A model of guanxi development: Flexibility, commitment and capital exchange

被引：34

作者：

Wong, Y. H. ^{[1
]}

Leung, T. K. P. ^{[1
]}

Hung, Humphry ^{[1
]}

Ngai, E. W. T. ^{[1
]}

机构：

[1] Hong Kong Polytech Univ, Dept Management & Marketing, Kowloon, Hong Kong, Peoples R China

来源：

TOTAL QUALITY MANAGEMENT & BUSINESS EXCELLENCE | 2007年 / 18卷 / 08期

关键词：

Guanxi; flexibility; commitment; capital exchange; relationship marketing; China;

D O I：

10.1080/14783360701350607

中图分类号：

C93 [管理学];

学科分类号：

12 ; 1201 ; 1202 ; 120202 ;

摘要：

The importance of business relationships is deeply rooted in Chinese society, characterised by Confucian codes of repeated favour-exchanges. Our study aims to explore how a quality business relationship is to be developed and maintained in a Chinese context and to explain the concept of expressive and instrumental ties of a guanxi model incorporating relationship-specific variables (face, favour-exchange and flexibility) and the quality of business relationship (cooperation, continuity and commitment) in the framework of capital exchange. Managerial implications in the form of the face mechanism and Yin-Yang perspective are discussed.

引用

页码：875 / 887

页数：13

共 24 条

[1]

[Anonymous], GUIDE SUCCESSFUL BUS

[2]

BOURDIEU P, 1977, OUTLINE THEORY PRACT, P179

[3]

Bourdieu P., 1984, Distinction: A Social Critique of the Judgement of Taste, DOI DOI 10.1002/9780470755679.CH15

[4]

Brunner J. A., 1988, Journal of International Consumer Marketing, V1, P27

[5] RELATIONSHIP QUALITY IN SERVICES SELLING - AN INTERPERSONAL INFLUENCE PERSPECTIVE [J].

CROSBY, LA ;

EVANS, KR ;

COWLES, D .

JOURNAL OF MARKETING, 1990, 54 (03) :68-81

[6] DEVELOPING BUYER-SELLER RELATIONSHIPS [J].

DWYER, FR ;

SCHURR, PH ;

OH, S .

JOURNAL OF MARKETING, 1987, 51 (02) :11-27

[7] THE DEVELOPMENT OF BUYER-SELLER RELATIONSHIPS IN INDUSTRIAL-MARKETS [J].

FORD, D .

EUROPEAN JOURNAL OF MARKETING, 1980, 14 (5-6) :339-353

[8]

Ganesan S., 1994, J MARKETING, V58, P1, DOI DOI 10.2307/1252265

[9] FACE AND FAVOR - THE CHINESE-POWER GAME [J].

HWANG, KK .

AMERICAN JOURNAL OF SOCIOLOGY, 1987, 92 (04) :944-974

[10] Cronyism: A cross-cultural analysis [J].

Khatri, N ;

Tsang, EWK ;

Begley, TM .

JOURNAL OF INTERNATIONAL BUSINESS STUDIES, 2006, 37 (01) :61-75

← 1 2 3 →