Hostname: page-component-cb9f654ff-fg9bn Total loading time: 0 Render date: 2025-08-20T13:25:54.868Z Has data issue: false hasContentIssue false
  • English
  • Français

Chinese Guanxi: An Integrative Review and NewDirections for Future Research

Part of: Guanxi Collection

Published online by Cambridge University Press:  02 February 2015

Chao C. Chen ,
Xiao-Ping Chen  and
Shengsheng Huang
Chao C. Chen
Affiliation:
Rutgers, the State University of New Jersey, USA Nanjing University, China
Xiao-Ping Chen
Affiliation:
University of Washington, USA
Shengsheng Huang
Affiliation:
University of Houston-Victoria, USA
Rights & Permissions [Opens in a new window]

Abstract

Core share and HTML view are not available for this content. However, as you have access to this content, a full PDF is available via the ‘Save PDF’ action button.

In this article we review research on Chinese guanxi andsocial networking in the past twenty years and identify the majorperspectives, theories, and methodologies used in guanxiresearch at micro and macro levels. We summarize the main findings of over200 journal articles on guanxi research in terms of itsconceptual definitions and measurements, its antecedents and consequences,and its dynamics and processes. Furthermore, we identify the gaps betweendifferent levels of guanxi research and discuss futuredirections to advance our understanding of the complex and intricate guanxi phenomenon.

Keywords

Chinese cultureguanxi ethicsguanxisocial capitalsocial networking人际关系关系伦理社会资本社会网络中国文化

Information

Type
Articles
Information
Management and Organization Review , Volume 9 , Issue 1 , March 2013 , pp. 167 - 207
Copyright
Copyright © International Association for Chinese Management Research 2013

References

Alston, J. P. 1989. Wa, guanxi, and inhwa: Managerial principles in Japan, China, and Korea. Business Horizons, 32(2): 26–31.Google Scholar
Aryee, S., & Chen, Z. X. 2006. Leader-member exchange in a Chinese context: Antecedents, the mediating role of psychological empowerment and outcomes. Journal of Business Research, 59(7): 793–801.10.1016/j.jbusres.2005.03.003Google Scholar
Balkundi, P., & Harrison, D. 2006. Ties, leaders, and time in teams: Strong inference about networks tructure's effects on team viability and performance. Academy of Management Journal, 49(1): 49–68.10.5465/AMJ.2006.20785500Google Scholar
Barney, J. 1991. Firm resources and sustained competitive advantage. Journal of Management, 17(1): 99–120.Google Scholar
Batjargal, B., & Liu, M. 2004. Entrepreneurs' access to private equity in China: The role of social capital. Organization Science, 15(2): 159–173.10.1287/orsc.1030.0044Google Scholar
Bell, D. 2000. Guanxi: A nesting of groups. Current Anthropology, 41(1): 132–138.10.1086/30011310.1086/300113Google Scholar
Berry, L. 1983. Relationship marketing. In Berry, L. Shostack, G. L. & Upah, R. (Eds.), Emerging perspectives on services marketing: 25–28. Chicago, IL: American Marketing Association.Google Scholar
Berry, L. 2002. Relationship marketing of services – Perspectives from 1983 and 2000. Journal of Relationship Marketing, 1(1): 59–77.10.1300/J366v01n01_05Google Scholar
Bian, Y. 1997. Bringing strong ties back in: Indirect ties, network bridges, and job searches in China. American Sociological Review, 62(3): 366–385.10.2307/2657311Google Scholar
Bian, Y., & Ang, S. 1997. Guanxi networks and job mobility in China and Singapore. Social Forces, 75(3): 981–1005.10.1093/sf/75.3.981Google Scholar
Blau, P. M. 1964. Exchange and pomer in social life. New York: Wiley.Google Scholar
Blau, P. M., & Duncan, O. D. 1967. The American occupational structure. New York: Wiley.Google Scholar
Boisot, M., & Child, J. 1996. From fiefs to clans and network capitalism: Explaining China's emerging economic order. Administrative Science Quarterly, 41(4): 600–628.10.2307/239386910.2307/2393869Google Scholar
Bond, M. H., & Hwang, K. K. 1986. The social psychology of Chinese people. In Bond, M. H. (Ed.), The psychology of the Chinese people: 213–266. Hong Kong: Oxford University Press.Google Scholar
Brass, D. J. 1995. A social network perspective on human resources management. Research in Personnel and Human Resources Management, 13: 39–79.Google Scholar
Bu, N., & Roy, J.-P. 2008. Chinese managers' career success networks: The impact of key tie characteristics on structure and interaction practice. International Journal of Human Resource Management, 19(6): 1088–1107.10.1080/0958519080205138610.1080/09585190802051386Google Scholar
Buckley, P. J., Clegg, J., & Tan, H. 2006. Cultural awareness in knowledge transfer to China – the role oiguanxi and mianzi. Journal of World Business, 41(3): 275–288.10.1016/j.jwb.2006.01.008Google Scholar
