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

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

doi:10.1080/14783360701350607

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 publication › Review article › Academic research › peer-review

36 Citations (Scopus)

Abstract

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 language	English
Pages (from-to)	875-887
Number of pages	13
Journal	Total Quality Management and Business Excellence
Volume	18
Issue number	8
DOIs	https://doi.org/10.1080/14783360701350607
Publication status	Published - 1 Oct 2007

Keywords

Capital exchange
China
Commitment
Flexibility
Guanxi
Relationship marketing

ASJC Scopus subject areas

General Business,Management and Accounting

More information

10.1080/14783360701350607

Cite this

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AB - 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.

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KW - Commitment

KW - Flexibility

KW - Guanxi

KW - Relationship marketing

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

Abstract

Keywords

ASJC Scopus subject areas

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