• Guanxi, Trust, and long-term orientation in Chinese business markets

      Lee, Don; Dawes, Philip L. (American Marketing Association, 2005)
      This research focuses on buying firms' trust in a supplier's salesperson and posits that this type of trust is determined by characteristics of the salesperson, the interpersonal relationships between a salesperson and the buying firm's boundary personnel, and characteristics of personal interactions between these two parties. More important, the authors discuss the concept of interpersonal relationships in the context of Chinese culture and model it as a three-dimensional latent construct, which, in some literature, is called guanxi. A key aspect of this research is that the authors investigate the impact of each dimension of guanxi on salesperson trust separately. Moreover, the authors consider the buying firm's trust in the supplying firm and its long-term orientation toward the supplier the consequences of salesperson trust. To test the model, the authors use data collected from 128 buying organizations in Hong Kong. The sampled firms are from both the government and private sectors.
    • Impacts of stress on estimation performance in Hong Kong

      Leung, Mei-Yug; Olomolaiye, Paul; Chong, Alice; Lam, Chloe C. Y. (Routledge (Taylor & Francis), 2005)
      Cost estimation not only requires precise technical and analytical input from estimators but also involves the use of subjective judgement. An investigation on the impact of stress on estimation performance was conducted involving 177 professional estimators in Hong Kong. Using correlation analysis, regression analysis and structural equation modelling, the relationships between stress and various aspects of estimation performance are examined and a causal structural model is developed. The results indicate that stress is a cause of negative estimation performance (resulting in weak interpersonal relationships, unfamiliarity with organization and ineffective process), while, simultaneously, it is beneficial to the professional estimation performance. Furthermore, there is an inverted U-shaped relationship between stress and the organizational relationship. (Routledge)