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Guanxi Practice and Quality: A Comparative Analysis of Chinese Managers’ Business-to-Business and Business-to-Government Ties

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  • Bu, Nailin
  • Roy, Jean-Paul

Abstract

This study provides new insight into guanxi practice and quality differences between business-to-business (B2B) and business-to-government (B2G) ties in China. The results, based on data obtained through structured interviews with 108 Chinese managers across eight cities in China, reveal stark differences between the practices used in developing B2B ties and those used in developing B2G ties. More specifically, these two tie types differ in a variety of guanxi initiation, building, and utilization practices. This study also builds upon the process model of guanxi development by highlighting the dissimilar role of gift giving practices in B2B and B2G ties. Furthermore, this study measures guanxi quality as a separate concept from guanxi process and demonstrates that guanxi quality is a multidimensional concept that is composed of affective attachment and felt obligation, both of which vary across B2B and B2G ties. Implications of these results for theory development and managerial practice in China are also discussed.

Suggested Citation

  • Bu, Nailin & Roy, Jean-Paul, 2015. "Guanxi Practice and Quality: A Comparative Analysis of Chinese Managers’ Business-to-Business and Business-to-Government Ties," Management and Organization Review, Cambridge University Press, vol. 11(2), pages 263-287, June.
    • Handle: RePEc:cup:maorev:v:11:y:2015:i:02:p:263-287_00
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    Cited by:

    1. Guo, Ying & Rammal, Hussain G. & Benson, John & Zhu, Ying & Dowling, Peter J., 2018. "Interpersonal relations in China: Expatriates’ perspective on the development and use of guanxi," International Business Review, Elsevier, vol. 27(2), pages 455-464.
    2. Potdar, Balkrushna & Garry, Tony & McNeill, Lisa & Gnoth, Juergen & Pandey, Rakesh & Mansi, Mansi & Guthrie, John, 2020. "Retail employee guardianship behaviour: A phenomenological investigation," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    3. Tolga Ulusemre & Xin Fang, 2022. "How do Expatriate Managers Draw the Boundaries of Moral Free Space in the Case of Guanxi?," Journal of Business Ethics, Springer, vol. 176(2), pages 311-324, March.
    4. Hongjuan Zhang & Rong Han & Liang Wang & Runhui Lin, 0. "Social capital in China: a systematic literature review," Asian Business & Management, Palgrave Macmillan, vol. 0, pages 1-46.
    5. Dejin Su & Qixia Du & Dongwon Sohn & Libo Xu, 2017. "Can High-Tech Ventures Benefit from Government Guanxi and Business Guanxi ? The Moderating Effects of Environmental Turbulence," Sustainability, MDPI, vol. 9(1), pages 1-17, January.
    6. Jiang, Xu & Liu, Heng & Fey, Carl & Jiang, Feifei, 2018. "Entrepreneurial orientation, network resource acquisition, and firm performance: A network approach," Journal of Business Research, Elsevier, vol. 87(C), pages 46-57.
    7. Hongjuan Zhang & Rong Han & Liang Wang & Runhui Lin, 2021. "Social capital in China: a systematic literature review," Asian Business & Management, Palgrave Macmillan, vol. 20(1), pages 32-77, February.
    8. Zejun Ma & Hira Salah ud din Khan & Muhammad Salman Chughtai & Mingxing Li & Bailin Ge & Syed Usman Qadri, 2023. "A Review of Supervisor–Subordinate Guanxi: Current Trends and Future Research," Sustainability, MDPI, vol. 15(1), pages 1-15, January.
    9. Chen Ma & Latif Yasir, 2023. "Carrot or Stick? CSR and Firm Financial Performance," Journal of Business Ethics, Springer, vol. 188(2), pages 349-365, November.

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