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In this research, we compared and contrasted the effects of managers' interpersonal level guanxi practice and group level guanxi practice on employees' procedural justice perceptions. Results indicated that interpersonal guanxi pr...
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In this research, we compared and contrasted the effects of managers' interpersonal level guanxi practice and group level guanxi practice on employees' procedural justice perceptions. Results indicated that interpersonal guanxi practice was associated with increased employee fairness perceptions whereas group level guanxi practice (the sense that guanxi is used often to make human resource decisions within a management group) was negatively related to perceived fairness. Thus, while individuals may like the personal favors of managers' interpersonal guanxi practice, their sense of justice is undermined by the broad use of guanxi. In addition, group level guanxi practice moderated the relationship between interpersonal guanxi practice and procedural justice such that this relationship was stronger in work units with high levels of group level guanxi practice. Thus, when employees see many others affected by guanxi, their sense of justice is even more strongly influenced by interpersonal guanxi practice.
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This study presents three case studies intended to examine Chinese private firms' reliance on guanxi-oriented governance structure under different degrees of market rationality. Our findings show that regardless of their profitabi...
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This study presents three case studies intended to examine Chinese private firms' reliance on guanxi-oriented governance structure under different degrees of market rationality. Our findings show that regardless of their profitability goal, employment size, and organizational complexity, the three companies under study rely rather equally on their central players' guanxi circle as the governance structure. Furthermore, when someone is permitted to enter this guanxi circle and exercise a certain degree of managerial authority, both job competence and personal trust of this person are simultaneously evaluated. We interpret these findings not as evidence of conflict between market rationality and guanxi favouritism, but as evidence for Weberian elective affinity between the two seemingly conflicting principles.
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Guanxi (literally interpersonal connections) is in essence a network of resource coalition-based stakeholders sharing resources for survival, and it plays a key role in achieving business success in China. However, the salience of...
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Guanxi (literally interpersonal connections) is in essence a network of resource coalition-based stakeholders sharing resources for survival, and it plays a key role in achieving business success in China. However, the salience of guanxi stakeholders varies: not all guanxi relationships are necessary, and among the necessary guanxi participants, not all are equally important. A hierarchical stakeholder model of guanxi is developed drawing upon Mitchell et al.'s (1997) stakeholder salience theory and Anderson's (1982) constituency theory. As an application of instrumental stakeholder theory, the model dimensionalizes the notion of stakeholder salience, and distinguishes between and among internal and external guanxi, core, major, and peripheral guanxi, and primary and secondary guanxi stakeholders. Guanxi management principles are developed based on a hierarchy of guanxi priorities and management specializations. The goal of this application of instrumental stakeholder theory is to construct, for Western business firms in China, a means to reliably identify guanxi partners by employing the principles of effective guanxi. These principles are described in the form of testable propositions that advance social scientific research in this area of international business ethics.
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The purpose of this study was to investigate how guanxi orientation, which is one of the personality attributes of Chinese people, influences the behavior of salespersons and the occurrence of manifest conflict. This study also in...
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The purpose of this study was to investigate how guanxi orientation, which is one of the personality attributes of Chinese people, influences the behavior of salespersons and the occurrence of manifest conflict. This study also investigates how guanxi-oriented attitude, which is one dimension of guanxi orientation, influences guanxi-oriented behavior, the other dimension of guanxi orientation. Data were collected via questionnaire from those selling equipment in the oil industry. The partial least squares method is applied to analyze the collected data. The study finds a positive correlation between salespersons' guanxi-oriented attitudes and guanxi-oriented behavior. Both dimensions of the guanxi orientations of salespersons influence their selection of communication modality under friction events. The use of informal communication is inversely related to the occurrence of manifest conflict, while the use of formal communication is positively related. The guanxi-oriented attitude of salespersons is negatively related to the occurrence of manifest conflict; however, the collected data did not reveal the expected negative relationship between guanxi-oriented behavior and the occurrence of manifest conflict. The implications and research limitations are also discussed.
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At the beginning of the reform period, though informal institutions as a substitute for formal institutions efficiently promoted the development of private enterprises, it eroded and destroyed the authority and execution efficienc...
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At the beginning of the reform period, though informal institutions as a substitute for formal institutions efficiently promoted the development of private enterprises, it eroded and destroyed the authority and execution efficiency of formal institutions with guanxi behaviors and implicit rules. With the progress of marketization, how to restrain and guide the evolution of informal institutions is an unavoidable obstacle for the development of private enterprises-transforming their competitive strategy from "non-market" dominance to "market" dominance. Based on survey data of 2,628 private enterprises from 31 provinces in China, we establish a regional commercial culture index to empirically investigate the different influences of guanxi behavior between entrepreneurs of different ages and regional guanxi culture. The results show that, compared with entrepreneurs who started businesses in recent years, i.e., after the 1990s, those who started businesses during the 1970s and the 1980s are more dependent on guanxi behaviors. Meanwhile, the higher the level of education, the less an entrepreneur is likely to be dependent on guanxi behaviors. However, compared with the constraint of the degree of regional marketization, regional guanxi culture promotes entrepreneurs' guanxi behaviors. Further research indicates that the more enterprises depart from regional guanxi culture, the stronger the ability to innovation. This study can not only enrich the institutional analysis of entrepreneurs' guanxi behaviors, but also provide a theoretical foundation for further expansion and deepening of reform.