Burt, R. S. 1992. Structural holes: The social structure of competition. Cambridge, MA: Harvard University Press.Google Scholar
Chai, S.-K., & Rhee, M. 2010. Confucian capitalism and the paradox of closure and structural holes in East Asian firms. Management and Organization Review, 6(1): 5–29.10.1111/j.1740-8784.2009.00168.xS1740877600001996Google Scholar
Chen, C. C., & Chen, X.-P. 2009. Negative externalities of close guanxiwithin organizations. Asia Pacific Journal of Management, 26(1): 37–53.10.1007/s10490-007-9079-7Google Scholar
Chen, C. C., Chen, Y.-R., & Xin, K. 2004. Guanxi practices and trust in management: A procedural justice perspective. Organization Science, 15(2): 200–209.10.1287/orsc.1030.004710.1287/orsc.1030.0047Google Scholar
Chen, C. C., & Farh, J. L. 2010. Developments in understanding Chinese leadership: Paternalism and its elaborations, moderations, and alternatives. In Bond, M. (Ed.), Oxford handbook of Chinese psychology: 599–622. Oxford: Oxford University Press.Google Scholar
Chen, H., Tian, Y., Ellinger, A. E., & Daugherty, P. J. 2010a. Managing logistics outsourcing relationships: An empirical investigation in China. Journal of Business Logistics, 31(2): 279–299.10.1002/j.2158-1592.2010.tb00152.xGoogle Scholar
Chen, M.-J. 2008. Reconceptualizing the competition - cooperation relationship: A transparadox perspective. Journal of Management Inquiry, 17(4): 288–304.10.1177/1056492607312577Google Scholar
Chen, N. Y., & Tjosvold, D. 2006. Participative leadership by American and Chinese managers in China: The role of relationships. Journal of Management Studies, 43(8): 1727–1752.10.1111/j.1467-6486.2006.00657.xGoogle Scholar
Chen, N. Y., & Tjosvold, D. 2007. Guanxi and leader member relationships between American managers and Chinese employees: Open-minded dialogue as mediator. Asia Pacific Journal of Management, 24(2): 171–189.10.1007/s10490-006-9029-910.1007/s10490-006-9029-9Google Scholar
Chen, S. Y. (陈爽英), Jin, R. T. (井润田), Long, X. N. (龙小宁) & Shao, Y. F. (邵云飞) 2010b. An empirical study on the impact of guanxi capital of private entrepreneurs on R&D decision. Management World (管理世界), 196(1): 88–97. (in Chinese.)Google Scholar
Chen, X.-P., & Chen, C. C. 2004. On the intricacies of the Chinese guanxi: A process model of guaivci development. Asia Pacific Journal of Management, 21(3): 305–324.10.1023/B:APJM.0000036465.19102.d5Google Scholar
Chen, X.-P., & Chen, C. C. 2012. Chinese guanxi: The good, the bad, and the controversial. In Huang, X. & Bond, M. H. (Eds.), The handbook of Chinese organizational behaviour: Integrating theory, research and practice: 415–435. Cheltenham: Edward Elgar.Google Scholar
Chen, X.-P., Li, X., & Liang, X. 2011a. Why do business leaders pursue political connections in China? Economic benefits or psychological placebo? Academy of Management Conference paper.Google Scholar
Chen, X.-P., & Peng, S. 2008. Guanxi dynamics: Shifts in the closeness of ties between Chinese coworkers. Management and Organization Review, 4(1): 63–80.10.1111/j.1740-8784.2007.00078.xGoogle Scholar
Chen, Y., Friedman, R., Yu, E., Fang, W., & Lu, X. 2009. Supervisor-subordinate guanxi: Developing a three-dimensional model and scale. Management and Organization Review, 5(3): 375–399.10.1111/j.1740-8784.2009.00153.xGoogle Scholar
Chen, Y., Friedman, R., Yu, E., & Sun, F. 2011b. Examining the positive and negative effects of guanxi practices: A multi-level analysis of guanxi practices and procedural justice perceptions. Asia Pacific Journal of Management, 28(4): 715–735.10.1007/s10490-009-9176-xGoogle Scholar
Chow, I. H.-S., & Ng, I. 2004. The characteristics of Chinese personal ties (guanxi): Evidence from Hong Kong. Organization Studies, 25(7): 1075–1093.10.1177/0170840604045092Google Scholar
Chua, R. Y.J., Morris, M. W., & Ingram, P. 2009. Guanxi vs. networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs. American managers. Journal of International Business Studies, 40(3): 490–508.10.1057/palgrave.jibs.840042210.1057/palgrave.jibs.8400422Google Scholar
Coase, R. H. 1937. The nature of the firm. Economica, New Series, 4(16): 386–405.10.1111/j.1468-0335.1937.tb00002.xGoogle Scholar
Coff, R. W. 1999. When competitive advantage doesn't lead to performance: The resource-based view and stakeholder bargaining power. Organization Science, 10(2): 119–133.10.1287/orsc.10.2.119Google Scholar
Confucius. 1915. The ethics of Confucius. New York: Putnam.Google Scholar
