation of Hwang's (1987) model and the Justice Theory. It is suggested that businessperson may search for or reinforce Guanxi (tie) by three types of social ties, instrumental, mixed, and expressive. Therefore, resource allocators in Chinese society may deal out their powers to others with varied social ties. This study examines the relationships among the three types of social ties and Renqing giving and returning. Data collected form questionnaires completed by 190 Japanese expatriates in Taiwan. The findings are as follows: (1) businessperson with instrumental Guanxi will apply the equity rule, which excludes Renqing giving and returning; (2) businessperson with mixed Guanxi will use the equality rule, which will request moderate Renqing giving and returning; (3) businessperson with expressive Guanxi will apply the need rule, which will request strong Renqing giving and returning. Managerial implications are discussed in the final section.

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Section: Resultsmentioning

confidence: 93%

Empirical Evidences in Linking Guanxi, Renqing and Justice Theory: Doing Business in the Great China Area

2015

IBR

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“…Equally, it is the socio-cultural reality that guanxi is the modus operandi in traditional Chinese business practices. Within this, as recent research on trust in Chinese and American business practice has suggested (Chua and Morris, 2006;Chua et al, 2009), Chinese managers actually have more kin (family members) in their professional networks. In other words, guanxi is not just an extension of familial collectivism to business settings, it is also based on interaction with family members.…”

Section: The Role Of Guanxi Connections As a Culturally Specific Formmentioning

confidence: 98%

“…We argue that it is critical in this context to understand the role of guanxi as it impacts upon women in the labour market (Yueh, 2006) and the nature of gender as a construct and its reality in the society and culture of China (Zheng, 2003). Paralleling the importance of familial collectivism (Chua et al, 2009;Bond and Hwang, 1986;Yang, 1988;Redding and Wong, 1986) in Chinese society, it has been argued that guanxi mirrors this in social and, especially, business relationships: in effect, guanxi is "an extension of family norms to business settings" (Chua et al, 2009, 502). Furthermore, Chen and Chen (2004, p. 308) highlighted a typology (as with social capital -bridging, bonding, etc.…”

Section: The Role Of Guanxi Connections As a Culturally Specific Formmentioning

confidence: 99%

The role ofguanxinetworks in the performance of women-led firms in China

Scott

Harrison

Hussain

et al. 2014

International Journal of Gender and Entrepreneurship

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Purpose – This exploratory study aims to examine how knowledge acquired via guanxi (networks and connections) is enabling women in China to overcome a number of significant barriers and challenges in order to start and grow successful businesses. Design/methodology/approach – The authors undertook two in-depth interviews to qualitatively investigate the use of guanxi as a means of overcoming various barriers faced by Chinese women in establishing and growing their businesses. Findings – The findings suggest that family background (and, in particular, support from parents and spouses), experience, training, education and finance are key success factors influencing the performance of women-led firms in China. The experiences of the two entrepreneurs in the study demonstrate the importance of mentors in helping to develop a woman's business acumen and providing the right contacts to help overcome potential barriers to developing a successful business. Research limitations/implications – While this study provides a useful first step to better understanding the role of guanxi networks in supporting women-led ventures in China, further research is needed to test the generalizability of the findings. Originality/value – This study contributes to the limited prior research focusing on the important role of guanxi networks in assisting Chinese women to successfully launch and grow new ventures.

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“…From the perspective of strategic management, guanxi is often regarded as a particular and inimitable strategic resource that can help firms develop and maintain their competitive advantage [19][20][21]. As mentioned earlier, guanxi reflects the Chinese contextual notion and the way that people can do business more effectively and successfully.…”

Section: Guanxi Strategy Theorymentioning

confidence: 99%

Can High-Tech Ventures Benefit from Government Guanxi and Business Guanxi? The Moderating Effects of Environmental Turbulence

Sohn

et al. 2017

Sustainability

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Abstract:The construct of guanxi has become an interesting topic for analyzing how to do business more effectively and successfully in China's economic transition period. Drawing on the guanxi strategy theory, this study examines when government guanxi (guanxi with the government and its officials) and business guanxi (guanxi with the business sectors) matter to new venture performance under two typical turbulent environments (institutional turbulence and market turbulence). According to empirical results using original data from 146 new ventures in clusters driven by China's local governments, both government guanxi and business guanxi were positively related to new venture performance, and market turbulence was an important contextual factor influencing performance benefits of guanxi. However, the results reveal no moderating effects of institutional turbulence on direct relationships. Furthermore, the study provides a better conceptual and empirical understanding of why market turbulence is a double-edged sword for performance implications of guanxi in the rapidly changing business environment.

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Guanxi vs networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs American managers

Cited by 366 publications

References 55 publications

Empirical Evidences in Linking Guanxi, Renqing and Justice Theory: Doing Business in the Great China Area

Empirical Evidences in Linking Guanxi, Renqing and Justice Theory: Doing Business in the Great China Area

The role ofguanxinetworks in the performance of women-led firms in China

Can High-Tech Ventures Benefit from Government Guanxi and Business Guanxi? The Moderating Effects of Environmental Turbulence

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