GUANXI

Selected Definitions

These definitions are found in articles that are available on ProQuest ABI/Inform Global Research and in the Western Libraries:

"The Chinese word 'guanxi' refers to the concept of drawing on connections in order to secure favors in personal relations. It is an intricate and pervasive relational network which Chinese cultivate energetically, subtly, and imaginatively. It contains implicit mutual obligation, assurance and understanding, and governs Chinese attitudes toward long-term social and business relationships. "Guanxi: Principles, Philosophies, and Implications",Yadong Luo, Human Systems Management, Vol. 16, No.1, 1997;

"The first step in determining the merits of guanxi as a business practice requires that we define it. Guanxi is not a precise term of art. Instead, it refers to a cultural phenomenon and, as such, has been described differently by various scholars. Scholarly descriptions of guanxi include "tight, close-knit networks" (Yeung and Tung, 1996, p. 54), "interpersonal connections" (Xin and Pearce, 1996, p.1641; Leung et al., 1996, p. 749), and a "gate or pass" (Yeung and Tung, 1996, p. 54). Tsui and Farh (1997, p. 59) remark "the literature (both Chinese and English) shows no consensus in the translation or definition of the term 'guanxi'. According to Bain (1994), guanxi could refer to one of three things: (a) the existence of a relationship between people who share a group status or are related to a common person, (b) actual connections with and frequent contact between people, and (c) a contact person with little direct interaction."Is guanxi ethical? A normative analysis of doing business in China",Thomas W Dunfee; Danielle E Warren; Journal of Business Ethics;Vol.32, No.3, Aug 2001;

Selected Books in the Western Libraries Relating to Guanxi

(The books are presented in reverse chronological order. For additional information about the books, or to see the section relating to guanxi, simply click on the link)

2006 New addition:
So, Dying Luna and Walker, Anthony
Explaining Guanxi: The Chinese Business Network (HD69.S8S66 2006)
"Guanxi, a system of Chinese business relationships, is often described, but is rarely fully understood. Though it seems intangible, there is no doubt that it has contributed significantly to the success of Chinese entrepreneurs and the places where they work. Translated loosely as 'personal ties', this simple explanation belies a complex and nuanced system. Guanxi has often been criticised as nepotism - unfair, inefficient, even corrupt, and generally detrimental to business and economic growth! But if it is that bad, how does it survive? This insightful book unravels the origins of Guanxi and provides a much-needed explanation of the phenomena. It investigates: why it was initiated and developed; what function it serves; how it is maintained; and why it is such a dominant phenomenon in Chinese business life. Combining economics, law and culture, this clear and concise book looks to the future of guanxi based on its history. Drawing on cultural, organizational and economic studies, it takes a multi-disciplinary approach, integrating these various topics into a coherent explanation of Guanxi, ensuring that this illuminating book will be equally useful to students of Asian business as to practitioners working within this market."

Wong, Y.H & Thomas K.P. Leung. Guanxi: Relationship Marketing in a Chinese Context. (BUS HF 5415.55.W66 2001)

Hamlin, Michael. The New Asian Corporation: Managing for the Future in Post-Crisis Asia.
(BUS HD2891.85.H36 2000).

Li, J.T. et al. Eds. Management and Organizations in the Chinese Context. (BUS HD70.C5M323 2000).

Luo, Yadong. Guanxi and Business. (BUS HD6957.C6L86 2000).

Wellman, Barry Ed. Networks in the Global Village: Life in Contemporary Communities. (DBW HM131.N453 1999).

Warner, Malcolm Ed. China's Managerial Revolution. (BUS HD70.C5C4518 1999).

Bell, Sandra and Coleman, Simon. The Anthropology of Friendship. (DBW GN486.3.A58 1999).

Luo, Yadong. International Investment Strategies in the People's Republic of China. (BUS HG5782.L863 1998)

Smith, Paul Ed. Human Smuggling: Chinese Migrant Trafficking and the Challenge to America's Immigration Tradition. (DBW E184.C5H86 1997).

Ulrich, David et al. Eds. Tomorrow's HR Management: 48 Thought Leaders Call for Change. (BUS HF5549.T65 1997).

Yan, Yunxiang. The Flow of Gifts: Reciprocity and Social Networks in a Chinese Village. (DBW GT304l.C6Y36 1996).