Davies, H., Leung, T. K. P., Luk, S. T. K., & Wong, Y.-H. 1995. The benefits of ‘guanxi’: The value of relationships in developing the Chinese market. Industrial Marketing Management, 24(3): 207–214.10.1016/0019-8501(94)00079-CGoogle Scholar
Dawes, R. M. 1980. Social dilemmas. Annual Review of Psychology, 31: 169–193.10.1146/annurev.ps.31.020180.001125Google Scholar
De George, R. T. 1993. Competing with integrity. New York: Oxford University Press.Google Scholar
DiMaggio, P., & Powell, W. 1983. The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. American Sociological Review, 48(2): 147–160.10.2307/2095101Google Scholar
Donaldson, T. 1996. Values in tension: Ethics away from home. Harvard Business Review, September-October: 48–62.Google Scholar
Dunfee, T. W., & Warren, D. E. 2001. Is guanxi ethical? A normative analysis of doing business in China. Journal of Business Ethics, 32(3): 191–204.10.1023/A:1010766721683Google Scholar
Dwyer, F. R., Schurr, P. F., & Oh, S. 1987. Developing buyer-seller relationships. Journal of Marketing, 51(2): 11–27.10.2307/1251126Google Scholar
Ellis, P. D. 2000. Social ties and foreign market entry. Journal of International Business Studies, 31(3): 443–469.10.1057/palgrave.jibs.8490916Google Scholar
Ellis, P. D. 2011. Social ties and international entrepreneurship: Opportunities and constraints affecting firm internationalization. Journal of International Business Studies, 42(1): 99–127.10.1057/jibs.2010.20Google Scholar
Fairhurst, G. T., & Chandler, T. A. 1989. Social structure in leader-member interaction. Communication Monographs, 56(3): 215–239.10.1080/0363775890939026110.1080/03637758909390261Google Scholar
Fan, Y. 2002a. Ganxi's consequences: Personal gains at social cost. Journal of Business Ethics, 38(4): 371–380.10.1023/A:101602170630810.1023/A:1016021706308Google Scholar
Fan, Y. 2002b. Questioning guanxi: Definition, classification and implications. International Business Review, 11(5): 543–561.10.1016/S0969-5931(02)00036-710.1016/S0969-5931(02)00036-7Google Scholar
Farh, J.-L., & Cheng, B.-S. 2000. A cultural analysis of paternalistic leadership in Chinese organizations. In Li, J. T. Tsui, E. & Weldon, E. (Eds.), Management and organizations in the Chinese context: 84–127. London: Macmillan Press Ltd.10.1057/9780230511590_5Google Scholar
Farh, J.-L., Tsui, A. S., Xin, K., & Cheng, B.-S. 1998. The influence of relational demography and guanxi: The Chinese case. Organization Science, 9(4): 471–488.10.1287/orsc.9.4.47110.1287/orsc.9.4.471Google Scholar
Fei, H. 1992/1947. From the soil, the foundations of Chinese society. Berkeley: University of California Press.Google Scholar
Fiske, A. P. 1992. The four elementary forms of sociality: Framework for a unified theory of social relations. Psychological Review, 99(4): 689–723.10.1037/0033-295X.99.4.689Google Scholar
Fu, P. P., Tsui, A. S., & Dess, G. G. 2006. The dynamics of guanxi in Chinese high-tech firms: Implications for knowledge management and decision making. Management International Review, 46(3): 277–305.10.1007/s11575-006-0048-z10.1007/s11575-006-0048-zGoogle Scholar
Gao, S., Xu, K., & Yang, J. 2008. Managerial ties, absorptive capacity, and innovation. Asia Pacific Journal of Management, 25(3): 395–412.10.1007/s10490-008-9096-1Google Scholar
Giles, J., Park, A., & Cai, F. 2006. Reemployment of dislocated workers in urban China: The roles of information and incentives. Journal of Comparative Economics, 34(3): 582–607.10.1016/j.jce.2006.06.006Google Scholar
Graen, G. B., & Uhl-Bien, M. 1995. Relationship-based approach to leadership: Development of leader-member exchange (LMX) theory of leadership over 25 years: Applying a multi-level multi-domain perspective. The Leadership Quarterly, 6(2): 219–247.10.1016/1048-9843(95)90036-5Google Scholar
Granovetter, M. 1973. The strength of weak ties. American Journal of Sociology, 78(6): 1360–1380.10.1086/225469Google Scholar
Gu, F. F., Hung, K., & Tse, D. K. 2008. When does guanxi matter? Issues of capitalization and its dark sides. Journal of Marketing, 72(4): 12–28.10.1509/jmkg.72.4.12Google Scholar
Guo, C., & Miller, J. K. 2010. Guanxi dynamics and entrepreneurial firm creation and development in China. Management and Organization Review, 6(2): 267–292.10.1111/j.1740-8784.2010.00180.xGoogle Scholar
Guthrie, D. 1998. The declining significance of guanxi in China's economic transition. China Quarterly, 154: 254–282.10.1017/S030574100000203410.1017/S0305741000002034Google Scholar
Guthrie, D. 2002. Information asymmetries and the problems of perception: The significance of structural position in assessing the importance of guanxi in China. In Gold, T. Guthrie, D. & Wank, D. (Eds.), Social connections in China: Institutions, culture and the changing nature of guanxi: 37–56. Cambridge, MA: Cambridge University Press.10.1017/CBO9780511499579.004Google Scholar
