Guanxi vs. relationship marketing: Exploring underlying differences

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

“…The first refers to one's feeling as a verb and the second links to affection, sentiment and emotion. Ganqing reflects the tenor of a social relationship between two people or two organisations, as well as an emotional attachment that exists amongst parties of a network (Wang, 2007). It describes the degree of emotional understanding, connections and the sharing of feelings of happiness and fears alike (Chen & Chen, 2004).…”

“…Different from ganqing, renqing refers to the conative part of guanxi, emphasising the human obligation that is required through actions such as the exchange of favours that nurture the social exchange (Chen, 2001). Whilst the owing and the returning of renqing are based on actions of exchange (Wang, 2007), renqing is a form of social capital that provides leverage in interpersonal exchanges of favours (Yang, 1995;Chen et al, 2013) wherein reciprocity outlines the basic principle of how such favours are exchanged to perpetuate renqing (Tsui & Farh, 1997).…”

Positive Effect or Negative Effect? Judging the Social Impact of Guanxi in the Perspective of Traditional China Culture

“…For guanxi, the personal relationship among the business transaction is far more important than the inter-firm relationship during the transaction process (Berry, 2002). The business relationship is often the outcome of the personal relationship (Wang, 2007). During the business transaction process, the more investment is needed for the affection cultivation.…”

The Importance of Cross-Cultural Capabilities for Chinese Immigrant Entrepreneurs in Australia

“…(F11, 32, G1.25) Renqing, which is a favour in traditional Chinese business, means a resource that an individual can present to another as a gift in the course of social interaction (Gabrenya Jr & Hwang, 1996). As renqing is the key to maintaining a guanxi (relationship), the consequence in the application of the renqing rule becomes an input to the evaluation of future guanxi relationships (Wang, 2007). At this point, it is expected that if an immigrant business targets Chinese markets, it may require immigrant entrepreneurs to switch from Australian business practices to apply a Chinese business practice in order to build a long-term relationship.…”