How does the concept of guanxi help foreign managers do business in China?

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dc.contributor.advisorMelnyk, Mark Kilgour, Valentynaen_NZ
dc.contributor.authorJiang, Nanqian (Katie)en_NZ
dc.date.accessioned2016-04-21T03:48:24Z
dc.date.available2016-04-21T03:48:24Z
dc.date.issued2009en_NZ
dc.description.abstractChina's fast growing market potential is undoubted. However entering China has never been an easy task for foreign firms and business practitioners. Not only the complex market environment, but also the complex business relationship networks in another word, Guanxi make it difficult for foreign firms to operate profitably. The purpose of this study is to explore some major issues of Guanxi concept, and to provide some practical solutions for foreign managers to use when dealing with Guanxi in their businesses. Both qualitative research and quantitative research were carried out. The author interviewed nine Chinese and foreign managers and surveyed hundreds of respondents in several industries. The findings confirm Guanxi's important role in Chinese society and business world. This study also discovers some major practical issues that could influence quality of Guanxi, either positively or negatively, which gives foreign managers great direction on initiation and maintenance of their Guanxi network. The findings suggest that learning some Chinese culture and having a reliable Chinese partner have positive effect on building Guanxi networks. However, this study shows a quite different result on future role of Guanxi compared with existing literatures: the role of Guanxi would either not change, or increase in China in the future. In addition, foreign managers need to be aware that Guanxi is indeed important, but it does not mean everything in market activities, the core marketing principles are always essential in any market, including China.en_NZ
dc.format.mimetypeapplication/pdf
dc.identifierhttp://adt.waikato.ac.nz/uploads/adt-uow20090714.114400en_NZ
dc.identifier.citationJiang, N. (Katie). (2009). How does the concept of guanxi help foreign managers do business in China? (Thesis, Master of Management Studies (MMS)). The University of Waikato, Hamilton, New Zealand. Retrieved from https://hdl.handle.net/10289/10115en
dc.identifier.urihttps://hdl.handle.net/10289/10115
dc.languageenen_NZ
dc.publisherThe University of Waikatoen_NZ
dc.rightshttp://www.waikato.ac.nz/copyright.shtmlen_NZ
dc.subjectGuanxien_NZ
dc.subjectnetworksen_NZ
dc.subjectentering Chinaen_NZ
dc.subjectforeign firmsen_NZ
dc.subjectRelationship Marketingen_NZ
dc.titleHow does the concept of guanxi help foreign managers do business in China?en_NZ
dc.typeThesisen_NZ
pubs.place-of-publicationHamilton, New Zealanden_NZ
thesis.degree.disciplineManagement Schoolen_NZ
thesis.degree.grantorUniversity of Waikatoen_NZ
thesis.degree.levelMastersen_NZ
thesis.degree.nameMaster of Management Studies (MMS)en_NZ
uow.date.accession2009-07-14en_NZ
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