Hackett, R. D., Farh, J.-L., Song, L. J., & Lapierre, L. M. 2003. LMX and organizational citizenship behavior: Examining the links within and across Western and Chinese samples. In Graen, G. (Ed.), Dealing with diversity: LMX leadership, 1: 219–263. Greenwich, CT: Information Age.Google Scholar
Han, Y., & Altman, Y. 2009. Supervisor and subordinate guanxi: A grounded investigation in the People's Republic of China. Journal of Business Ethics, 88(1): 91–104.10.1007/s10551-008-9827-8Google Scholar
He, W., Qiao, Q., & Wei, K.-K. 2009. Social relationship and its role in knowledge management systems usage. Information & Management, 46(3): 175–180.10.1016/j.im.2007.11.005Google Scholar
Hitt, M. A., Beamish, P. W., Jackson, S. E., & Mathieu, J. E. 2007. Building theoretical and empirical bridges across levels: Multilevel research in management. Academy of Management Journal, 50(6): 1385–1399.10.5465/AMJ.2007.28166219Google Scholar
Ho, C., & Redfern, K. A. 2010. Consideration of the role ofguanxi’m the ethical judgments of Chinese managers. Journal of Business Ethics, 96(2): 207–221.10.1007/s10551-010-0459-4Google Scholar
Ho, D. Y. F. 1998. Interpersonal relationships and relationship dominance: An analysis based on methodological relationalism. Asian Journal of Psychology, 1(1): 1–16.10.1111/1467-839X.00002Google Scholar
Ho, D. Y. F. (可友晖) 1999. Interpersonal affect and Ren Qing. Indigenous Psychological Research (本土心理学研究), 12: 181–187. (in Chinese.)Google Scholar
Hoegl, M., Parboteeah, K. P., & Munson, C. L. 2003. Team-level antecedents of individuals' knowledge networks. Decision Sciences, 34(4): 741–770.10.1111/j.1540-5414.2003.02344.xGoogle Scholar
Horn, P. W., & Xiao, Z. 2011. Embedding social networks: How guanxi ties reinforce Chinese employees' retention. Organizational Behavior and Human Decision Processes, 116(2): 188–202.10.1016/j.obhdp.2011.06.001Google Scholar
Homans, G. C. 1958. Social behavior as exchange. American Journal of Sociology, 63(6): 597–606.10.1086/22235510.1086/222355Google Scholar
Hsing, Y.-T. 1998. Making capitalism in China: The Taiwan connection. New York: Oxford University Press.Google Scholar
Hsu, F. L. K. 1963. Clan, caste and club. New York, NY: Van Nostrand Reinhold Co. Google Scholar
Hu, H.-H., Hsu, W.-L., & Cheng, B.-S. 2004. Rewards allocation decisions of Chinese managers: Influence of employee categorization and allocation context. Asian Journal of Social Psychology, 7(2): 221–232.10.1111/j.1467-839x.2004.00146.xGoogle Scholar
Hui, C., Law, K. S., & Chen, Z. X. 1999. A structural equation model of the effects of negative affectivity, leader-member exchange, and perceived job mobility on in-role and extra-role performance: A Chinese case. Organizational Behavior and Human Decision Processes, 77(1): 3–21.10.1006/obhd.1998.2812Google Scholar
Hutchings, K., & Weir, D. 2006. Guanxi and wasta: A comparison. Thunderbird International Business Review, 48(1): 141–156.10.1002/tie.20090Google Scholar
Hwang, K.-K. 1987. Face and favor: The Chinese power game. American Journal of Sociology, 92(4): 944–974.10.1086/22858810.1086/228588Google Scholar
Hwang, K.-K. (黄光国) 2009. Confucian relationalism: Cultural reflection and theoretical construction (ま家关糸主义:文化反思与典范直建人). Beijing: Beijing University Press, (in Chinese.)Google Scholar
Ibarra, H. 1992. Homophily and differential returns: Sex differences in network structure and access in an advertising firm. Administrative Science Quarterly, 37(3): 422–447.10.2307/2393451Google Scholar
Ibarra, H. 1997. Paving an alternative route: Gender differences in managerial networks. Social Psychology Quarterly, 60(1): 91–102.10.2307/2787014Google Scholar
Ip, P. 2009. Is Confucianism good for business ethics in China? Journal of Business Ethics, 88(3): 463–476.10.1007/s10551-009-0120-2Google Scholar
Jacobs, J. B. 1982. The concept of guanxi and local politics in a rural Chinese cultural setting. In Greenblatt, S. L., Wilson, R. W. & Wilson, A. A. (Eds.), Social Interaction in Chinese Society: 209–236. New York: Praeger Publisher.Google Scholar
Jia, L., You, S., & Du, Y. 2012. Chinese context and theoretical contributions to management and organization research: A three-decade review. Management and Organization Review, 8(1): 173–209.10.1111/j.1740-8784.2011.00282.xS1740877600002795Google Scholar
Jiang, H. (姜翰), & Jin, Z. (金占明) 2008. An empirical study on the impact of the strength of the relations between enterprises on the mechanism of relationship value. Management World (管理世界), 12: 114–125. (in Chinese.)Google Scholar
