TY - JOUR
T1 - Guanxi’s Changing Nature
T2 - A Chinese Born Global’s Experience
AU - Vissak, Tiia
AU - Zhang , Xiaotian
PY - 2016/10/1
Y1 - 2016/10/1
N2 - This article aims to show that using guanxi initially fostered a Chinese born global’s internationalization but later, restricted its decision-making freedom and resulted in the firm’s partial deinternationalization. It concludes that because of guanxi’s reciprocal nature, owners and managers should use it with caution: they should not only focus on what (knowledge, financing, contacts) they can gain but also consider what (time, services, financial resources) they are expected to contribute and what (reputation, some customers, access to financing) they can lose if their partners decide to break the guanxi as a result of of receiving less than they expected.
AB - This article aims to show that using guanxi initially fostered a Chinese born global’s internationalization but later, restricted its decision-making freedom and resulted in the firm’s partial deinternationalization. It concludes that because of guanxi’s reciprocal nature, owners and managers should use it with caution: they should not only focus on what (knowledge, financing, contacts) they can gain but also consider what (time, services, financial resources) they are expected to contribute and what (reputation, some customers, access to financing) they can lose if their partners decide to break the guanxi as a result of of receiving less than they expected.
KW - Born global
KW - China
KW - case study
KW - guanxi
KW - internationalization
U2 - 10.1080/10669868.2016.1215661
DO - 10.1080/10669868.2016.1215661
M3 - Journal article
VL - 22
SP - 270
EP - 295
JO - Journal of East - West Business
JF - Journal of East - West Business
SN - 1066-9868
IS - 4
ER -