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Guanxi is one of the most special phenomena in China, which is considereded as the center of Chinese social order. No matter from politics to business, or from official circles to ordinary people, Guanxi plays a pivotal role. Empl...
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Guanxi is one of the most special phenomena in China, which is considereded as the center of Chinese social order. No matter from politics to business, or from official circles to ordinary people, Guanxi plays a pivotal role. Employees' behavior is important to the operation of an organization, while what do employees think determines what they will do. Based on Guanxi, trust and related theories and empirical studies, this paper classified coworker Guanxi as acquaintances relationship, and presued its structural composition. Besides this paper proposed the model between coworker Guanxi, interpersonal trust and job performance, and made an empirical analysis using questionnaire to collect data by SPSS25.0 and AMOS21.0. This research findings are as follows:(1) coworker Guanxi are composed of four dimensions: affective relationship, instrumental relationship, obligatory relationship, and face;(2)the effect of coworker Guanxi on interpersonal trust was discussed. Affective relationship, obligatory relationship, instrumental relationship and face all have a positive impact on Guanxi trust, both affective and obligatory relationship have positive effects on moral trust and ability trust. The effect of face on moral trust is negative; (3)the influence of interpersonal trust on job performance was expolored. Moral trust, ability trust and Guanxi trust have positive effects on job dedication, task performance and interpersonal promotion; (4)the mechanism of the influence of coworker Guanxi on job performance was expolored. Research shows that Guanxi is a basis of trust, which is still valued in Chinese organizations. Empirical analysis shows that ability and moral trust play an important influence in coworker Guanxi mechanism, while the impact of Guanxi trust is limited, which indicates that in organizational operation, it main depends on ability and integrity that is different from general dual relationship.
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Our study aims to provide and empirically test channel relationship positions based on the Chinese guanxi perspectives. By using cluster analysis and multivariate analysis of variance, we found 4 channel relationship position clus...
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Our study aims to provide and empirically test channel relationship positions based on the Chinese guanxi perspectives. By using cluster analysis and multivariate analysis of variance, we found 4 channel relationship position clusters, namely, instrumentality-based wai-ren (outsider/stranger), reciprocity-based shou-ren (acquaintance), obligation-based zi-ji-ren (insider), and resource-based zi-ji-ren, each of which revealed different channel relationship qualities. Respondents exhibited significantly higher interfirm trust and commitment toward obligation-based and resource-based zi-ji-ren partners. However, they also revealed the highest level of relationship risk perception toward. obligation-based zi-ji-ren partners, whereas the highest level of relationship satisfaction was attributed to partners in the resource-based zi-ji-ren cluster. Our findings suggest ways to construct and consolidate interfirm relationship with partners in the guanxi network. Managers should consider the relationship risk caused by guartxi investments and should ensure a mutually trustworthy and satisfactory channel relationship through reciprocal ganging and favor exchange with the leaders of counterparties. (C) 2016 Elsevier Inc. All rights reserved.
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With the continuous development of China's economy, Guanxi management, as one of China's management research topics, has attracted more and more attention from scholars both domestically and overseas. This paper aims to carry out ...
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With the continuous development of China's economy, Guanxi management, as one of China's management research topics, has attracted more and more attention from scholars both domestically and overseas. This paper aims to carry out an integrated review of external Guanxi, providing a research basis and direction for further research. The study reviews mainly external Guanxi in the recent 30 years of literature. Through analysis connotation and classification of external Guanxi along with its, path, influence factors, and result variables, this article seeks to remedy the shortage of existing research. Additionally, this article presents future research directions for external Guanxi.
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This study explores the different effects of guanxi practice on Chinese buyer-supplier relationships in the initiation and the maintenance stages during the buyer-supplier relationship lifecycle. Using survey data collected from t...
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This study explores the different effects of guanxi practice on Chinese buyer-supplier relationships in the initiation and the maintenance stages during the buyer-supplier relationship lifecycle. Using survey data collected from the retail industry in China, we find that retailers perceive varying buyer-supplier relationship behaviors in these two relationship stages and, accordingly, guanxi practice exerts opposite effects on retailer satisfaction. Specifically, during the relationship initiation stage, guanxi practice is negatively related to retailer social satisfaction and commitment. However, during the relationship maintenance stage, guanxi practice is positively related to retailer economic satisfaction. The results from this study provide suppliers with managerial implications on when to and when not to practice guanxi in China.
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With a growing interest in doing business in a Confucian society, scholars and managers have given much attention to Guanxi as a governance mechanism. Yet, little has been known the unique aspects and the effectiveness of Guanxi-b...
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With a growing interest in doing business in a Confucian society, scholars and managers have given much attention to Guanxi as a governance mechanism. Yet, little has been known the unique aspects and the effectiveness of Guanxi-based governance. To address such gap, we specify three distinct aspects of Guanxi in a business setting. First, Guanxi is a fine balance among three key elements: qing (emotion or feeling), li (reciprocity) and liyi (utilitarian benefits). Second, Guanxi pertains to dynamic, interactive relationships at both individual and organizational levels. Third, Guanxi is unalterably linked to the concept of Guanxi-networking (or more precisely, quanzi). Based on these unique aspects, we argue that industrial marketing scholars can borrow theories from veracious disciplines and call for more effort in the empirical examination of the interactions among the three aspects of Cuanxi-based governance, the efficacy of Guanxi-based governance, the developmental process of Guanxi networks, and the interactions of interpersonal Guanxi to organizational Guanxi.
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