Market orientation, guanxi, and business performance

Chung, Henry F.L.

doi:10.1016/j.indmarman.2010.12.008

Cited by 86 publications

(83 citation statements)

References 60 publications

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“…Guanxi helps mitigate aggressive feelings and encourages the development of kindness in business relationships. In situations of friction and conflict, guanxi reduces the use of power and prevents the escalation and manifestation of confrontation and conflict (Chung, 2011;Tse, Francis, & Walls, 1994), helping managers to reach satisfactory solutions and maintain the harmonious atmosphere (Hwang, 1998).…”

Section: Conflict and Guanximentioning

confidence: 99%

“…As social capital, backed up by one's credibility, guanxi is cultivated and deployed for several reasons; for example, attaining favours and trust, accessing resource, gaining competitive advantages, acquiring legitimacy (Park & Luo, 2001;Chen et al, 2013) and showing off one's influence and face, which refers to one's reputation and prestige in the Chinese context (Lee & Dawes, 2005). Business and firms are therefore encouraged to employ guanxi as significant governance structure, in order to reduce their environmental uncertainty and network members' opportunistic behaviour (Chung, 2011;Standifird & Marshall, 2000).…”

Section: Guanxi Theoretical Perspectivesmentioning

confidence: 99%

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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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Section: Conflict and Guanximentioning

confidence: 99%

Section: Guanxi Theoretical Perspectivesmentioning

confidence: 99%

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

Yen

Abosag

Huang

et al. 2017

Industrial Marketing Management

View full text Add to dashboard Cite

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“…Guanxi, as a kind of special Chinese culture [9], is closely related to the management of the enterprise, especially for the international construction project, and the importance of the Chinese guanxi penetrates into various stages of the project. e Chinese guanxi, as an informal system, compared with the formal system, such as law and policy, has an impact on the performance of enterprises and then affects the competitive advantage of enterprises [18].…”

Section: Chinese Guanximentioning

confidence: 99%

“…During the process of market development, it is common practice for Chinese contractors to improve their operations by building external relationships when faced with various difficulties in the international environment, such as excessive prices. As a unique character of the Chinese society, the Chinese guanxi, which has increasing broad influence, is already a new tool for contractors in solving problems and promoting competitive advantages [9]. On the contrary, according to Forbes, the Chinese guanxi has been overestimated, and blindly taking it as a shortcut will lead to nothing but failure [10].…”

Section: Introductionmentioning

confidence: 99%

“…Many researchers claim that the Chinese guanxi plays an important moderating role between firm capabilities and performance in China [18]. Guanxi has been identified as part of Chinese culture, related to the management of firms [9]. Gu [19] and Luo [20] argue that the Chinese guanxi is a lasting social relationship and network, profoundly influencing the competitive advantages of firms.…”

Section: Introductionmentioning

confidence: 99%

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The Moderating Effect of Guanxi on the Dynamic Capacity and Competitive Advantage of Chinese International Contractors

Lin

Chen²,

Chen

et al. 2018

Advances in Civil Engineering

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With the active support of the national policy "One Belt and One Road" Initiative, Chinese contractors seized this historic opportunity to accelerate strategic globalization, and they gradually stood out in international construction projects owing to their low-cost advantage. However, despite China having large-scale contractors and wide-range business, compared to developed countries, a considerably large gap still exists. China is confronted with complex and changeable international projects filled with increasing competition. us, it is both a focus issue and a major task for Chinese international contractors, and many scholars, to consider how Chinese contractors can obtain and maintain long-term competitive advantages to improve their capabilities in response to dynamic environmental changes. erefore, the objectives of this study are (1) to study the influence of the dynamic capability of Chinese contractors on competitive advantage in a project and (2) to explore the moderating effect of Chinese guanxi on the dynamic capability and competitive advantage of Chinese international contractors.is study primarily aimed at researching the impact of dynamic capacity of Chinese contractors on competitive advantage and the moderating effects of Chinese guanxi. e findings suggest that the environmental perception capability and the integration and coordination capability of the dynamic capability have a significant positive effect on the project competitive advantage; business guanxi positively moderates the relationship between the environmental perception capability and the competitive advantage. Business guanxi also negatively moderates the relationship between learning ability and competitive advantage, while political guanxi negatively moderates the relationship between the environmental perception capability and competitive advantage. is paper contributes to the construction management literature not only by providing empirical evidence on the dynamic capability and competitive advantage of Chinese contractors but also by expanding guanxi research. e results may also help Chinese contractors by providing strategic reform guidance and sustainable development in international construction projects.

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Factors of Successful Relationship Management: Guanxi in China

Zhang

Liu

2012

Lecture Notes in Electrical Engineering

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Market orientation, guanxi, and business performance

Cited by 86 publications

References 60 publications

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

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

The Moderating Effect of Guanxi on the Dynamic Capacity and Competitive Advantage of Chinese International Contractors

Factors of Successful Relationship Management: Guanxi in China

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