Jiang, H. (姜翰)Jin, Z. (金占明), Jiao, J. (焦捷) & Ma, L. (马力) 2009. Social capital and original sin of entrepreneurial firms in unstable environment. Management World (管理世界), 102–114. (in Chinese.)Google Scholar
Jiang, X., Chen, C. C., & Shi, K. 2011. Favor in exchange for trust? The role of subordinates' attribution of supervisory favors. Asia Pacific Journal of Management, DOI 10.1007/s10490-011-9256-6.Google Scholar
Khatri, N., Tsang, E. W. K., & Begley, T. M. 2006. Cronyism: A cross-cultural analysis. Journal of International Business Studies, 37(1): 61–75.10.1057/palgrave.jibs.8400171Google Scholar
King, A. Y. 1991. Kuan-hsi and network building: A sociological interpretation. Daedalus, 120(2): 63–84.Google Scholar
Kohlberg, L. 1969. Stage and sequence: The cognitive-developmental approach to socialization. In Goslin, D. A. (Ed.), Handbook of socialization: Theory and research: 347–480. Boston, MA: Houghton-Mifflin.Google Scholar
Law, K. S., Wong, C., Wang, D., & Wang, L. 2000. Effect of supervisor – subordinate guanxi on supervisory decisions in China: An empirical investigation. International Journal of Human Resource Management, 11(4): 751–765.10.1080/09585190050075105Google Scholar
Li, H., & Zhang, Y. 2007. The role of managers' political networking and functional experience in new venture performance: Evidence from China's transition economy. Strategic Management Journal, 28(8): 791–804.10.1002/smj.605Google Scholar
Li, J. J., Poppo, L., & Zhou, K. Z. 2008. Do managerial ties in China always produce value? Competition, uncertainty, and domestic vs. foreign firms. Strategic Management Journal, 29(4): 383–400.10.1002/smj.665Google Scholar
Li, P. 2008. Toward a geocentric framework of trust: An application to organizational trust. Management and Organization Review, 4(3): 413–439.10.1111/j.1740-8784.2008.00120.xS174087760000084XGoogle Scholar
Li, S. X., Yao, X., Sue-Chan, C., & Xi, Y. 2011. Where do social ties come from: Institutional framework and governmental tie distribution among Chinese managers. Management and Organization Review, 7(1): 97–124.10.1111/j.1740-8784.2010.00187.xS1740877600002321Google Scholar
Liang, S., Ling, H., & Hsieh, S. 2007. The mediating effects of leader-member exchange quality to influence the relationships between paternalistic supervisory and organizational citizenship behaviors. Journal of American Academy of Business, 10(2): 127–137.Google Scholar
Liang, S. M. (梁漱溟) 1949. The essentials of Chinese culture (中国文化要义). Taipei: Wenxue Publishing House, (in Chinese.)Google Scholar
Liden, R. C., & Maslyn, J. M. 1998. Multidimensionality of leader-member exchange: An empirical assessment through scale development. Journal of Management, 24(1): 43–72.Google Scholar
Lin, J., & Si, S. X. 2010. Can guanxi be a problem? Contexts, ties, and some unfavorable consequences of social capital in China. Asia Pacific Journal of Management, 27(3): 561–581.10.1007/s10490-010-9198-4Google Scholar
Lin, N. 1982. Social resources and instrumental action. In Marsden, P. V. & Lin, N. (Eds.), Social structure and network analysis: 131–147. Beverly Hills, CA: Sage.Google Scholar
Liu, Y., Li, Y., Tao, L., & Wang, Y. 2008. Relationship stability, trust and relational risk in marketing channels: Evidence from China. Industrial Marketing Management, 37(4): 432–446.10.1016/j.indmarman.2007.04.001Google Scholar
Lovett, S., Simmons, L. C., & Kali, R. 1999. Guanxi versus the market: Ethics and efficiency. Journal of International Business Studies, 30(2): 231–247.10.1057/palgrave.jibs.8490068Google Scholar
Luk, C.-L., Yau, O. H. M., Sin, L. Y. M., Tse, A. C. B., Chow, R. P. M., & Lee, J. S. Y. 2008. The effects of social capital and organizational innovativeness in different institutional contexts. Journal of International Business Studies, 39(4): 589–612.10.1057/palgrave.jibs.8400373Google Scholar
Luo, D. L. (が党论), & Liu, X. L. (刘哓龙) 2009. Political guanxi, entry barrier, and firm performance. Management World (管理世界), 97–106. (in Chinese.)Google Scholar
Luo, J.-D. 2011. Guanxi revisited: An exploratory study of familiar ties in a Chinese workplace. Management and Organization Review, 7(2): 329–351.10.1111/j.1740-8784.2011.00230.xGoogle Scholar
Luo, X., Griffith, D. A., Liu, S. S., & Shi, Y. 2004. The effects of customer relationships and social capital on firm performance: A Chinese business illustration. Journal of International Marketing, 12(4): 25–45.10.1509/jimk.12.4.25.53216Google Scholar
Luo, Y. 1997a. Guanxi: Principles, philosophies, and implications. Human Systems Management, 16(1): 43–51.Google Scholar
