The benefits of "guanxi": the value of relationships in developing the Chinese market

Article Abstract:

The early 1990s have seen a radical change in China's position as a market, giving a new urgency to the need to address that market effectively. It has long been recognized that doing business in China is particularly difficult and that a key difference between Chinese and Western business practices lies in the relative importance of personal relationships ("guanxi") in the former, as opposed to the specification and enforcement of contracts in the latter. However, previous studies of this issue have tended to focus on the perceptions of Western executives, and they have not identified in any detail the nature of the benefits that accrue to the establishment or their relative importance. This study uses data gathered from Hong Kong Chinese executives experienced in Chinese business practices in order to identify their perceptions of the nature of the benefits that arise from guanxi and their relative importance. The results provide a ranking of benefits and suggest that there is an underlying structure of four factors, which may be characterized as procurement, information, bureaucracy, and transaction-smoothing. (Reprinted by permission of the publisher.)

Social aspects, China, Interpersonal relations, Business etiquette

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Relationships of channel power, noncoercive influence strategies, climate, and solidarity: A real case study of the Taiwanese PDA industry

Article Abstract:

A model of the Taiwanese personal digital assistant (PDA) industry is developed using linear structural relations (LISREL) to illustrate the linkages between channel relationships and channel power, noncoercive influence strategies, as well as channel climate and channel solidarity. The results reveal that channel climate has a significant impact on channel solidarity, however, this impact might be mitigated by both channel power and the use of noncoercive influence strategies.

Taiwan, Electronic computers, Forecasts, trends, outlooks, Usage, Computer industry, Microcomputer industry, Personal digital assistants, Personal digital assistant, Industry forecasts, Pocket PC

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Types and functions of social relationships in the organizing of an international joint venture

Article Abstract:

The use of social relationships in organizing business networks, with reference to a case of an international joint venture is discussed.

Finland, Management dynamics, Analysis, Management, Joint ventures, Company business management, Intergroup relations, Business networks (Social groups)

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