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This study focuses on the use of guanxi by African returnees from China in Africa. It explains how returnees understood and leveraged guanxi to collaborate with Chinese partners.

This study uses semi-structured interviews to document how guanxi is increasingly extending beyond Chinese borders. It focuses on Ethiopia, Kenya and Tanzania and analyzes the returnees' mobilization of guanxi in Sino–African business contexts.

African returnees play an increasingly important role in guanxi internationalization in Africa. Returnees' understanding of guanxi is shaped by their African traditions and their Chinese experiences, creating their new cultural capital and a dynamic Sino–African business mindset.

This paper reveals an emerging shift in the business mindset among African returnees once initiated in guanxi. In addition, guanxi is increasingly practiced by African organizations.

The purpose of this paper is to present a conceptual model of guanxi‐oriented human resource management (HRM) appropriate for organisations located in China that wish to maximise knowledge sharing and exchange. The recognised need by Western‐based organisations to develop trusting relationships through appropriate HRM approaches presents the setting to introduce the importance of guanxi in Chinese culture. The added complexity for Chinese organisations that employ a diversity of what are termed, in this paper, Conventional and Foreign Educated Chinese and Acculturated and Newly Arrived Expatriates is also presented.

Building on a review of literature about what challenges the knowledge revolution is having on the way that Western organisations manage their human resources, the paper presents an overview of the notion and function of guanxi in the Chinese context. The paradoxical and ambiguous nature of guanxi and its implications for interpersonal interactions are explained as being important for HR practitioners to understand.

The paper presents a conceptual guanxi‐oriented HRM model that incorporates the Chinese mindset that is, at one and the same time, paradoxical, holistic, dynamic, interdependent, flexible and reciprocal in nature.

While conceptual, the paper is based on a model developed from research by one of the authors that identified a guanxi‐oriented model of conflict resolution. The paper acknowledges that this model requires further research to test its applicability.

The paper is original in its attempt to link guanxi to HRM practices on Western concepts of human resources.

The purpose of this study is to promote Chinese indigenous research by examining a case in which adopting social capital (SC) scales developed in the Western context for Chinese samples can decontextualize inter-firm guanxi management in the Chinese context.

Adopting the existing Western scales to measure SC, we collected data from Chinese executives participating in executive master of business administration programs on buyer–supplier relationship. Using the same items and data source, we identified post hoc factors representing guanxi dimensions. Ordinary least squared regressions were used for both guanxi and SC dimensions to test the hypotheses.

Our analysis showed that Chinese natives responded to the Western SC items according to their understanding and mindsets rooted in guanxi. This was evidenced by the results from the post hoc-derived guanxi dimensions with the same data, which show better regression results for the hypotheses tested, although the construct validity was comparable. Adopting Western SC measurement scales deconceptualized the intricate Chinese context and inter-firm interactions.

It is inappropriate to borrow Western-developed scales for Chinese HRM research due to intricate differences in contexts. Doing so may run the risk of ignoring the Chinese context regarding the mechanisms and processes of complex human interactions, although it may produce superficial results consistent with the Western literature. Developing indigenous measurement scales should be considered not only as a preference but also as a requirement for Chinese management research.

We empirically compared the difference between Western-developed measurement scales and a Chinese indigenous construct, as well as their impact on relationship management in relation to indigenous Chinese management research.

Three types of industrial buyer-seller relational process models are available: joining theory, stage theory, and state theory. However, historically, these models have developed based on the knowledge and cultural context of the Western world. Several researchers note that national culture may have an impact on international industrial buyer-seller relationships. Including culture in the models is highly important, especially as the business environment is increasingly more global and different countries have different business cultures. The goal of this paper is to define the most suitable industrial buyer-seller relational process models for describing relationships in various contexts. The paper includes a through literature review and a single case study in order to reach this objective. A new state theory model evolved during the research. It consists of two beginning states: searching and starting; four purely middles states: constant/static, decline, growth, and troubled; and a purely end state: termination. The state of dormant/inert is both a middle state and an end state, that is, when the relational actors are not in contact does not mean that the relationship has ended, but instead, for example, new legislation may have been implemented, which requires the actors to evaluate their relationship and its future. A relationship goes through the two beginning states in the order mentioned above, but after that, any state may occur.

