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dc.contributor.authorLee, Don
dc.contributor.authorDawes, Philip L.
dc.date.accessioned2008-01-08T13:38:57Z
dc.date.available2008-01-08T13:38:57Z
dc.date.issued2005
dc.identifier.citationJournal of International Marketing, 13(2): 28-56
dc.identifier.issn1069031X
dc.identifier.doi10.1509/jimk.13.2.28.64860
dc.identifier.urihttp://hdl.handle.net/2436/15823
dc.descriptionMetadata only
dc.description.abstractThis 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.
dc.language.isoen
dc.publisherAmerican Marketing Association
dc.relation.urlhttps://journals.sagepub.com/doi/10.1509/jimk.13.2.28.64860
dc.subjectGuanxi
dc.subjectOrganisational psychology
dc.subjectOrganisational trust
dc.subjectTrust
dc.subjectInterpersonal relationships
dc.subjectChina
dc.subjectBusiness culture
dc.subjectChinese culture
dc.titleGuanxi, Trust, and long-term orientation in Chinese business markets
dc.typeJournal article
dc.identifier.eissn15477215
html.description.abstractThis 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.


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