A model of guanxi development: Flexibility, commitment and capital exchange

Y. H. Wong, T. K P Leung, Humphry Hung, Wai Ting Ngai

Research output: Journal article publicationReview articleAcademic researchpeer-review

35 Citations (Scopus)


The importance of business relationships is deeply rooted in Chinese society, characterised by Confucian codes of repeated favour-exchanges. Our study aims to explore how a quality business relationship is to be developed and maintained in a Chinese context and to explain the concept of expressive and instrumental ties of a guanxi model incorporating relationship-specific variables (face, favour-exchange and flexibility) and the quality of business relationship (cooperation, continuity and commitment) in the framework of capital exchange. Managerial implications in the form of the face mechanism and Yin-Yang perspective are discussed.
Original languageEnglish
Pages (from-to)875-887
Number of pages13
JournalTotal Quality Management and Business Excellence
Issue number8
Publication statusPublished - 1 Oct 2007


  • Capital exchange
  • China
  • Commitment
  • Flexibility
  • Guanxi
  • Relationship marketing

ASJC Scopus subject areas

  • General Business,Management and Accounting


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