%0 Journal Article %A Freeman, Susan %A Young, Louise %A Lim, Chandler %D 2017 %T Business-to-Business Relationships in Chinese Contexts: Conceptualising the Interconnections and Outcomes of Key Guanxi Constructs %U https://bridges.monash.edu/articles/journal_contribution/Business-to-Business_Relationships_in_Chinese_Contexts_Conceptualising_the_Interconnections_and_Outcomes_of_Key_Guanxi_Constructs/5090539 %R 10.4225/03/5938b69898eb4 %2 https://bridges.monash.edu/ndownloader/files/8628511 %K alliances %K international business %K 2004 %K monash:2524 %K relational marketing %K dependency %K Guanxi %K reciprocity %K 1959.1/2524 %K trust %X 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. %I Monash University