Rethinking guanxi and performance: Understanding the dark side of Sino–U.S. business relationships

Abosag, Ibrahim; Yen, Dorothy A.; Barnes, Bradley R.; Gadalla, Eman

doi:10.1016/j.ibusrev.2020.101775

Cited by 14 publications

(16 citation statements)

References 123 publications

(184 reference statements)

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“…Regarding the moderating effects of CM behaviors, this study supports the conclusion of some past studies regarding the consideration of specific situational demands, on people's behavior on any particular occasion (e.g. Abosag et al. , 2021; Gunkel et al.…”

Section: Discussionsupporting

confidence: 88%

“…Additionally, prior empirical evidence of cultural differences in conflict behavior preferences shows mixed results. The resolution approaches to interpersonal and task conflicts between people in Eastern and Western countries vary (Abosag et al, 2021;Song et al, 2000;Yen et al, 2017). These studies' findings suggest that CL management is related to network performance, but its effectiveness cannot be the same in Eastern and Western countries.…”

Section: The Effects Of Channel Conflict Management Styles On Network...mentioning

confidence: 92%

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Managing conflicts to improve the retail networks in China: replication research with extensions

Chen

2022

APJML

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PurposeThis study provides an insight into and a solution for the conflict among marketing channel members in China. It also examines the application of a Western channel conflict management (CM) model in China and suggests future research directions for CM of marketing channel members.Design/methodology/approachA replication research study with extensions was conducted following previous studies' suggestions. Using a Chinese sample, the author further evaluates a Western conceptual framework with hypothetical relationships of variables. Different from the original study using students in a simulated network environment, this study used channel members involved in actual network activities. Data were collected by a questionnaire survey and analyzed.FindingsThe results show CM of channel members in China and do not fully support the hypotheses in the Western model. This study identifies the determinants of an effective approach toward resolving conflicts among members from the perspectives of network outcomes, conflict types and management styles. The choice of CM style is imperative to member performance, especially for achieving specific network outcomes or CM goals.Originality/valueThis study contributes to existing studies of CM of marketing channel members by providing empirical evidence of managing conflict of members in the Chinese channel, revealing the effectiveness of CM of members with different cultural norms, providing managers with practical solutions to effectively manage conflicts among members and providing future research directions regarding this topic.

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Section: Discussionsupporting

confidence: 88%

Section: The Effects Of Channel Conflict Management Styles On Network...mentioning

confidence: 92%

Managing conflicts to improve the retail networks in China: replication research with extensions

Chen

2022

APJML

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“…Being truthful to each other between stakeholders such as buyers and suppliers can maintain good business relationships referred to as guanxi. Guanxi can be referred to as close business ties (Barnes et al 2015) that reduce conflicts, self-opportunism, and switching intentions (Abosag et al 2021). Trust that exists in guanxi is key to the extension of collaborations and partnerships.…”

Section: Chinese Culturementioning

confidence: 99%

The Buddhist and Christian Perspectives on Business Ethics in Leading Chinese Business Practices

Yew¹,

Tan²

2023

TRAMES

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The religious practices of ethnic Chinese business leaders make an interesting debate for exploring how leadership, ethics and perspective are seen because of the sharp distinction made between 'before' and 'after'. Business ethics applied to economics and business has a long tradition. While Buddhism focuses on experientially based ethical consciousness to develop the business with self-responsibility, Christian faith and reason intertwine to bring about principles, criteria, and guidelines for action and a set of virtues with relevance for business activity. Therefore, we then examine how such religious practices in both Buddhist and Christian improve their business leadership with related human values embedded strongly in terms of an old (conservative) and new (rebirth/born again) personhood and they do so within a challenging, highly corrupt and business context. This article introduces Buddhist and Christian ethics to show how these religious practices discursively deconstruct their 'old' identities and construct their 'new' aspirational identities to expand ethical understanding and practice in Chinese business. Since research on ethnic Chinese business typically investigates the dominance attributed to specific 'Chinese' cultural values and strong intra-ethnic network, this paper provides different perspectives in order to make its contribution to the developments of both Buddhist and Christian ethics in the leading Chinese business practices as an 'enhancer' to increase expression in good business conduct.

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“…By contrast, when guanxi culture is low, firms encounter more IOCs. In the Chinese context, abound with the use of guanxi practices or strategies, due to lack of normative and cognitive pressures, a low guanxi culture may signify that firms barely interact with their partners, resulting in less and ineffective communication and an increased likelihood of IOCs (Abosag et al, 2021;Rose et al, 2007;Wu et al, 2017;Zhang and Zhang, 2013). In particular, when formal institutions in China are underdeveloped, a low guanxi culture level is more likely to increase IOCs.…”

Section: The Effect Of Guanxi Culturementioning

confidence: 99%

“…Comparatively, little research has Formal and informal institutions been done on IOCs (Lumineau et al, 2015), which are manifestations of the dark side of interorganizational relationships (Oliveira and Lumineau, 2019). Although previous studies have examined the linear effects of guanxi on reducing IOCs (Abosag et al, 2021;Wong and Tjosvold, 2010;Yang et al, 2017;Yen et al, 2017;Zhang and Zhang, 2013;Zhang et al, 2021;Zhuang et al, 2010), they ignored the dark side of guanxi. Our study suggests that guanxi culture at the regional level has a U-shaped effect on IOCs, consistent with Peng's (2003) argument that relationship-based personalized exchange has a U-shaped effect on costs.…”

Section: Theoretical Implicationsmentioning

confidence: 99%

Direct and interaction effects of formal and informal institutions on interorganizational conflicts: evidence from Chinese firms

Wang

Liu

2022

IJCMA

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Purpose This study aims to examine the effects of formal and informal institutional factors (i.e. marketization and guanxi culture) on interorganizational conflicts (IOCs) and their interaction effects. Design/methodology/approach Drawing on IOC literature and an institution-based view, the authors use a sample of 12,022 Chinese firms from the World Bank’s Investment Climate Survey. A zero-inflated negative binomial regression was used to analyze the data. Findings The results suggest that guanxi culture has U-shaped effects, but marketization does not negatively affect IOCs. Furthermore, a low level of marketization weakens the U-shaped effect of guanxi culture on IOCs. A moderate level of guanxi culture can enable marketization to reduce IOCs. Practical implications This study provides a better understanding of the management of IOCs. Managers should fully understand the differential effects of the institutional environment in different regions and their interactions by adopting different response strategies. Originality/value This study enriches the literature on IOCs’ antecedents and contextual factors by examining the institutions’ direct and interaction effects on IOCs.

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Rethinking guanxi and performance: Understanding the dark side of Sino–U.S. business relationships

Cited by 14 publications

References 123 publications

Managing conflicts to improve the retail networks in China: replication research with extensions

Managing conflicts to improve the retail networks in China: replication research with extensions

The Buddhist and Christian Perspectives on Business Ethics in Leading Chinese Business Practices

Direct and interaction effects of formal and informal institutions on interorganizational conflicts: evidence from Chinese firms

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