Guanxi trust and long term orientation in chinese business markets pdf

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guanxi trust and long term orientation in chinese business markets pdf

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A Survey on customer winning-back management in hotel industries from Sichuan, Yunnan and Zhejiang. Metrics details. The purpose of this study is to examine the relationship among Guanxi investment, affective commitment and customer loyalty. A customer win-back model is proposed, including Guanxi investment strategies, customer perceptions price sensitivity, trust and affection , affective commitment and customer 1oyalty i. This study hence contributes to the literature on customer win-back strategy and provides useful suggestions for managers in charge of customer relationship management.

Importance of Guanxi in Chinese apparel new venture success: a mixed-method approach

Lee and Philip L. JSTOR is a not-for-profit service that helps scholars, researchers, and students discover, use, and build upon a wide range ofcontent in a trusted digital archive. We use information technology and tools to increase productivity and facilitate new formsof scholarship. This content downloaded from Moreover, the authors consider the buying firm's trust in the supplying. The sampled firms are from both the government and private sectors. Business relationship researchers have typically used key informants to provide data on interorganizational relation.

The significant role of new ventures in economic and social development has led practitioners and researchers to search for the factors that affect new venture performance. High quality relationships with supply chain partners, as a key resource, would help new ventures create competitive advantages and, hence, influence new venture performance. Using the resource-based view Journal of Management , and social network theory Administrative Science Quarterly , , this study offers a mixed-methods exploratory approach to understanding the importance of guanxi in Chinese apparel new venture success. This finding is consistent with social network theory and revealed that competitive advantage may be achieved through social network resources. In particular, for Chinese apparel new ventures, guanxi is an important resource for sustained competitive advantage among established businesses in China. The Chinese apparel industry has been in a growth phase since the late s, when the government launched an economic open-door policy. In recent years, the sector has developed at an accelerating speed and is now a significant pillar in the apparel industry worldwide Li,

Don Y. Lee Guanxi Trus Long Term Orientation in Chinese Business Marktes

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Brand outcomes in sales channel relationships: a guanxi theory perspective

Confucianism Persons. Neo Confucianism. Daoism Persons. Vedic philosophy.

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Supply chain management integrates supply and demand management that coordinates and collaborates with channel partners involved in all logistic activities. As noted by Wang , while western relationship marketing and the Asian counterpart guanxi do share some basic characteristics such as mutual understanding, cooperative behavior and long-term orientation, they are governed by quite different underlying mechanisms. Recent research have revealed significant cross-cultural differences corporate cultural and management styles in many aspects of relationship management between business partners, such as contractual vs. Given the ongoing conceptual debates and important managerial implications in relationship management in the supply chains, the objective of this special issue is to further advance theoretical development that integrates and extends the extant literature with comprehensive theoretical frameworks based on empirical evidence in cross-nation B2B supply chain context. With a focus on the cross-nation and cross-cultural theme of this special issue, specific topics may include, but are NOT limited to the following:.

Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets

The purpose of this paper is to investigate the relationship between e-buyers and e-sellers in the context of the Chinese culture.

The contradiction of trust and uncertainty from the viewpoint of swift guanxi

Guanxi is the foundation of business success in Chinese and other Eastern cultures, but little is known about the extent to which guanxi influences brand outcomes in channel relationships. The purpose of this study is to propose a novel theoretical framework of interpersonal and interorganizational guanxi relationships in a sales channel context and how these relationships influence brand outcomes. The authors conceptualize, develop and validate new scales measuring interpersonal and interorganizational guanxi and test the proposed model with a field study to validate the effects of guanxi on brand loyalty. The causal relationships between interpersonal guanxi and brand attitudes and affect are confirmed in a separate field experiment. Findings show that interpersonal guanxi is antecedent to interorganizational guanxi, and these two constructs have significant and differential direct and indirect effects on brand attitudes, brand affect and brand loyalty.

This research focuses on buying firms trust in a suppliers salesperson and posits that this type of trust is determined by characteristics of the salesperson, the interpersonal relationships between a salesperson and the buying firms boundary personnel, and characteristics of personal interactions between these two parties. More important, the authors discuss the concept of interpersonal relationships in the context of Chinese culture and model it as a three-dimensional latent construct, which, in some literature, is called guanxi. A key aspect of this research is that the authors investigate the impact of each dimension of guanxi on salesperson trust separately. Moreover, the authors consider the buying firms trust in the supplying firm and its long-term orientation toward the supplier the consequences of salesperson trust. To test the model, the authors use data collected from buying organizations in Hong Kong. The sampled firms are from both the government and private sectors. Business relationship researchers have typically used key informants to provide data on interorganizational relationships.

A study of Chinese guanxi type in family business from the perspective of power-based and leadership behaviours. In Chinese society, a guanxi network is based on kinship or family ties of affection. This special pattern has a historical background and is one of the important factors that have enabled many Taiwanese enterprises to continue operating through the decades. The personal links between people create a kind of social network known as guanxi, which is a unique characteristic of Chinese society. The study aims to investigate the guanxi type of managers in Taiwanese family businesses, and examines how the guanxi type may moderate the correlation between the managers' power and the influence tactics used to handle subordinates.


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Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets

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Repurchasing intention of agricultural materials is a key to a sustainable food business system. To further generate implications for food system as a whole, we also examined how dynamic environment moderates the effects mentioned above. Adopting survey method and multivariate analyses, this study tests the hypotheses with a collected data set of farmers from representative rural areas of China. The results show that guanxi between farmers and agricultural retailers has a positive effect on trust between them and on repeated purchase intentions of farmers. While instrumentality has a negative effect on trust between them and on repeated purchase intentions of farmers. The intensity of competition negatively moderates the positive relation between trust and repeated purchases. Demand uncertainty does not moderate the positive effect of trust on repeated purchases.

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The Role of Culture in International Relationship Marketing

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  • This research focuses on buying firms trust in a suppliers salesperson and posits that this type of trust is determined by characteristics of the salesperson, the interpersonal relationships between a salesperson and the buying firms boundary personnel, and characteristics of personal interactions between these two parties. Alexis L. - 27.05.2021 at 07:45
  • Relationship between Trust in the Salesperson and Customers' Long-Term Orientation. Chinese firms are guanxi based and encourage trust and loyalty at a​. Royce G. - 31.05.2021 at 02:43
  • Emerging market multinational enterprises EMNEs are rapidly increasing their foreign direct investment around the world and, in particular, in the countries of Southern Europe. Atenea R. - 03.06.2021 at 08:45

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