Luo, Y. 1997b. Guanxi and performance of foreign-invested enterprises in China: An empirical inquiry. Management International Review, 37(1): 51–70.Google Scholar
Luo, Y. 2001. Antecedents and consequences of personal attachment in cross-cultural cooperative ventures. Administrative Science Quarterly, 46(2): 177–201.10.2307/2667085Google Scholar
Luo, Y. 2003. Industrial dynamics and managerial networking in an emerging market: The case of China. Strategic Management Journal, 24(13): 1315–1327.10.1002/smj.363Google Scholar
Luo, Y. 2008. The changing Chinese culture and business behavior: The perspective of intertwinement between guanxi and corruption. International Business Review, 17(2): 188–193.10.1016/j.ibusrev.2008.02.002Google Scholar
Luo, Y., & Chen, M. 1997. Does guanxi influence firm performance? Asia Pacific Journal of Management, 14(1): 1–16.10.1023/A:1015401928005Google Scholar
Luo, Y., Huang, Y., & Wang, S. L. 2012. Guanxi and organizational performance: A meta-analysis. Management and Organization Review, 8(1): 139–172.10.1111/j.1740-8784.2011.00273.xGoogle Scholar
Luo, Y., Shenkar, O., & Nyaw, M. 2002. Mitigating liabilities of foreignness: Defensive versus offensive approaches. Journal of International Management, 8(3): 283–300.Google Scholar
Michailova, S., & Worm, V. 2003. Personal networking in Russia and China: Blat and guanxi . European Management Journal, 21(4): 509–519.10.1016/S0263-2373(03)00077-XGoogle Scholar
Moran, P. 2005. Structural vs. relational embeddedness: Social capital and managerial performance. Strategic Management Journal, 26(12): 1129–1151.10.1002/smj.486Google Scholar
Morgan, R. M., & Hunt, S. D. 1994. The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3): 20–38.Google Scholar
Morris, M. W., Podolny, J., & Sullivan, B. N. 2008. Culture and coworker relations: Interpersonal patterns in American, Chinese, German, and Spanish divisions of a global retail bank. Organization Science, 19(4): 517–532.10.1287/orsc.1070.0333Google Scholar
Nolan, J. 2010. The influence of Western banks on corporate governance in China. Asia Pacific Business Review, 16(3): 417–436.10.1080/13602380903315092Google Scholar
North, D. 1990. Institutions, institutional change and economic performance. Cambridge: Cambridge University Press.Google Scholar
Park, S. H., & Luo, Y. 2001. Guanxi and organizational dynamics: Organizational networking in Chinese firms. Strategic Management Journal, 22(5): 455–477.10.1002/smj.167Google Scholar
Parnell, M. F. 2005. Chinese business guanxi: An organization or non-organization? Journal of Organisational Transformation & Social Change, 2(1): 29–47.10.1386/jots.2.1.29/1Google Scholar
Parsons, T. 1951. The social system. New York: Free Press.Google Scholar
Peng, M. W., & Luo, Y. 2000. Managerial ties and firm performance in a transition economy: The nature of a micro-macro link. Academy of Management Journal, 43(3): 486–501.10.2307/1556406Google Scholar
Peng, S. Q. (彭泗清) & Yang, C.-F. (杨中芳) 1999. Impact factors and development process of interpersonal relationship. Indigenous Psychological Research (本土心理学研究), 12: 291–312. (in Chinese.)Google Scholar
Peng, Y. 2004. Kinship networks and entrepreneurs in China's transitional economy. American Journal of Sociology, 109(5): 1045–1074.10.1086/382347Google Scholar
Pfeffer, J., & Salancik, G. 1978. The external control of organizations: A resource dependence perspective. New York: Harper & Row.Google Scholar
Powell, W. W., White, D. R., Koput, K. W., & Owen-Smith, J. 2005. Network dynamics and field evolution: The growth of interorganizational collaboration in the life sciences. American Journal of Sociology, 110(4): 1132–1205.10.1086/421508Google Scholar
Provis, C. 2008. Guanxi and conflicts of interest. Journal of Business Ethics, 79(1): 57–68.10.1007/s10551-007-9394-4Google Scholar
Ramasamy, B., Goh, K. W., & Yeung, M. C. H. 2006. Is guanxi (relationship) a bridge to knowledge transfer? Journal of Business Research, 59(1): 130–139.10.1016/j.jbusres.2005.04.001Google Scholar
Scandura, T. A., & Graen, G. B. 1984. Moderating effects of initial leader-member exchange status on the effects of a leadership intervention. Journal of Applied Psychology, 69(3): 428–436.10.1037/0021-9010.69.3.428Google Scholar
Sheer, V. C., & Chen, L. 2003. Successful Sino-Western business negotiation: Participants' accounts of national and professional cultures. Journal of Business Communication, 40(1): 50–85.10.1177/002194360304000104Google Scholar
Sheng, S., Zhou, K. Z., & Li, J. J. 2011. The effects of business and political ties on firm performance: Evidence from China. Journal of Marketing, 75(1): 1–15.Google Scholar
