Journal
INDUSTRIAL MARKETING MANAGEMENT
Volume 40, Issue 1, Pages 97-108Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2010.09.014
Keywords
Guanxi; Ganqing; Renqing; Xinren; Relationship quality; China; Taiwan; Scale development
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This study posits and examines a measurement scale for measuring guanxi based on three Chinese relational constructs - ganging, renqing and xinren. Focusing on Anglo-Chinese buyer-seller relationships, the research reports the findings from six qualitative in-depth interviews and survey data obtained from over 200 Taiwanese trading companies. Based on exploratory and confirmatory factor analyses the findings from the final second-order confirmatory factor analysis of the guanxi model identified 11 items for measuring ganqing, renqing, xinren and guanxi respectively. The results offer a useful starting point in order for business practitioners to assess their guanxi and at the same time provide academics with a scale for operationalizing the measurement of guanxi. (C) 2010 Elsevier Inc. All rights reserved.
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