Ju, Yanan. Understanding China: Center Stage of the Fourth Power. (DBW DS779.2.C4814 1996).

Lieberthal, Kenneth. Governing China: From Revolution Through Reform. (DBW DS777.75.L557 1995).

Chen, Min. Asian Management Systems: Chinese, Japanese, and Korean Styles of Business.
(BUS HD70.E22C48 1995).

Selected Articles

These articles were selected from the database ProQuest ABI/Inform Global Research. Although there are many articles relating to the concept, the word "guanxi" is not classified as a subject. One strategy for locating highly relevant articles is to search for guanxi in the title. It is interesting to note that the first occurrence of the word in this database is found in an article in Forbes in 1985.

Luo, Yadong. "Guanxi: Principles, philosophies, and implications", Human Systems Management, 1997. Vol. 16, Iss. 1; pg. 43, 9 pgs

Dunfee, Thomas, W. "Is guanxi ethical? A normative analysis of doing business in China", Journal of Business Ethics. Aug 2001. Vol. 32, Iss. 3; Part 1. pg. 191, 14 pgs

Su, Chenting. "Is guanxi orientation bad, ethically speaking? A study of chinese enterprises", Journal of Business Ethics. Jun 2003. Vol. 44, Iss. 4; p. 303.

Chan, Ricky Y.K. "The dynamics of guanxi and ethics for Chinese executives", Journal of Business Ethics. Dec 2002. Vol. 41, Iss. 4; p. 327, 10 pgs

Chakrapani, Chuck. "Guanxi: Relationship Marketing in a Chinese Context", Marketing Research. Fall 2002. Vol. 14, Iss. 3; p. 44.

Balfour, Frederik. "The End of Guanxi Capitalism?", Business Week. February 4, 2002. p. 24A

Survey: "The Greatest Leap Forward". The Economist. Apr 7, 2001; pg. 17

Snell, Robin Stanley. "Ethical Dilemmas of Relationship Building in China", Thunderbird International Business Review, Mar/Apr 2001; Vol. 43, Iss. 2; pg. 171

Au, Alan. "The Impact of Guanxi on the Ethical Decision Making Process of Auditors: An exploratory study on Chinese CPAs in Hong Kong", Journal of Business Ethics. Nov 2000; Vol. 28, Iss. 1; pg. 87, 7 pgs

Khanna, Vikram. "Put Not Your Faith in Guanxi", Asian Business. Apr 2000; Vol. 36, Iss. 4; pg. 12, 1 pgs

Standifird, Stephen. "The Transaction Cost Advantage of Guanxi-based Business Practices", Journal of World Business. Spring 2000; Vol. 35, Iss. 1; pg. 21

Pearce II, John. "Cultivating Guanxi as a Foreign Investor Strategy", Business Horizons. Jan/Feb 2000; Vol. 43, Iss. 1; pg. 31

Ewing, Michael. "Some Consequences of Guanxi: A Sino-Singaporean Perspective", Journal of International Consumer Marketing. 2000; Vol. 12, Iss. 4; pg. 75

Wong, Y.H. "Relationship Marketing in China: Guanxi, Favouritism and Adaptation", Journal of Business Ethics. Nov 1999; Vol. 22, Iss. 2; pg. 107, 12 pgs

Seligman, Scott. "Guanxi: Grease for the Wheels of China". The China Business Review. Sep/Oct 1999; Vol. 26, Iss. 5; pg. 34, 5 pgs

Lovett Steve. "Guanxi Versus the Market: Ethics and Efficiency", Journal of International Business Studies. Second Quarter 1999; Vol. 30, Iss. 2; pg. 231, 17 pgs

Wong, Y.H. "The Dynamics of Guanxi in China", Singapore Management Review. Jul 1998; Vol. 20, Iss. 2; pg. 25, 18 pgs

Tsang, Eric. "Can Guanxi be a Source of Sustained Competitive Advantage for Doing Business in China?", The Academy of Management Executive. May 1998; Vol. 12, Iss. 2; pg. 64, 10 pgs

Ambler, Tim. "The Derivation of Guanxi". Marketing Management. Summer 1995; Vol. 4, Iss. 1; pg. 27, 1 pgs