File Download
There are no files associated with this item.
Links for fulltext
(May Require Subscription)
- Publisher Website: 10.1007/s10551-020-04665-4
- Scopus: eid_2-s2.0-85095410697
- WOS: WOS:000587107500001
- Find via
Supplementary
- Citations:
- Appears in Collections:
Article: Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics
Title | Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics |
---|---|
Authors | |
Keywords | Guanxi Interfirm trust Agency problems Government–market relationship Buddhism influence |
Issue Date | 2020 |
Publisher | Springer Netherlands. The Journal's web site is located at http://link.springer.com/journal/10551 |
Citation | Journal of Business Ethics, 2020, Epub 2020-11-06 How to Cite? |
Abstract | Despite the prevalent role of guanxi in conducting business in Chinese, it is unclear whether interpersonal guanxi fosters interfirm trust. Taking a contingency approach, this study examines how institutional (government–market relationship and Buddhism influence) and individual (relative role performance and the span of partner control) factors moderate the association between interpersonal guanxi and interfirm trust. Based on a paired survey between salespersons and sales managers and two secondary datasets, this study finds that interpersonal guanxi is positively associated with interfirm trust. Moreover, this positive effect is stronger when firms operate in regions with strong government–market relationships and strong Buddhism influence. In addition, the positive relationship is weaker when guanxi resides in boundary spanners who have relatively high role performance, but becomes stronger when boundary spanners have a broad span of partner control. These findings highlight the situations in which guanxi at an interpersonal level is more or less likely to foster interfirm trust. |
Persistent Identifier | http://hdl.handle.net/10722/294589 |
ISSN | 2023 Impact Factor: 5.9 2023 SCImago Journal Rankings: 2.624 |
ISI Accession Number ID |
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Shen, L | - |
dc.contributor.author | Zhou, KZ | - |
dc.contributor.author | Zhang, C | - |
dc.date.accessioned | 2020-12-08T07:39:06Z | - |
dc.date.available | 2020-12-08T07:39:06Z | - |
dc.date.issued | 2020 | - |
dc.identifier.citation | Journal of Business Ethics, 2020, Epub 2020-11-06 | - |
dc.identifier.issn | 0167-4544 | - |
dc.identifier.uri | http://hdl.handle.net/10722/294589 | - |
dc.description.abstract | Despite the prevalent role of guanxi in conducting business in Chinese, it is unclear whether interpersonal guanxi fosters interfirm trust. Taking a contingency approach, this study examines how institutional (government–market relationship and Buddhism influence) and individual (relative role performance and the span of partner control) factors moderate the association between interpersonal guanxi and interfirm trust. Based on a paired survey between salespersons and sales managers and two secondary datasets, this study finds that interpersonal guanxi is positively associated with interfirm trust. Moreover, this positive effect is stronger when firms operate in regions with strong government–market relationships and strong Buddhism influence. In addition, the positive relationship is weaker when guanxi resides in boundary spanners who have relatively high role performance, but becomes stronger when boundary spanners have a broad span of partner control. These findings highlight the situations in which guanxi at an interpersonal level is more or less likely to foster interfirm trust. | - |
dc.language | eng | - |
dc.publisher | Springer Netherlands. The Journal's web site is located at http://link.springer.com/journal/10551 | - |
dc.relation.ispartof | Journal of Business Ethics | - |
dc.rights | Accepted Manuscript (AAM) This is a post-peer-review, pre-copyedit version of an article published in [insert journal title]. The final authenticated version is available online at: https://doi.org/[insert DOI] | - |
dc.subject | Guanxi | - |
dc.subject | Interfirm trust | - |
dc.subject | Agency problems | - |
dc.subject | Government–market relationship | - |
dc.subject | Buddhism influence | - |
dc.title | Is Interpersonal Guanxi Beneficial in Fostering Interfirm Trust? The Contingent Effect of Institutional- and Individual-Level Characteristics | - |
dc.type | Article | - |
dc.identifier.email | Zhou, KZ: kevinzhou@business.hku.hk | - |
dc.identifier.authority | Zhou, KZ=rp01127 | - |
dc.description.nature | link_to_subscribed_fulltext | - |
dc.identifier.doi | 10.1007/s10551-020-04665-4 | - |
dc.identifier.scopus | eid_2-s2.0-85095410697 | - |
dc.identifier.hkuros | 320337 | - |
dc.identifier.volume | Epub 2020-11-06 | - |
dc.identifier.isi | WOS:000587107500001 | - |
dc.publisher.place | Netherlands | - |