Asia Pacific Journal of Management

, Volume 21, Issue 3, pp 305–324

On the Intricacies of the Chinese Guanxi: A Process Model of Guanxi Development

  • Xiao-Ping Chen
  • Chao C. Chen

DOI: 10.1023/B:APJM.0000036465.19102.d5

Cite this article as:
Chen, XP. & Chen, C.C. Asia Pacific Journal of Management (2004) 21: 305. doi:10.1023/B:APJM.0000036465.19102.d5


Guanxi (personal connection) has been identified as a necessary condition to do business successfully in China. In this paper, we seek a clear conceptual understanding of this prevalent construct and propose a three-stage model of guanxi development so as to stimulate systematic research in this area. Our conceptual and theoretical discussion of guanxi bases,guanxi objectives, and the operating principles at different stages of guanxi development will also help practitioners to use guanxi more effectively.

Chinese guanxi development 

Copyright information

© Kluwer Academic Publishers 2004

Authors and Affiliations

  • Xiao-Ping Chen
    • 1
  • Chao C. Chen
    • 2
  1. 1.Department of Management and OrganizationUniversity of WashingtonSeattleUSA
  2. 2.Organization ManagementRutgers, the State University of New JerseyNewarkUSA

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