Guanxi and Business Strategy

Theory and Implications for Multinational Companies in China

By: Eike A. Langenberg

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Paperback | 18 May 2007

At a Glance

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244 Pages

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23.5 x 15.24 x 1.27

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"Guanxi and Business Strategy" elaborates upon a topic of paramount importance to both academic scholars and managers doing business with China: the impact of personal relationships (guanxi) on business affairs. In the Chinese cultural and socio-economic environment, how are the ubiquitous practices of guanxi to be considered in entrepreneurial strategies?

Rather than explaining the emergence of guanxi and its persistence - in spite of the existence of a market economy - with Confucianism, the author applies the phenomenon to the methodology of New Economic Sociology. By integrating guanxi into a business context, he shows that the commercial utilization of guanxi with suppliers, customers, competitors and authorities yields significant sustainable competitive advantages. As guanxi practices, however, may pose risks to unsuspecting managers, guanxi-based business strategies are also assessed in terms of compliance with legal and ethical standards.

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You Can Find This Book In

Non-Fiction Business & Management Business Communication & Presentation Sociology & Anthropology Sociology Organisational Theory & Behaviour International Business Management & Management Techniques Society & Culture Cultural Studies Popular Culture Entrepreneurship / Start-ups

Ownership & Organisation of Enterprises Joint Ventures

Introduction	p. 1
The Ubiquitous Phenomenon of Guanxi	p. 1
Review of Previous Research	p. 10
Methodological Considerations	p. 18
The Guanxi System	p. 27
The Cultural Embeddedness Argument	p. 28
Overview of Confucianism	p. 28
Structural Elements of Confucianism	p. 31
Criticism	p. 36
Conceptualizing Guanxi	p. 38
The Underlying Theory: New Economic Sociology	p. 39
Exchange Resources	p. 45
Renqing	p. 45
Ganqing	p. 52
Dyadic Exchanges	p. 54
Categorical Frame of Interaction	p. 57
The Emergence and Structure of Guanxi Networks	p. 70
The Norm of Reciprocity: Bao and Renqing, Again	p. 81
Chinese Face (Mianzi)	p. 90
Norm Enforcement: Sanctions	p. 96
The Role of Trust	p. 106
Transitory Considerations	p. 115
Guanxi-Based Business Strategies	p. 119
What Is Strategy?	p. 120
The Role of Sustainable Competitive Advantage	p. 122
Typology of Guanxi-Based Business Strategies	p. 131
Strategic Vertical Guanxi	p. 133
Strategic Horizontal Guanxi	p. 139
Strategic Lateral Guanxi	p. 141
Notes on Strategy Implementation	p. 146
Discussion	p. 153
Assessment from a Legal Perspective	p. 153
Chinese Law	p. 153
Foreign Law	p. 160
Implications for Business Ethics	p. 163
Outlook: Durability of Results	p. 174
Figures & Tables	p. 179
References	p. 181
Transliteration of Chinese Characters	p. 205
Index	p. 221
Table of Contents provided by Publisher. All Rights Reserved.

Guanxi and Business Strategy

Theory and Implications for Multinational Companies in China

At a Glance

Paperback

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Defective items

You Can Find This Book In

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