Business-to-Business Relationships in Chinese Contexts: Conceptualising the Interconnections and Outcomes of Key Guanxi Constructs
Freeman, Susan
Young, Louise
Lim, Chandler
10.4225/03/5938b69898eb4
https://bridges.monash.edu/articles/journal_contribution/Business-to-Business_Relationships_in_Chinese_Contexts_Conceptualising_the_Interconnections_and_Outcomes_of_Key_Guanxi_Constructs/5090539
Relational marketing is increasingly important in business. Various studies (Amber 1995; Chen 1995; Davis 1995; Wong, 1999) have acknowledged trust, dependency and reciprocity as key dimensions of China's "Guanxi" business relationships, but not identified the interconnections among these. This paper explores these relationships to provide a better understanding of the nature of long-term business-to-business relationships between Chinese and Western firms. In addition, the development of a conceptual framework including these key Guanxi constructs and linking them to relationship performance is proposed, together with proposed future research.
2017-06-08 02:29:42
alliances
international business
2004
monash:2524
relational marketing
dependency
Guanxi
reciprocity
1959.1/2524
trust