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Guanxi

About: Guanxi is a research topic. Over the lifetime, 2103 publications have been published within this topic receiving 63382 citations. The topic is also known as: 關係 & 关系.


Papers
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Journal ArticleDOI
TL;DR: In this article, interview data from China are used to test an argument that executives develop personal connections in societies with underdeveloped legal support for private businesses, and such connections can be used to predict the success of private businesses.
Abstract: Interview data from China are used to test an argument that executives develop personal connections in societies with underdeveloped legal support for private businesses. In China, such connections...

2,132 citations

Journal ArticleDOI
TL;DR: Wang et al. as discussed by the authors investigated the impact of guanxi utilization on firm performance, primarily sales growth and net profit growth, based on a survey of 128 firms in central China, and provided strong support that institutional, strategic, and organizational factors are critical determinants of Guanxi with competitive forces.
Abstract: This paper focuses on the utilization of guanxi, which is an important cultural and social element in China, and the impact of guanxi on firm performance. Although guanxi is embedded in every aspect of Chinese social life, companies demonstrate different needs and capacity for guanxi cultivation. Chinese firms develop guanxi as a strategic mechanism to overcome competitive and resource disadvantages by cooperating and exchanging favors with competitive forces and government authorities. We develop an integrative framework theorizing guanxi utilization according to institutional, strategic, and organizational factors, and we explore the impact of guanxi on firm performance, primarily sales growth and net profit growth. Our findings, based on a survey of 128 firms in central China, provide strong support that institutional, strategic, and organizational factors are critical determinants of guanxi with competitive forces. However, only institutional and strategic factors are significant for guanxi utilization with government authorities. In general, guanxi leads to higher firm performance, but is limited to increased sales growth, and has little impact on profit growth. Guanxi benefits market expansion and competitive positioning of firms, but does not enhance internal operations. Copyright © 2001 John Wiley & Sons, Ltd.

1,775 citations

Posted Content
TL;DR: The authors argued that home-based social networks play a mediating role in the relationship between inward and outward internationalization and firm performance, attributed to three information benefits of social networks: knowledge of foreign market opportunities, advice and experiential learning, and referral trust and solidarity.
Abstract: This paper offers a social network explanation for the purported relationship between internationalization and firm performance in the context of born global small and medium enterprises (SMEs). We argue that home-based social networks play a mediating role in the relationship between inward and outward internationalization and firm performance. The mediating mechanism is attributed to three information benefits of social networks: (1) knowledge of foreign market opportunities; (2) advice and experiential learning; and (3) referral trust and solidarity. Using survey data from SMEs in the largest emerging economy of China, we found some support for this mediating role of social networks in the form of guanxi . The results imply that international business managers should consider social networks as an efficient means of helping internationally oriented SMEs to go international more rapidly and profitably

935 citations

Journal ArticleDOI
TL;DR: In this paper, a three-stage model of guanxi development is proposed to stimulate systematic research in this area, and a conceptual and theoretical discussion of Guanxi bases, objectives, and operating principles at different stages of the development process are discussed.
Abstract: Guanxi (personal connection) has been identified as a necessary condition to do business successfully in China. In this paper, we seek a clear conceptual understanding of this prevalent construct and propose a three-stage model of guanxi development so as to stimulate systematic research in this area. Our conceptual and theoretical discussion of guanxi bases,guanxi objectives, and the operating principles at different stages of guanxi development will also help practitioners to use guanxi more effectively.

924 citations


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Performance
Metrics
No. of papers in the topic in previous years
YearPapers
202375
2022143
2021113
2020109
2019104
201899