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 | |
| Publication status | Published - 1 Oct 2007 |
Keywords
- Capital exchange
- China
- Commitment
- Flexibility
- Guanxi
- Relationship marketing
ASJC Scopus subject areas
- General Business,Management and Accounting
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