search query: @freeterm China / total: 51
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| Author: | |
| Title: | The benefits of 'guanxi' or the value of relationships in developing the Chinese market (betrieblicher Auslandsmarkt) |
| Journal: | Industrial Marketing Management
1995 : JUN, VOL. 24:3, p. 207-214 |
| Index terms: | |
| Freeterms: | CHINA |
| Language: | eng |
| Abstract: | Doing business in China is particularly difficult and a key difference between Chinese and Western business practices lies in the importance of personal relationships (guanxi) in the former, as opposed to the specification and enforcement of contracts in the latter. However, previous studies focused on the perceptions of Western executives, and did not identify the benefits of guanxi or their importance. This study uses data from Hong Kong Chinese executives to identify their perceptions of the nature of the benefits of guanxi and their importance. |
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