The role of individual values and westernisation on the Guanxi orientation of Hong Kong managers

Australian and New Zealand Academy of Management
Publication Type:
Conference Proceeding
Proceedings of the 22nd ANZAM Conference, 2008, pp. 1 - 16
Issue Date:
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Guanxi, or social connections, has received increasing attention in the literature as the Western world grapples with the complexity of doing business with China. But is guanxi a good or a bad thing? Networking and connections are seen as a business necessity, but on the other hand guanxi is often associated with corruption and calculative means of doing business. This study examines different dimensions of guanxi and their relationship to traditional vs modern value orientations. The study finds guanxi comprises two dimensions, one representing traditional Chinese values of reciprocity and face and the other a more modern networking style not dissimilar to that emphasised in the West. Relationships between dimensions of guanxi orientation and individual values and Westernisation are reported.
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