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Wolverhampton Intellectual Repository and E-Theses > Business School > Management Research Centre  > Guanxi, Trust, and long-term orientation in Chinese business markets

Please use this identifier to cite or link to this item: http://hdl.handle.net/2436/15823
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Title: Guanxi, Trust, and long-term orientation in Chinese business markets
Authors: Lee, Don
Dawes, Philip L.
Citation: Journal of International Marketing, 13(2): 28-56
Publisher: American Marketing Association
Issue Date: 2005
URI: http://hdl.handle.net/2436/15823
DOI: 10.1509/jimk.13.2.28.64860
Additional Links: http://www.marketingpower.com/
http://www.atypon-link.com/AMA/doi/abs/10.1509/jimk.13.2.28.64860?journalCode=jimk
Abstract: 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.
Type: Article
Language: en
Description: Metadata only
Keywords: Trust
Interpersonal relationships
China
Business culture
Chinese culture
Guanxi
Organisational psychology
Organisational trust
ISSN: 1069031X
EISSN: 15477215
Appears in Collections: Management Research Centre

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