Shin, S. K., Ishman, M., & Sanders, G. L. 2007. An empirical investigation of socio-cultural factors of information sharing in China. Information & Management, 44(2): 165–174.10.1016/j.im.2006.11.004Google Scholar
Song, F., Cadsby, S. B., & Bi, Y. 2012. Trust, reciprocity, and guanxi in China: An experimental investigation. Management and Organization Review, 8(2): 397–421.10.1111/j.1740-8784.2011.00272.xGoogle Scholar
Stacey, R. D., Griffin, D., & Shaw, P. 2000. Complexity and management. New York, NY: Roudedge.Google Scholar
Standifird, S. S., & Marshall, R. S. 2000. The transaction cost advantage of guanxi-based business practices. Journal of World Business, 35(1): 21.10.1016/S1090-9516(99)00032-2Google Scholar
Su, C., & Littlefield, J. E. 2001. Entering guanxi: A business ethical dilemma in mainland China? Journal of Business Ethics, 33(3): 199–210.10.1023/A:1017570803846Google Scholar
Su, C., Sirgy, M. J., & Littlefield, J. E. 2003. Is guanxi orientation bad, ethically speaking? A study of Chinese enterprises. Journal of Business Ethics, 44(4): 303–312.10.1023/A:1023696619286Google Scholar
Su, C., Mitchell, R. K., & Sirgy, M. J. 2007. Enabling guanxi management in China: A hierarchical stakeholder model of effective guanxi . Journal of Business Ethics, 71(3): 301–319.10.1007/s10551-006-9140-3Google Scholar
Su, C., Yang, Z., Zhuang, C., Zhou, N., & Dou, W. 2009. Interpersonal influence as an alternative channel communication behavior in emerging markets: The case of China. Journal of International Business Studies, 40(4): 668–689.10.1057/jibs.2008.84Google Scholar
Sue-Chan, C., & Dasborough, M. T. 2006. The influence of relation-based and rule-based regulations on hiring decisions in the Australian and Hong Kong Chinese cultural contexts. International Journal of Human Resource Management, 17(7): 1267–1292.10.1080/09585190600756640Google Scholar
Tan, D., & Snell, R. S. 2002. The third eye: Exploring guanxi and relational morality in the workplace. Journal of Business Ethics, 41(4): 361–384.10.1023/A:1021217027814Google Scholar
Tan, J., Yang, J., & Veliyath, R. 2009. Particularistic and system trust among small and medium enterprises: A comparative study in China's transition economy. Journal of Business Venturing, 24(6): 544–557.10.1016/j.jbusvent.2008.05.007Google Scholar
Tsang, E. W. K. 1998. Can guanxi be a source of sustained competitive advantage for doing business in China? Academy of Management Executive, 12(2): 64–73.Google Scholar
Tsui, A. S., Egan, T. D., & O'Reilly, C. A. III. 1992. Being different: Relational demography and organizational attachment. Administrative Science Quarterly, 37(4): 549–579.10.2307/2393472Google Scholar
Tsui, A. S., & Farh, J.-L. 1997. Where guanxi matters: Relational demography and guanxi in the Chinese context. Work and Occupations, 24(1): 56–79.10.1177/0730888497024001005Google Scholar
Tung, R. L., & Worm, V. 2001. Network capitalism: The role of human resources in penetrating the China market. International Journal of Human Resource Management, 12(4): 517–534.10.1080/713769653Google Scholar
Uzzi, B., & Spiro, J. 2005. Collaboration and creativity: The small world problem. American Journal of Sociology, 111(2): 447–504.10.1086/432782Google Scholar
Van Buren, H., & Leana, C. R. 2000. Building relational wealth through employment practices. In Leana, C. R. & Rousseau, D. M. (Eds.), Relational wealth: The advantages of stability in a changing economy: 233–246. New York: Oxford University Press.Google Scholar
Wang, C. L. 2007. Guanxi vs. relationship marketing: Exploring underlying differences. Industrial Marketing Management, 36(1): 81–86.10.1016/j.indmarman.2005.08.002Google Scholar
Wank, D. L. 1999. Commodifying communism: Business, trust, and politics in a Chinese city. New York: Cambridge University Press.Google Scholar
Wank, D. L. 2002. Business-state clientelism in China: Decline or evolution? In Gold, T. Guthrie, D. & Wank, D. (Eds.), Social connections in China: Institutions, culture and the changing nature of guanxi: 97–115. Cambridge, MA: Cambridge University Press.10.1017/CBO9780511499579.007Google Scholar
Warren, D. E., Dunfee, T. W., & Li, N. 2004. Social exchange in China: The double-edged sword of guanxi . Journal of Business Ethics, 55(4): 355–372.Google Scholar
Wong, P. L.-K., & Ellis, P. D. 2002. Social ties and partner identification in Sino-Hong Kong international joint ventures. Journal of International Business Studies, 33(2): 265–289.Google Scholar
Wong, Y.-T., Ngo, H.-Y., & Wong, C. S. 2003. Antecedents and outcomes of employees' trust in Chinese joint ventures. Asia Pacific Journal of Management, 20(4): 481–499.10.1023/A:1026391009543Google Scholar
