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Title: The measurement of guanxi: Introducing the GRX scale
Authors: Yen, DA
Barnes, BR
Wang, CL
Keywords: Guanxi;Ganqing;Renqing;Xinren;Relationship quality;China;Taiwan;Scale development
Issue Date: 2011
Publisher: Elsevier
Citation: Industrial Marketing Management, 40(1), 97 - 108, 2011
Abstract: This study posits and examines a measurement scale for measuring guanxi based on three Chinese relational constructs – ganqing, renqing and xinren. Focusing on Anglo-Chinese buyer–seller relationships, the research reports the findings from six qualitative in-depth interviews and survey data obtained from over 200 Taiwanese trading companies. Based on exploratory and confirmatory factor analyses the findings from the final second-order confirmatory factor analysis of the guanxi model identified 11 items for measuring ganqing, renqing, xinren and guanxi respectively. The results offer a useful starting point in order for business practitioners to assess their guanxi and at the same time provide academics with a scale for operationalizing the measurement of guanxi.
Description: This is the post-print version of the final paper published in Industrial Marketing Management. The published article is available from the link below. Changes resulting from the publishing process, such as peer review, editing, corrections, structural formatting, and other quality control mechanisms may not be reflected in this document. Changes may have been made to this work since it was submitted for publication. Copyright @ 2010 Elsevier B.V.
ISSN: 0019-8501
Appears in Collections:Business and Management
Brunel Business School Research Papers

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