Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/60523
Title: A model of close business relationships in China (guanxi)
Authors: Lee, DJ
Pae, JH
Wong, YH
Keywords: Relationship marketing
China
Organizational performance
Marketing strategy
Issue Date: 2001
Publisher: Emerald Group Publishing Limited
Source: European journal of marketing, 2001, v. 35, no. 1/2, p. 51-69 How to cite?
Journal: European journal of marketing 
Abstract: Examines the antecedents and consequences of close business relationships (guanxi) in China. We hypothesize that decision‐making uncertainty and perceived similarity positively affect guanxi, whereas opportunism negatively affects guanxi. We also hypothesize that guanxi positively affects business performance, mediated by relationship quality and interdependence. An empirical study of Hong Kong and mainland China business relationships generally supports the model. The managerial implications are discussed.
URI: http://hdl.handle.net/10397/60523
ISSN: 0309-0566
EISSN: 1758-7123
DOI: 10.1108/03090560110363346
Appears in Collections:Journal/Magazine Article

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