The measurement of guanxi: Introducing the GRX scale

Yen, Dorothy A.; Barnes, Bradley R.; Wang, Cheng Lu

doi:10.1016/j.indmarman.2010.09.014

Cited by 211 publications

(285 citation statements)

References 58 publications

(91 reference statements)

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“…The last finding relates to the importance of face, favor and obligation of guanxi building in previous studies (see for example, Park & Luo, 2001;Wong & Leung, 2001). Previous studies have found that favor exchange is a challenge and failure to return favor or giving face to the other party in a relationship will be harmful for the quality of guanxi between the parties (Khan, Zolkiewski, & Murphy, 2016;Lee, Pae, & Wong, 2001;Yen, Barnes, & Wang, 2011). The findings of this study are consistent with the literature, and suggest that face, favor and guanxi are all interrelated.…”

Section: Discussion and Propositionssupporting

confidence: 88%

Interpersonal relations in China: Expatriates’ perspective on the development and use of guanxi

Guo

Rammal

Benson

et al. 2018

International Business Review

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The literature on social networks identifies relationship building through guanxi as an effective way for Western organizations to reduce their liability of foreignness in China. Even though it is individuals rather than organizations who build these relationships, the focus in previous literature has been on organizational outcomes, and only a handful of studies have attempted to explain how expatriates perceive guanxi-relations are built and maintained. To help address this issue, we conducted in-depth, semi-structured interviews with 36 Western expatriates working in China. Our findings suggest that guanxi is perceived to be an informal process that is used to build trust between individuals, which in turn can reduce the uncertainty around contract enforcement in China. We also find that the process for building guanxi between parties is initiated by the individual whose organization has less market-power. Finally, the findings suggest that firms should be cautious if they elect to use agents as intermediaries to help connect to, and build relations with buyers and sellers.

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Section: Discussion and Propositionssupporting

confidence: 88%

Interpersonal relations in China: Expatriates’ perspective on the development and use of guanxi

Guo

Rammal

Benson

et al. 2018

International Business Review

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“…Ambler, 1995;Jacobs, 1979;Kipnis, 1997), the development of its measurement (e.g. Lee & Dawes, 2005;Yen, Barnes, & Wang, 2011), and the more recent debate regarding guanxi's influence on business performance in China (Geng, Mansouri, Aktas, & Yen, 2017;Luo et al, 2012;.…”

Section: Introductionmentioning

confidence: 99%

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

Yen

Abosag

Huang

et al. 2017

Industrial Marketing Management

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A B S T R A C TThis paper challenges the existing view of guanxi as comprising one combined notion, and thus proposes to investigate guanxi's sub-dimensions individually. Developed from Confucius Relationalism, the proposed GRX conflict management framework argues that ganqing (emotional attachment), renqing (reciprocal favour exchange) and xinren (interpersonal trust) have different effects on reducing task and emotional conflict. Empirical findings based on 300 Sino-US business relationships reveal that ganqing and xinren can significantly reduce both emotional and task conflict, whilst renqing does not have a significant effect on reducing either. Nevertheless, upon moderation analysis, the effects of ganqing and renqing in reducing emotional and task conflict become more significant when dealing with the more experienced buyer (with a longer length of employment), whilst xinren's impact on reducing task conflict is lessened in more mature relationships (those with a longer business relationship duration), compared to less developed business relationships. The findings shed new light to guanxi literature, with evidence highlighting how GRX dimensions may be employed individually to effectively reduce conflict in Sino-US business relationships.

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“…In particular, the cultivation of guanxi in the East encompasses relationship maintenance with family, friends and associates by means of social interactions, e.g., doing favors, sharing information, having meals and exchanging gifts (Yen et al, 2011). This concept can be a doubleedged sword.…”

Section: Guanxi Definedmentioning

confidence: 99%

“…Extant literature has identified an array of critical components of guanxi in the workplace: ganqing (affect), renqing (reciprocal exchange of favors) and xinren (trust) (Bedford, 2011;Yen et al, 2011;Zhai et al, 2013). Affect is the most frequently investigated element in guanxi studies, reflecting the tenor of a social relationship.…”

Section: Guanxi In the Workplacementioning

confidence: 99%

“…It instills a relation-centered code in Chinese society: the Chinese prioritize relationships first, and believe transactions and mutual benefits will follow. It reflects a concept of maintaining and capitalizing on long-term relationships to assure returned favors, mutual benefit and reciprocity (Yen et al, 2011). The cultivation of guanxi manifests a strong social-emotional philosophy in the East, as it largely resides in interpersonal activities such as common gatherings, shared information and meals, personal gifts, etc.…”

Section: Introductionmentioning

confidence: 99%

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