Guanxi and business / Yadong Luo.

Format:

Book

Author/Creator:

Luo, Yadong.

Series:

Asia-Pacific Business Series

Asia-Pacific business series ; vol. 1

Language:

English

Subjects (All):

Industrial sociology--China.

Industrial sociology.

Corporate culture--China.

Corporate culture.

Interpersonal relations--China.

Interpersonal relations.

Business enterprises--Corrupt practices--China.

Business enterprises.

Business networks--China.

Business networks.

Physical Description:

1 online resource (358 p.)

Place of Publication:

Singapore ; River Edge, NJ : World Scientific, c2000.

Language Note:

English

Summary:

Guanxi (interpersonal relationship) is one of the major dynamics of Chinese society. It has been a pervasive part of the Chinese business world for the last few centuries. It binds literally millions of Chinese firms into a social and business web. It is widely recognized to be a key determinant of business performance, because the life-blood of the macro economy and micro business conduct in the society is the guanxi network. Any business in this society, including local firms as well as foreign investors and marketers, inevitably faces guanxi dynamics. No company can go far unless it has ext

Contents:

PREFACE; CONTENTS; 1 DEFINITION, PRINCIPLES, AND PHILOSOPHY OF GUANXI; 1.1 CONCEPTS; Definition; Basis for Guanxi Establishment; Modes; 1.2 PRINCIPLES; 1.3 PHILOSOPHY; 1.4 GUANXI IN SOCIAL LIFE; 1.5 GIFTS, BRIBES, AND GUANXI; 1.6 IMPORTANCE IN THE FUTURE; 1.7 THEORETICAL DIRECTIONS; 1.8 PRACTICAL EXAMPLES; Minicase 1: Guanxi Is His Middle Name; Minicase 2: A Smuggler With Guanxi; 2 ECONOMIC PERSPECTIVE OF GUANXI; 2.1 ECONOMIC RATIONALE OF GUANXI; Social Capital; Economic Necessity; Economic Idiom; 2.2 GUANXI VERSUS WESTERN NETWORKS; 2.3 GUANXI AS A CRITICAL CAPABILITY

2.4 BUSINESS IMPLICATIONS2.5 THE USE OF GUANXI BY OVERSEAS CHINESE; Economic Perspectives; Cultural Perspective; 2.6 PRACTICAL EXAMPLES; Minicase 1: The New China Hong Kong Group on the Mainland; Minicase 2: Guanxi: The First Step in Any China Venture; Minicase 3: Business Connections By Big Six Accounting Firms; 3 GUANXI AND FIRM PERFORMANCE; 3.1 CONCEPTUAL BACKGROUND; 3.2 GUANXI AND PERFORMANCE; Guanxi with Other Businesses; Guanxi with Government Officials; Market versus Financial Performance; Necessary versus Sufficient Condition; Empirical Evidence; 3.3 MANAGERIAL IMPLICATIONS

3.4 PRACTICAL EXAMPLESMinicase 1: Acer in China; Minicase 2: AgriGlobal in China; Minicase 3: Dell Strengthens Guanxi With Its Customers; Minicase 4: Chase Capital Uses Guanxi to Expand Its Asian Business; Minicase 5: Valuing Connections for Hong Kong's Red Chips; 4 ORGANIZATIONAL DYNAMICS AND GUANXI; 4.1 GUANXI AS INTER-ORGANIZATIONAL NETWORK; 4.2 ORGANIZATIONAL DYNAMICS AND GUANXI; Institutional Factors; Ownership Structure; Location; Strategic Factor; Strategic Orientation; Organizational Factors; Organizational Size; Resources; Length of Operation; 4.3 EMPIRICAL EVIDENCE

4.4 PRACTICAL EXAMPLESMinicase 1: Does Guanxi Matter in KFC?; Operations in China; Guanxi Relations; Minicase 2: Why Is Shanghai Volkswagen Successful?; Minicase 3: Guanxi Used by Sony; 5 GUANXI-BASED BUSINESS STRATEGIES; 5.1 GUANXI-BASED BUSINESS STRATEGIES; 5.2 IMPACT OF GUANXI-BASED BUSINESS STRATEGIES; 5.3 MANAGERIAL IMPLICATIONS; 5.4 PRACTICAL EXAMPLES; Minicase 1: Sony in China; Minicase 2: AST Owes As Much to People Connections as to Electrical Ones; Minicase 3: Dell in China; Minicase 4: CSI in China; Minicase 5: Selling in China; Minicase 6: Charoen Pokphand in China

6 FOREIGN BUSINESSES AND GUANXI6.1 FOREIGN BUSINESSES IN CHINA; 6.2 GUANXI AND FOREIGN BUSINESSES; Partner Effect; Origin Effect; Length Effect; Size Effect; Empirical Evidence; 6.3 IMPLICATIONS AND EXAMPLES; Minicase 1: Hewlett-Packard's Initiatives to Build Up Guanxi; Minicase 2: Toyota in China; Minicase 3: NEC in China; Minicase 4: Boeing in China; 7 BUSINESS IMPLICATIONS OF CORRUPTION; 7.1 NATURE OF CORRUPTION; Definition; Differences Between Corruption and Guanxi; 7.2 CORRUPTION IN CHINA; Current Situation; Types and Reasons; 7.3 ECONOMICS OF CORRUPTION

7.4 BUSINESS IMPLICATIONS OF CORRUPTION

Notes:

Description based upon print version of record.

Includes bibliographical references (p. 315-325) and index.

ISBN:

981-279-806-4