Guanxi in a sub-national cross-cultural setting

This paper explores whether Chinese relationship building, Guanxi, is effective in crosscultural sub-national relationships. Derived from research into Sino-Australian Sister City Type Relationships and using material gathered through interviews in China and Australia, a modified Institutional Guanxi conceptual model has been developed. Some propositions are developed to link the components of the Guanxi conceptual model. Different methodologies are explored to determine the most effective way to test the hypotheses in a cross-cultural environment, and future research is outlined.

Cultural factors behind the growth of e-learning in Malaysia Academic guanxi

This paper aims to discover and examine ways in which cultural factors shape the adoption and use of information technology for online teaching. This research focuses on influential early adopters in the tertiary education sector in Malaysia who have become change-agents by inspiring small networks of their peers. The study examines the concept of guanxi to understand the operation of trust and inspiration in networking and teamwork in the Asian academic environment. This study points to the importance of developing guanxi, through the middle-down nurturing of peer networks, in developing a rich and rewarding environment for the development of online teaching.

Need to know : lessons from Sino-Australian business negotiators on the importance of guanxi, emotions and generational differences in Chinese negotiation behaviour

The forces of globalisation over the last few decades have created opportunities for intemational business as never before, whilst leaving no organisation immune to competition. With the Global Financial Crisis impacting the world economy, the BRIC economies as a group - Brazil, Russia, India and China, have steadily benefited from continuing growth in 2008 and 2009 (Bhattacharya, Hemerling and Waltermann,2010). Despite China being a key international trading partner for Australia, the number of successful joint ventures and negotiations between the two countries remains limited. A closer examination of the international business interactions between Australia and China is thus urgently needed. When negotiating with the Chinese, Western managers may not always be aware of what they are really negotiating for. To be successful, they have to be equipped with the 'specialised knowledge', a form of 'tacit or implicit knowledge', which comes with experience (Nonaka, 1994, Pavesi, 2003) in communicating and negotiating with their Chinese counterparts. The Chinese way of business negotiation can challenge the logic of Western business thinking. This, coupled with possible generational differences or changes in the Chinese business counterpart's way of doing business, means we must try to understand the business communication and negotiation process from not only the Western but also the Chinese perspective. In particular, in addition to the contextual (Phatak, & Habib, 1996; Risberg, 1997), social (Ghauri, & Fang, 2001), and cognitive factors (George, Gareth, & Gonzalez, 1998) focused on by past researchers, the intangible aspects of negotiation must also be considered. These include trust, reputation, relationship quality (guanxi in the case of the Chinese), and the moods and emotions that shape the processes and outcomes of communication and negotiation (Griffith, 2002; Hartel & Ma, 2006; Ma & Hartel 2005; and Zhao & Krohmer, 2006). This paper reports on a qualitative investigation of the communication processes occurring in negotiations between Australian and Chinese managers and entrepreneurs. The examination is based on a theoretical framework looking at emotions and culture from an affective events theory (AET) perspective. Both interview and focus groups techniques were used. Findings identified guanxi, core to relationship development and maintenance in Chinese culture, together with emotions as major determining factors of negotiation outcomes. Findings also suggest there are generational differences in attitudes among Chinese managers with Gen. X and Gen. Y placing a different emphasis on guanxi in business. These findings suggest that the popular advice to people doing business in China is out of date.

The impact of guanxi on export performance: A study of New Zealand firms exporting to China

Broadly defined as interpersonal relationship in Chinese society, guanxi embodies several intricate and unique Chinese cultural values. Although more and more western business people are becoming increasingly aware of the importance of guanxi in doing business in China, its potential impacts on the performance of business are still not well understood by western business people. This paper uses path analysis to assess the impacts of guanxi on export performance of a sample of New Zealand firms exporting to China. The results show that guanxi variables significantly facilitate trade partnering, business negotiating, and problem solving and generally contributes positively to the overall export performance of firms.

