The many faces of trust and guanxi behavior: Evidence from marketing channels in China

Shou, Zhigang; Guo, Rui; Zhang, Qiyuan; Su, Chenting

doi:10.1016/j.indmarman.2010.12.006

Cited by 89 publications

(77 citation statements)

References 69 publications

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“…It is the level of human compassion, benevolence, as well as nepotism emerging through owing or owed favors (Shou et al, 2011). It creates commitment through "hostage taking" by exchanging binding gifts and favors (Choi et al, 2011) and this creates a cultural obligation of reciprocity and mutual commitment.…”

Section: Renqingmentioning

confidence: 99%

“…This creates uncertainty leading to high risk, a high investment threshold and asymmetric information between the various firms operating in China (insiders versus outsiders). This further creates agency problems and concern over the protection of individual property rights and fair dealings especially in business to business exchanges (Li et al, 2009;Shou, Guo, Zhang, & Su, 2011). This uncertainty is embedded in the country's national culture, the legal and regulatory environment, mutual business government relationships, the role of financial institutions and corporate governance systems.…”

Section: Introductionmentioning

confidence: 99%

“…One way to understand the people with whom one does business with is to examine their culture and core values more closely (Hofstede, 1980). Guanxi, which in its most general form signifies 'social connections' (Shou et al, 2011) in recent times has attracted a growth of research relating to its impact on business exchange (Chung, 2011;Li et al, 2009;Nie, Zhong, Zhou, Jiang, & Wang, 2011). Guanxi is made up of two words: Guan and Xi.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Can guanxi be created in Sino–Western relationships? An assessment of Western firms trading with China using the GRX scale

Berger

Herstein

Silbiger

et al. 2015

Industrial Marketing Management

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Section: Renqingmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 1 more Smart Citation

Can guanxi be created in Sino–Western relationships? An assessment of Western firms trading with China using the GRX scale

Berger

Herstein

Silbiger

et al. 2015

Industrial Marketing Management

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“…Authors agree that this article remain permanently open access under the terms of the Creative Commons Attribution License 4.0 International License Shou et al, 2011). As the essential components of firms, boundary spanners are believed to be influenced by organizational values of all facets (Schmidt and Posner, 1982).…”

Section: Introductionmentioning

confidence: 95%

The effect of Guanxi orientation on boundary spanners behavior and subsequent influence on inter-firm relationship quality

Pan¹,

Zang²

2017

Afr. J. Mark. Manage.

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Guanxi orientation is one of the important organizational values in China. This study examines the effect of guanxi orientation on firm's boundary spanner's behavior (manifested by interpersonal liking and interaction frequency) and its influence on inter-firm relationships in Chinese marketing channel context. Drawing on organizational culture and boundary spanner theory, a conceptual model is proposed to delineate how guanxi orientation works across organizations where inter-firm support is placed as the key mediator. Results from 342 distributors show that guanxi orientation has positive influence on interpersonal liking and interaction frequency between boundary spanners, and the manifested behaviors have direct and indirect impact on inter-firm relationship quality through interfirm support. Overall, the study research extended the extant literature from three perspectives. Firstly, this study deepens our understanding of the organizational role of guanxi orientation and its influence on boundary spanner's individual behaviors, building a bridge between intra-and inter-firm relationships. Secondly, the research findings suggest that boundary spanners can provide inter-firm support for building cooperative relationship channels. Thirdly, inter-firm support is found to be another antecedent of long-term orientation (previously trust, dependence, and performance), which provides a cost-effective way for building deeper relationship. Contributions, managerial implications, limitations, and future research are also pointed out.

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“…Given the interpersonal and informal nature of guanxi, it can function as a personal loyalty-capturing strategy. Guanxi behaviors are defined as relational efforts to develop and maintain relationships (Shou, Guo, Zhang, & Su, 2011).…”

mentioning

confidence: 99%

Relationship-Specific Investment, Guanxi Behavior, and Salesperson-Owned Customer Loyalty Transfer

Wang¹,

Li²,

Wang³

et al. 2014

soc behav pers

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Customer loyalty has been gaining attention as firms face increasing competition. However, customer loyalty consists of a mixture of loyalty to the firm, as well as to the specific salesperson. By using dyadic data from both buyers and sellers, we investigated the influence of salespersons' and selling firms' behaviors on these 2 types of customer loyalty, and the moderating effect of employees' brand-building behavior in the loyalty transfer process. Our results showed that both salesperson's and selling firm's behaviors can promote the 2 kinds of loyalty, and that salesperson-owned loyalty is positively related to loyalty to the selling firm. Contrary to our prediction, employees' brand-building behavior exerted a significant, negative moderating effect on salesperson-owned loyalty transfer.

show abstract

The many faces of trust and guanxi behavior: Evidence from marketing channels in China

Cited by 89 publications

References 69 publications

Can guanxi be created in Sino–Western relationships? An assessment of Western firms trading with China using the GRX scale

Can guanxi be created in Sino–Western relationships? An assessment of Western firms trading with China using the GRX scale

The effect of Guanxi orientation on boundary spanners behavior and subsequent influence on inter-firm relationship quality

Relationship-Specific Investment, Guanxi Behavior, and Salesperson-Owned Customer Loyalty Transfer

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