...Chih-Wei Lin; Lei-Yu Wu Purpose This study aims to explain how manufacturers strengthen their standing in triadic channel networks (manufacturer–agent–retailer) by blending asset-specific investments, financial incentives and guanxi building. It assesses how the number of agents (single vs...

...Yiwei Wang; Wenxue Lu; Wenqian Guo Purpose Existing literature generally recognizes relational governance as the main informal mechanism for managing opportunism. However, how guanxi relates to opportunism and how it compares in effectiveness remain unclear. To address these gaps...

... media marketing, the authors argue that Daigou, as SMBM, generates value for both customers and sellers by leveraging social media platforms. Notably, the authors highlight the importance of Guanxi networks in value creation and add a novel perspective on leveraging social media for BMs in informal...

...James M. Barry; Sandra S. Graca; Pankaj K. Maskara; Ramina W. Benjamin Purpose This study aims to investigate how indigenous socio-cultural (ISC) practices within informal networks, such as guanxi and wasta, provide benefits beyond mere access. Specifically, the authors explore their global impact...

.... In Chinese society, firms allocate significant human, financial and material resources towards cultivating guanxi. The purpose of this study is to explore whether and how the three aspects of guanxi, namely renqing, ganqing and xinyong, can make firms more central, and to examine the mediating role...

... innovation performance and how guanxi moderates the mediating effect. Design/methodology/approach This study is conducted with a sample of 225 manufacturers in China. This paper used hierarchical regression analysis to test the hypotheses and used the PROCESS method to test the mediating effect...

...Naiding Yang; Yue Song; Yanlu Zhang; Jingbei Wang Purpose The purpose of this study is to enhance the comprehensive understanding of the roles of resource investments, explicit contracts and three components of guanxi (i.e. renqing, ganqing and mianzi...

...Birce Dobrucalı Purpose This paper aims to provide a comprehensive and systematic review of the extant empirical body of knowledge regarding the impact of Guanxi on international Business-to-Business (B-to-B) relationships. Design/methodology/approach After the collection and refinement...

...Lu Shen; Chuang Zhang; Wenbo Teng The study offers a more balanced view of guanxi by showing both its positive and negative effects on opportunism. It also uncovers legal enforceability and partner asset specificity as two boundary conditions that influence the curvilinear effects...

...Jinjie Xue; Shaokai Lu; Benshan Shi; Haiping Zheng Purpose The purpose of this paper is to provide a conceptual model for examining the effects of trust (competence trust, goodwill trust) and cooperation on partner opportunism and for exploring the moderating effects of guanxi on the relationships...

...Liping Qian; Pianpian Yang; Yao Li Purpose The purpose of this study is to reconcile the positive, non-significant and even negative effects of guanxi on firm performance from two aspects. First, it explores the linear and curvilinear relationships between guanxi and distinct...

... identifies the importance of opportunities in Chinese business relationships. Although ganqing and xiren are important concepts of guanxi, research indicates that renqing is the key to guanxi (Wang et al., 2008 , Shi et al., 2011 , Yen et al., 2011). Most of the research...

... used in Western research were mentioned by the interviewees, the most important dimensions in a Chinese context are sales volume, customer's strategic importance, and trust. Additionally, emphasis on a network perspective is needed and it was found that although guanxi is important...