Is guanxi always good for employee self-development in China? Examining non-linear and moderated relationships

The nature of work and careers in China are constantly evolving as a result of market-oriented economic transition in the country. Increasingly, employees are required to be proactive and self-starting in skill and competency improvement for employability. Employee self-development (ESD) involves considerations embedded in a wide range of relationships including both work and non-work domains. This research draws from social exchange theory and information processing theory to investigate how guanxi, a relational phenomenon unique to traditional Chinese culture, influences ESD. Drawing from the experience of a sample (n = 404) of employees in China, an inverted U-shaped relationship between guanxi and ESD is found, suggesting that initial positive influences of guanxi on ESD diminish after reaching an inflexion point. We also found that these influences are stronger for gender congruent employee-supervisor dyads. The theoretical and managerial implications that too much guanxi is not necessarily good for ESD, particularly in the presence of gender congruence, are also discussed.

Influence of work pressure on proactive skill development in China: the role of career networking behavior and guanxi HRM

This research examines how work pressure influences proactive skill development in the contextof the Chinese workplace. Drawing from the conservation of resources theory, we developa model which argues that career networking behavior serves as the mechanism that allowsemployees to transform work pressure into proactive skill development. We further arguethat in the context of the Chinese workplace, guanxi HRM, which is a culturally-specific workplacepractice deeply-rooted in Chinese tradition, plays a contingency role in influencing theextent to which work pressure influences career networking behavior. We test our modelusing Partial Least Squares Structural Equation Modeling for a sample of employees (N =392) in China. The results show that career networking behavior positively mediates the influenceof work pressure on proactive skill development and that guanxi HRM positively and significantlymoderates the influence of work pressure on career networking behavior. The overallfindings provide empirical support for the relevance of contextual and motivational factors inexplaining employee proactive skill development. The theoretical and practical implicationsof the findings are fully discussed.

Globalization, culture and e-business

This chapter argues that globalisation, culture and e-business exist in interesting ways that challenge accepted norms of interpretation about business practice in the new century. There appears to be a paradox of parallel business practice of defacto standards versus a culture of micro management. Discourse has been constructed that accepts the parallel existence and the co-existence of two layers operating within the business world. The international layer of standards, albeit defacto, co-existing with a layer of cultural difference supported by Guanxi and cultural values and cultural practice. This chapter argues that the one doesn't challenge the other. Rather, the one compliments the other. They co-exist and create economies of scale, deliver efficiency, deliver cost effectiveness, deliver productivity savings, solve currency trade problems, solve logistics problems, solve tracking problems, and deal with the imperfections in the marketplace. The two levels, it is argued, encourage collaboration and foster necessary cooperation along the supply chain. The end result is a world of e-business that benefits international business.

Implementation, communication and the benefits of corporate codes of ethics in Taiwan and Turkey : a comparison across contexts

Purpose – The purpose of this paper is to examine the corporate codes of ethics (CCE) that are put in place by companies in Taiwan and Turkey.

Design/methodology/approach – This study examines the use of CCE among the top companies in Taiwan and Turkey. It is a replication of a study performed in Australia, Canada and Sweden and a follow-up study.

Findings – The empirical findings show many similarities with top companies in Australia, Canada and Sweden, but more importantly identify key differences distinctly unique to each of the two countries under investigation. Statistical analysis suggests that the implementation, communication and benefits of CCE are paramount to Turkish companies operating in a domestic environment where the aspiration to participate globally and join the European Union is high, whereas in Taiwan it is low in favor of more traditional business practices (similar to the Chinese concept of guanxi) that focus on individual relationships in favor of formalized regulatory frameworks (such as CCE).

Originality/value – This study makes a complementary contribution to the accumulated knowledge in the area of CCE, particularly given the cultural and historical differences these countries possess in comparison to each other and those previously studied and documented in the literature.

Role of blended cultures in enhancing teacher and learner performance outcomes

This paper explores the enhancement of teaching and learning perfonnance outcomes from the perspective of educators from different cultural backgrounds and a very large mix of international students. The research milieu focuses on social connectivity, peer-ta-peer networking and peer-ta-peer meDtaring amongst teachers, tutors and students; particularly aspects of trust and cultural awareness between teacher and learner.  The key findings of this research are that the social capital dimensions of trust and reciprocity, and the notion of academic guanxi can assist academics and institutions to better understand ways in which to optimize teaching and learning. The result is a pool of educators who have become change-agents by inspiring a network of their peers in using components of a collective cultural toolkit as a culture reference point.