Business-to-Business Relationships in Chinese Contexts: Conceptualising the Interconnections and Outcomes of Key Guanxi Constructs
journal contributionposted on 08.06.2017 by Freeman, Susan, Young, Louise, Lim, Chandler
Any type of content formally published in an academic journal, usually following a peer-review process.
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.