Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/24778
Title: Guanxi, trust, and long-term orientation in chinese business markets
Authors: Lee, DY
Dawes, PL
Issue Date: 2005
Publisher: American Marketing Association
Source: Journal of international marketing, 2005, v. 13, no. 2, p. 28-56 How to cite?
Journal: Journal of international marketing 
Abstract: This research focuses on buying firms' trust in a supplier's salesperson and posits that this type of trust is determined by characteristics of the salesperson, the interpersonal relationships between a salesperson and the buying firm's boundary personnel, and characteristics of personal interactions between these two parties. More important, the authors discuss the concept of interpersonal relationships in the context of Chinese culture and model it as a three-dimensional latent construct, which, in some literature, is called guanxi. A key aspect of this research is that the authors investigate the impact of each dimension of guanxi on salesperson trust separately. Moreover, the authors consider the buying firm's trust in the supplying firm and its long-term orientation toward the supplier the consequences of salesperson trust. To test the model, the authors use data collected from 128 buying organizations in Hong Kong. The sampled firms are from both the government and private sectors.
URI: http://hdl.handle.net/10397/24778
ISSN: 1069-031X
EISSN: 1547-7215
DOI: 10.1509/jimk.13.2.28.64860
Appears in Collections:Journal/Magazine Article

Access
View full-text via PolyU eLinks SFX Query
Show full item record

SCOPUSTM   
Citations

176
Last Week
1
Last month
1
Citations as of Sep 8, 2017

WEB OF SCIENCETM
Citations

143
Last Week
1
Last month
2
Citations as of Sep 22, 2017

Page view(s)

57
Last Week
2
Last month
Checked on Sep 18, 2017

Google ScholarTM

Check

Altmetric



Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.