The Effects of Guanxi on Doing Business in China
Date
Authors
Fan, Jerry Wenjie
Supervisor
Baxter, Roger
Item type
Dissertation
Degree name
Journal Title
Journal ISSN
Volume Title
Publisher
Auckland University of Technology
Abstract
Guanxi is one of the major issues for doing business in China. This dissertation defines the concept of guanxi, analyses its characteristics and functions, and presents the similarities and distinctions between guanxi and Western relationship marketing principles. This paper argues that guanxi has a major and positive impact on business performance. Finally, the paper creates a model for developing and retaining guanxi as a guideline for foreign marketers looking to succeed in China.Description
Keywords
Business networks, Business people, Social networks, Corporate culture, China