| Author: | Lee, D-J. Pae, J.H. Wong, Y.H. |
| Title: | A model of close business relationships in China (guanxi) |
| Journal: | European Journal of Marketing
2001 : VOL. 35:1-2, p. 51-69 |
| Index terms: | COMPANY PERFORMANCE MARKETING STRATEGY RELATIONSHIP MARKETING CHINA |
| Language: | eng |
| Abstract: | The study examines the antecedents and consequences of close business relationships (guanxi) in China. The authors hypothesize that decision-making uncertainty and perceived similarity positively affect guanxi, whereas opportunism negatively affects quanxi. They also hypothesize that guanxi positively affects business performance, mediated by relationship quality and interdependence. |
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