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A model of close business relationships in China (guanxi)

Dong‐Jin Lee (School of Management, State University of New York, Binghamton, USA)
Jae H. Pae (Department of Business Studies, The Hong Kong Polytechnic University, Hong Kong)
Y.H. Wong (Department of Business Studies, The Hong Kong Polytechnic University, Hong Kong)

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 February 2001

10464

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.

Keywords

Citation

Lee, D., Pae, J.H. and Wong, Y.H. (2001), "A model of close business relationships in China (guanxi)", European Journal of Marketing, Vol. 35 No. 1/2, pp. 51-69. https://doi.org/10.1108/03090560110363346

Publisher

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MCB UP Ltd

Copyright © 2001, MCB UP Limited

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