Posts Tagged with “guanxi”

The great wall of trust: A look at the importance of guanxi in international business

December 19th, 2011

Chinese culture puts great emphasis on personal relationships, a phenomenon called guanxi. In business relationships with Chinese executives, overseas executives may be at a disadvantage for lack of guanxi.

In a research paper published in the December 2011 Journal of International Business Studies, Crystal Jiang, assistant professor of management, and colleagues Roy Chua of the Harvard Business School, Masaaki Kotabe of the Fox School of Business, and Janet Murray of the University of Missouri-St. Louis, investigate how important this concept is to the Chinese and how foreign executives might overcome the challenge.