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Title: Questioning Guanxi: Definition, classification and implications
Authors: Fan, Y
Keywords: Guanxi;Relationship;Business ethics;China
Issue Date: 2002
Publisher: Pergamon (Elsevier)
Citation: International Business Review, 11(5): 543-561, Oct 2002
Abstract: Despite the growing interests among both academics and practitioners in the west, the concept of guanxi is not much questioned and there is considerable confusion about its implications for business. This paper explores the nature of guanxi by using a multiple definition approach. It defines guanxi as the process of social interactions and argues that the existence of guanxi base (special relationship) does not produce guanxi. The paper classifies guanxi into three categories: family, helper and business; and critically examines the role of guanxi in business. The paper has drawn up some important conclusions. (1) The potential benefits of guanxi are mainly tactical rather than strategic. (2) Guanxi, as a personal asset, cannot be a source of competitive advantage. (3) The guanxi between a businessperson and a government official is inherently corrupt and ethically questionable. (4) As guanxi has an impact on the wider public, it should be studied in the context of all stakeholders. (5) Guanxi’s role in business will eventually diminish as China moves towards a more open market system.
ISSN: 0969-5931
Appears in Collections:Marketing
Brunel Business School Research Papers

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