Guanxi, Communication, Power, and Conflict in Industrial Buyer-Seller Relationships: Mitigations Against the Cultural Background of Harmony in China

Autor: Zaixiao Zhang, Mingli Zhang
Rok vydání: 2013
Předmět:
Zdroj: Journal of Business-to-Business Marketing. 20:99-117
ISSN: 1547-0628
1051-712X
DOI: 10.1080/1051712x.2013.775625
Popis: Purpose: This research aims to investigate how guanxi influences conflict occurrence and conflict-related behavior in transactions of equipment with state-owned enterprises (SOEs) against the cultural background of harmony in China. The influence of guanxi on conflict-avoidance behaviors is discussed, and a model is proposed depicting the relationship between guanxi, the selection of communication modality, the exercise of power, and manifest conflict. Methodology/Approach: Data was collected from persons selling equipment in the oil industry. The partial least squares method is applied to analyze the collected data. Findings: Guanxi at the individual level positively influences the use of informal communication and the exercise of non-coercive power and negatively influences the use of formal communication and the exercise of coercive power at the organizational level. The use of informal communication is inversely related to the intensity of conflict, whereas the use of formal communication and the exer...
Databáze: OpenAIRE
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