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Some consequences of guanxi: A Sino-Singaporean perspective
journal contribution
posted on 2000-11-16, 00:00 authored by Mike Ewing, A Caruana, H WongMultinational marketers are increasingly realizing the importance of personal relationships when dealing with Chinese enterprises, so much so that an appreciation of guanxi is now considered essential for success throughout most of Asia. By juxtapositioning elements of relationship marketing theory, buyer/seller interaction models and Chinese cultural factors, we explore the benefits of guanxi from the perspective of Singaporean firms trading with the Peoples' Republic. Specifically, we focus on the direct and indirect consequences of guanxi. Findings suggest that guanxi has a positive impact on business performance for those firms who successfully cultivate social and business networks in China. Managerial and public policy implications are outlined, limitations discussed, and directions for future research are offered. © 2000 by The Haworth Press, Inc. All rights reserved.
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Journal
Journal of International Consumer MarketingVolume
12Issue
4Pagination
75 - 89Publisher
Taylor & FrancisLocation
London, Eng.Publisher DOI
ISSN
0896-1530eISSN
1528-7068Language
engPublication classification
C1.1 Refereed article in a scholarly journalUsage metrics
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