The speedy development of information technology (IT) is indeed a significant issue to support the enterprises to spread their products and services to their customers. Although the adoption of IT in the enterprises can help employees' work, it will increase their work exhaustion and job burnout too.

The survey data of this study was collected from Chinese IT personnel (ITP): 543 and Chinese information systems (IS)/IT users: 525, totaling 1,068 respondents.

The result shows that the influences of the organizational factors and guanxi on the work exhaustion are different between Chinese ITP and IS/IT users in the research model. Also the implications of the study are discussed and made some contribution to the research and management practice.

By comparison between the Chinese ITP and IS/IT users, this study shows that guanxi can be antecedent factor to some organizational factors, and the organizational factors guanxi have had a different effect on the work exhaustion of Chinese ITP and IS/IT users. Given that the critical successes to the organizations, management should focus on what direction to reduce Chinese ITP and IS/IT users work exhaustion.

This study aims to theorize and empirically examine how guanxi in Chinese collectivistic culture affects entrepreneurs to leverage the structural holes they occupy when it comes to promoting knowledge transfer.

To examine the hypotheses, this study used a mixed-methods research approach where quantitative questionnaires and social network analyses were used through 365 Chinese entrepreneurs, and qualitative semistructured interviews were conducted through 50 Chinese entrepreneurs.

In a Chinese entrepreneur’s guanxi network, structural holes will impede knowledge transfer among network members, but guanxi will moderate this impeding effect.

By revealing how “structural hole controllers” become “structural hole fillers” under the moderating influence of guanxi in Chinese collectivistic culture, this study recognizes the different roles that persons who occupy a structural hole play in different situations, which advances structural hole theory. In addition, by exploring how entrepreneurs orchestrate these structural holes to create a strong guanxi network that can be infinitely extended, this study reveals a means to achieve both advantages of bonding and bridging social capital simultaneously, which generates a theoretical contribution to social capital integration.

This study suggests Chinese entrepreneurs to cultivate guanxi to improve their needs in decision-making by giving renqing, returning renqing, earning mianzi and giving mianzi.

By showing how Chinese entrepreneurs leverage their guanxi and structural holes to facilitate knowledge transfer, this study identifies the critical entrepreneurial behavior that promotes business development, thereby contributing to the literature of knowledge management, entrepreneurship and social network.

The purpose of this paper is to understand the impact of Chinese culture on the information ethics perception gaps between Chinese and American students.

Using a qualitative approach, this study utilizes Kohlberg’s Cognitive Moral Development model and an open-ended questionnaire to measure and analyze the gaps among information ethics perceptions of students from Taiwan, Mainland China, Hong Kong, and the USA, and to assess the extent to which the gaps are influenced by Chinese culture.

Students’ perceptions of intellectual property, information accuracy, privacy, and accessibility (PAPA) are deeply influenced by national culture. Sub-cultures have significant impact on the perceptions. Political systems, history, and legal environment may also play a role in the differences of PAPA perceptions among the three Chinese societies. The study also revealed that accuracy and intellectual property are the most deficient areas of moral developments in both Chinese and American samples.

The sample sizes from Hong Kong and the USA were relatively small due to resource and time constraints. In addition, the subjects from Hong Kong and the USA were a little bit older than the subjects from Taiwan and Mainland China due to the fact that universities in HK and USA tend to have more non-traditional students than in universities in Mainland China and Taiwan. Second, the questionnaire is a limited means of studying moral reasoning because the results are likely to reflect espoused theory rather than theory-in-use.

The educational implication of this study calls for a renewed approach to educate students on the importance of information ethics for the sake of sustained economic development.

The novelty of this research lies in its interpretation of students’ PAPA perceptions and fresh insights from a Chinese guanxi perspective.

