On the intricacies of the Chinese guanxi: A process model of guanxi development

Xiao Ping Chen, Chap C. Chen

Research output: Contribution to journalArticlepeer-review

549 Scopus citations

Abstract

Guanxi (personal connection) has been identified as a necessary condition to do business successfully in China. In this paper, we seek a clear conceptual understanding of this prevalent construct and propose a three-stage model of guanxi development so as to stimulate systematic research in this area. Our conceptual and theoretical discussion of guanxi bases, guanxi objectives, and the operating principles at different stages of guanxi development will also help practitioners to use guanxi more effectively.

Original languageEnglish (US)
Pages (from-to)305-324
Number of pages20
JournalAsia Pacific Journal of Management
Volume21
Issue number3
DOIs
StatePublished - 2004

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Economics, Econometrics and Finance (miscellaneous)
  • Strategy and Management

Keywords

  • Chinese guanxi development

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