Wong, Y. H., Leung, T. K. P., Hung, H., & Ngai, E. W. T. 2007. A model of guanxi development: Flexibility, commitment and capital exchange. Total Quality Management & Business Excellence, 18(8): 875–887.10.1080/14783360701350607Google Scholar
Wu, J. F. (吴景飞), He, D. J. (何大军), Lin, W. (林皡), & Wang, Y. (王云) 2008. Top managers' political network and firm diversification: A social capital perspective. Management World (管理世界), 107–118. (in Chinese.)Google Scholar
Wu, W.-P. 2008. Dimensions of social capital and firm competitiveness improvement: The mediating role of information sharing. Journal of Management Studies, 45(1): 122–146.Google Scholar
Xiao, Z., & Tsui, A. S. 2007. When brokers may not work: The cultural contingency of social capital in Chinese high-tech firms. Administrative Science Quarterly, 52(1): 1–31.10.2189/asqu.52.1.1Google Scholar
Xin, K., & Pearce, J. L. 1996. Guanxi: Connections as substitutes for formal institutional support. Academy of Management Journal, 39(6): 1641–1658.10.2307/257072Google Scholar
Yang, C.-F. (杨中芳) 1999. Conceptualization of inteipersonal guanxi and interpersonal affect. Indigenous Psychological Research (本土心理学研究), 12: 105–179. (in Chinese.)Google Scholar
Yang, K.-S. (杨国Í区) 1993. Chinese social orientation: A social dynamic perspective. In Yang, K.-S. (杨国枢) & Yu, A. P. (余安邦) (Eds.), Chinese psychology and behavior – theory and methodology (中国人的心理与行为:理念及方法篇) 87–142. Taipei: Kui Kwan Publishing, (in Chinese.)Google Scholar
Yang, M.-H. 2002. The resilience of guanxi and its new deployments: A critique of some new guanxi scholarship. The China Quarterly, 170: 459–476.Google Scholar
Yang, Y. Y. (杨宜音) 2000. ‘Zijiren’: A case study on Chinese guanxi categorization. Indigenous Psychological Research (本土心理学研究), 13: 277–316. (in Chinese.)Google Scholar
Yau, O. H. M., Lee, J. S. Y., Chow, R. P. M., Sin, L. Y. M., & Tse, A. C. B. 2000. Relationship marketing the Chinese way. Business Horizons, 43(1): 16–24.10.1016/S0007-6813(00)87383-8Google Scholar
Yi, L. M., & Ellis, P. D. 2000. Insider-outsider perspectives of guanxi . Business Horizons, 43(1): 25–30.Google Scholar
Zhang, J., & Keh, H. T. 2009. Interorganizational exchanges in China: Organizational forms and governance mechanisms. Management and Organization Review, 6(1): 123–147.10.1057/omj.2009.11Google Scholar
Zhang, N. 2006. Social networks and women's rural-urban migration in contemporary China. Labour, Capital & Society, 39(2): 104–125.Google Scholar
Zhang, S., & Li, X. 2008. Managerial ties, firm resources, and performance of cluster firms. Asia Pacific Journal of Management, 25(4): 615–633.10.1007/s10490-008-9090-7Google Scholar
Zhang, X., & Li, G. 2003. Does guanxi matter to nonfarm employment? Journal of Comparative Economics, 31(2): 315–331.10.1016/S0147-5967(03)00019-2Google Scholar
Zhang, Y., & Zhang, Z. 2006. Guanxi and organizational dynamics in China: A link between individual and organizational levels. Journal of Business Ethics, 67(4): 375–392.10.1007/s10551-006-9031-7Google Scholar
Zhang, Z.-X. (张志学) 1999. Chinese guanxi perception: A multi-dimensional study. Indigenous Psychological Research (本土心理学研究), 12: 261–288. (in Chinese.)Google Scholar
Zhang, Z.-X., & Yang, C. F. 1998. Beyond distributive justice: The reasonableness norm in Chinese reward allocation. Asian Journal of Social Psychology, 1(3): 253–269.10.1111/1467-839X.00017Google Scholar
Zhao, H., & Hsu, C.-C. 2007. Social ties and foreign market entry: An empirical enquiry. Management International Review, 47(6): 815–844.10.1007/s11575-007-0054-9Google Scholar
Zhou, X., Li, Q., Zhao, W., & Cai, H. 2003. Embeddedness and contractual relationships in China's transitional economy. American Sociological Review, 68(1): 75–102.10.2307/3088903Google Scholar
Zhu, H., Chen, C. C., Li, X. C., & Zhou, Y. H. 2009. Psychological ownership and the importance of manager-owner relationship in family businesses. Academy of Management Meetings, Montreal, Canada.Google Scholar
Zhuang, G. (庄贵军), Li, K. (李珂), & Cui, X. (崔晓明) 2008. The impact of relationship marketing orientation and interfirm personal guanxi on firms' relational governance in marketing channels. Management World (管理世界), 77–90. (in Chinese.)Google Scholar
Zhuang, G. (庄贵军), & Xi, Y. (席酉È) 2003. China's cultural basis of relationship marketing. Management World (管理世界), 98–109. (in Chinese.)Google Scholar
Zhuang, G., Xi, Y., & Tsang, A. S. L. 2010. Power, conflict, and cooperation: The impact of guanxi in Chinese marketing channels. Industrial Marketing Management, 39(1): 137–149.10.1016/j.indmarman.2008.07.002Google Scholar