Talent management (TM) is underdeveloped and TM recognition is unclear in the context of Chinese private‐owned enterprises (POEs). As talent definition is the basis of TM practices, the purpose of this paper is to explore talent definition and TM recognition in the context of Chinese real estate POEs, in order to explore how Chinese cultural context and POEs' characteristics influence talent definition and TM recognition.

In total, 27 semi‐structured interviews were conducted in three case study companies.

Based on qualitative analysis, the paper finds talent definition is influenced by the important Chinese cultural factor “guanxi” and is quite different from existing Western TM literature. TM recognition is also influenced by the Chinese POEs' operation characteristics.

The paper finds a new talent definition criterion, “guanxi”, and identifies TM recognition in the context of Chinese POEs. The paper thus contributes to TM literature in China.

This study incorporates two Chinese cultural variables guanxi (personal relationship) and xinyong (personal trust) with other relational variables that are well defined in the west, i.e. supplier competence, commitment, conflict handling and satisfaction to see how they generate partnership relationship in a sino‐western relationship marketing context.

Research objectives are achieved through a combination of model building, quantitative design, testing of hypotheses using AMOS and analysis of findings. The subject scope is imbedded within cultural impact on relationship marketing in a sino‐western context.

This study finds that Western suppliers must be competent in product knowledge, market development, and adaptation to buyers' requirements to resolve conflicts in order to establish their xinyong with the buyers. Competence allows suppliers to show psychological commitment and establish guanxi with the buyers. It also shows that guanxi has a stronger influence on xinyong than on satisfaction. Suppliers should use guanxi to generate buyer's perception on xinyong whilst maintaining a reasonable level of buyer satisfaction with their products and services. Also, relationship between xinyong and satisfaction is not significant. A buyer's satisfaction on the supplier's product and services does not necessarily mean that this buyer perceives the supplier having xinyong because Chinese mix (up) business with personal relationships together and sometimes they make trade‐off between them!

This relationship study was conducted in a single‐product relationship context within the clothing industry in the PRC environment and therefore, its findings may not be generalised to other industry. Future Chinese relationship study should increase the sample size so as to cover more industries to allow comparison across industries. This is especially valid between a manufacturing and a service‐based industry. A service‐based industry may even emphasize more on guanxi and xinyong because of its intangible aspects! Future research should include the xinyong constructs, the concepts of face and reciprocity. To what extent these important Chinese cultural values affect satisfaction and xinyong have not been determined.

Effective conflict handling skills and guanxi are vital to formulate a xinyong positioning strategy. A supplier must be competent in product knowledge, market development skills, and adapt to a buyer's requirements to resolve conflicts with the buyer to establish xinyong.

This research is an initial attempt to establish the relationship between guanxi, xinyong and partnership relationship and generates a new research area in Chinese relationship marketing.

This paper aims to, from a Taoism perspective, one of Chinese inveterate cultures and mindsets, add knowledge into how Chinese indigenous cultures and mindsets will affect the way of Chinese people perceive and process guanxi. Specifically, this paper outlines the mechanism of guanxi from a culture perspective. Cultures significantly affect local people behavior.

A mixed-methods survey (Study 1) – analyzed with one-way ANOVA – and interview (Study 2) – analyzed with grounded theory – were used to answer the research questions. In total, 248 surveys were collected for Study 1, and 34 interviews for Study 2 that were transcribed into a word file, which consists of 609 pages with 327,463 Chinese characters, were processed.

The findings show that guanxi is determined by positive and negative forces between instrumental and affective components. Further, two essential conditions – fitness of personality and clear contract, which would determine when a positive or negative force would emerge in a guanxi – were identified.

The main contribution is that this paper clarifies the guanxi mechanism based upon one of the most significant Chinese cultures and mindsets. Or guanxi is viewed from a new perspective – how Taoism affects Chinese people’s perception and evaluation of guanxi. This paper also finds evidence for the main arguments based upon the two studies.