When east meets west: Managing Chinese enterprise relationships through guanxi-based diversity management

Hartël, Charmine E. J., Ma, Ruby M. M. and As-Saber, Sharif (2010). When east meets west: Managing Chinese enterprise relationships through guanxi-based diversity management. In Jawad Syed and Mustafa F. Özbilgin (Ed.), Managing cultural diversity in Asia: A research companion (pp. 224-247) Cheltenham, Gloucester, U.K.: Edward Elgar Publishing.

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Author Hartël, Charmine E. J.
Ma, Ruby M. M.
As-Saber, Sharif
Title of chapter When east meets west: Managing Chinese enterprise relationships through guanxi-based diversity management
Formatted title
When east meets west: Managing Chinese enterprise relationships through guanxi-based diversity management
Title of book Managing cultural diversity in Asia: A research companion
Place of Publication Cheltenham, Gloucester, U.K.
Publisher Edward Elgar Publishing
Publication Year 2010
Sub-type Research book chapter (original research)
Open Access Status
ISBN 9781849800945
1849800944
9781849807173
1849807175
Editor Jawad Syed
Mustafa F. Özbilgin
Chapter number 11
Start page 224
End page 247
Total pages 24
Total chapters 23
Collection year 2011
Language eng
Formatted Abstract/Summary
In this chapter, we discussed the model we developed to assess the factors affecting the Chinese perception of guanxi in Sino-Western negotiations, using an affective events theory perspective, to better understand the processes contributing to effective and ineffective business relationship development with the Chinese, to study the factors which may predict successful or unsuccessful business relationships and to provide an example of the type of cross-cultural training that will assist in the development of global competencies, We argued that guanxi, as a key to relationship development and maintenance in Chinese culture, plays an important role for the success or failure of any given Sino-Western enterprise. Hence, in order to increase the chances of success in business communication, it is important to understand what guanxi means in the minds of the Chinese as well as how to build and maintain guanxi and good ganqing with the Chinese in order to establish xin and xinyong.
© Jawad Syed and Mustafa F. Özbilgin 2010
Q-Index Code B1
Q-Index Status Confirmed Code
Institutional Status UQ
Additional Notes Description: ix, 556 p. ; 24 cm.

Document type: Book Chapter
Collections: Official 2011 Collection
UQ Business School Publications
 
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Created: Thu, 03 Feb 2011, 16:33:03 EST by Karen Morgan on behalf of UQ Business School