On the intricacies of the Chinese guanxi: A process model of guanxi development

被引：675
作者：
Chen X.-P. [1 ]
Chen C.C. [2 ]
机构：
[1] Department of Management and Organization, University of Washington, Box 353200, Seattle
[2] Organization Management, Rutgers, The State University of New Jersey, Newark, NJ 07102
来源：
Asia Pacific Journal of Management | 2004年 / 21卷 / 3期
关键词：
Chinese guanxi development;
D O I：
10.1023/B:APJM.0000036465.19102.d5
中图分类号：
学科分类号：
摘要：
Guanxi (personal connection) has been identified as a necessary condition to do business successfully in China. In this paper, we seek a clear conceptual understanding of this prevalent construct and propose a three-stage model of guanxi development so as to stimulate systematic research in this area. Our conceptual and theoretical discussion of guanxi bases, guanxi objectives, and the operating principles at different stages of guanxi development will also help practitioners to use guanxi more effectively. © 2004 Kluwer Academic Publishers.
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页码：305 / 324
页数：19
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