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Book Cover
Author Kaynak, Erdener.

Title Guanxi : Relationship Marketing in a Chinese Context
Published Hoboken : Taylor and Francis, 2013
Online access available from:
ProQuest Ebook Central    View Resource Record  


Description 1 online resource (383 pages)
Contents Cover; Half Title; Title Page; Copyright Page; Dedication; Table of Contents; Foreword; Preface; Acknowledgments; Chapter 1. Introduction; Research Background; Significance of the China Market; Guanxi; Brief Review of Guanxi Studies; Summary of Perspectives; Research Objectives; Scope of the Study; Conceptual Framework and Research Boundary; Competitiveness of Hong Kong; Vocational Training Council; Justifications for This Research; Methodology; Definitions of Special Terms; Guanxi; Favor and Renqing; Face (Mianzi); Heart and Mind Management; Insider and Outsider Relations; Fencer and Fiancé
Characteristics of Chinese Friendship and TrustTiming for Friendship; Interaction of Guanxi Constructs; Adaptation, Compromise, and Favor; Friendship, Trust, and Continuity; Trust; Relationship Quality; Summary; Summary and Conclusion; Chapter 5. Theoretical and Practical Aspects; Introduction; Implications for Theoretical Framework Development; Cultural and Social Context in China; Harmony and Hierarchy; Guanxi in Sociocultural Development; Economic Context in China; Explanation of Guanxi from an Economic Perspective; Classical Contracting; Relationship Contracting
Concepts of Interfirm Adaptation in Business RelationshipsChinese Views; What Is Guanxi?; How Can Guanxi Be Developed?; Expressive, Instrumental, and Mixed Relationships; Renqing; Face or Mianzi; Defense Theory; Post-Confucian Work Dynamic; Summary; Relationship Rules; Filial Piety; Collectivism and Face; Shame; Work Ethic; Money, Frugality, and Pragmatism; Favor; Dilemma of Compromise Versus Favor; Integrative Approach of Chinese Research; Comparison of Western and Chinese Views; Summary; Contrast Between Western and Chinese Views
Holistic Conceptualization of Relationship and Research QuestionsSummary and Conclusion; Chapter 4. Guanxi Context and Constructs; Introduction; Objectives and Organization; Chapter Structure; Analysis of the Environmental Context in the PRC; Conceptual Context Framework; SPACE Context Analysis; Non-Equilibrium-Oriented Approach; Guanxi Model; Conceptual Model and Explanation; System Dynamics Approach; Implications; Constructs; Trust; Favor; Favor and Compromise; Continuity; Concern for History; Adaptation; Flexibility; Innovation; Initiative; Friendship
Legal Framework for Foreign Joint Venture Establishment
Lubrication and SubornationYin and Yang; Nepotism and de Facto; Limitations of the Research; Study Outline; Summary and Conclusion; Chapter 2. Literature Review: Western Views; Introduction; Theoretical Foundation; Western Views; Transaction Cost Analysis; Principles of TCA; Social Exchange; Trust; Power Dependence; Limitations of Economic and Social Exchange Theories; Interaction Approach; IMP Approach; Adaptation; Interaction Model; Summary and Conclusion; Chapter 3. Literature Review: Chinese Views; Introduction; Empirical Study on the Interaction Approach in an Asian Environment
Summary This systematic analysis of the Chinese concept of guanxi?broadly translated, ""personal relationship"" or ""connections""?offers step-by-step instructions for building guanxi in order to facilitate successful business relationships. Guanxi: Relationship Marketing in a Chinese Context provides a unique perspective, explaining the roots of the concept and empowering you with practical tools for implementing guanxi. This valuable book also contains case studies and information gathered from the authors' more than twenty years of combined working experience in the Chinese business world. To view a
Notes Print version record
Form Electronic book
Author Leung, Thomas.
Wong, Y. H.
ISBN 1135188181