File Name: guanxi trust and long term orientation in chinese business markets .zip
Guanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in channel relationships. The purpose of this study is to propose a novel theoretical framework of interpersonal and interorganizational guanxi relationships in a sales channel context and how these relationships influence brand outcomes. The authors conceptualize, develop and validate new scales measuring interpersonal and interorganizational guanxi and test the proposed model with a field study to validate the effects of guanxi on brand loyalty.
Supply chain management integrates supply and demand management that coordinates and collaborates with channel partners involved in all logistic activities. As noted by Wang , while western relationship marketing and the Asian counterpart guanxi do share some basic characteristics such as mutual understanding, cooperative behavior and long-term orientation, they are governed by quite different underlying mechanisms. Recent research have revealed significant cross-cultural differences corporate cultural and management styles in many aspects of relationship management between business partners, such as contractual vs. Given the ongoing conceptual debates and important managerial implications in relationship management in the supply chains, the objective of this special issue is to further advance theoretical development that integrates and extends the extant literature with comprehensive theoretical frameworks based on empirical evidence in cross-nation B2B supply chain context.
Confucianism Persons. Neo Confucianism. Daoism Persons. Vedic philosophy. Japanese Buddhism. Japanese Confucianism. Korean Confucianism Persons.
Lee and Philip L. JSTOR is a not-for-profit service that helps scholars, researchers, and students discover, use, and build upon a wide range ofcontent in a trusted digital archive. We use information technology and tools to increase productivity and facilitate new formsof scholarship. This content downloaded from Moreover, the authors consider the buying firm's trust in the supplying. The sampled firms are from both the government and private sectors.
A Survey on customer winning-back management in hotel industries from Sichuan, Yunnan and Zhejiang. Metrics details. The purpose of this study is to examine the relationship among Guanxi investment, affective commitment and customer loyalty. A customer win-back model is proposed, including Guanxi investment strategies, customer perceptions price sensitivity, trust and affection , affective commitment and customer 1oyalty i. This study hence contributes to the literature on customer win-back strategy and provides useful suggestions for managers in charge of customer relationship management.
Relationship between Trust in the Salesperson and Customers' Long-Term Orientation. Chinese firms are guanxi based and encourage trust and loyalty at a.
The purpose of this paper is to investigate the relationship between e-buyers and e-sellers in the context of the Chinese culture. It examines the relationships among swift guanxi, trust, uncertainty, and repurchase intentions. This study probes the possible mediation effects caused by the process where consumers form their thoughts and actions. This study developed a theoretical model to examine how swift guanxi, trust, and uncertainty influence repurchase intentions of online auction consumers.
The significant role of new ventures in economic and social development has led practitioners and researchers to search for the factors that affect new venture performance. High quality relationships with supply chain partners, as a key resource, would help new ventures create competitive advantages and, hence, influence new venture performance. Using the resource-based view Journal of Management , and social network theory Administrative Science Quarterly , , this study offers a mixed-methods exploratory approach to understanding the importance of guanxi in Chinese apparel new venture success. This finding is consistent with social network theory and revealed that competitive advantage may be achieved through social network resources. In particular, for Chinese apparel new ventures, guanxi is an important resource for sustained competitive advantage among established businesses in China.
This research focuses on buying firms trust in a suppliers salesperson and posits that this type of trust is determined by characteristics of the salesperson, the interpersonal relationships between a salesperson and the buying firms boundary personnel, and characteristics of personal interactions between these two parties. More important, the authors discuss the concept of interpersonal relationships in the context of Chinese culture and model it as a three-dimensional latent construct, which, in some literature, is called guanxi. A key aspect of this research is that the authors investigate the impact of each dimension of guanxi on salesperson trust separately. Moreover, the authors consider the buying firms trust in the supplying firm and its long-term orientation toward the supplier the consequences of salesperson trust. To test the model, the authors use data collected from buying organizations in Hong Kong. The sampled firms are from both the government and private sectors.
Emerging market multinational enterprises EMNEs are rapidly increasing their foreign direct investment around the world and, in particular, in the countries of Southern Europe. Although, international business scholars have been quick to put the spotlight on this new phenomenon, the cultural adaptation of EMNE subsidiaries to host-country environments, especially those of Europe, has remained largely unexamined. This question acquires particular relevance owing to the considerable cultural distance between emerging and developed economies and the isomorphic conflicts that can arise at the subsidiary level. Here, we examine this situation by reporting two case studies of Chinese subsidiaries operating in Spain. Our findings suggest that guanxi — the deep-rooted system of personal relations and social connections founded on mutual interests — plays a major role in the search for legitimacy undertaken by Chinese subsidiaries located in Southern Europe. The adoption and adaptation of Chinese cultural values and practices to the local environment allow the subsidiary to align itself with the culture of the parent organization at the same time as it embeds itself in the host environment, thus resolving any isomorphic conflicts. Aminian, Nathalie, Fung, K.
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