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By fostering connections between teaching, research, and real-world applications, the School of Psychology at Murdoch University provides a well-rounded education, empowering students to make a positive difference in people's lives.

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Related Papers

Byron Keating

yi-cheng zhang

Abstract Guanxi in China is a very ancient concept embedded in the Confucian concept of life and one that is a ‚hot'topic in that it is currently attracting increasing attention from both Western and Chinese scholars. One aspect of Guanxi which has been the subject of most of the research of late is the influence of Guanxi on firm performance. However, relatively few studies have examined how Guanxi at the individual level is transferred into a firm to influence its financial performance.

Since their ascension into the World Trade Organisation in 2001, China has grown to become a significant economic force. The rapid emergence of the Chinese consumer class is having profound effects on global trade. Notably, many businesses in the West, faced with a downturn post the global financial crisis (GFC), have shifted considerable attention to China’s growing middle and high net worth income (HNWI) upper class. Understanding these consumers is critical but coping with the industrial markets that service them is just as important. The real challenge for a Westerner doing business across such borders is to grapple with something often quite unfamiliar: coping and working through the vagaries of a relationships-oriented society. This paper provides a detailed discussion regarding relationship development in China including cronyism and a typology of different styles of Chinese business relationships. We advocate a need to move beyond cronyism, which we argue is a shallower form...

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Antony Drew

Scholars generally agree that in the context of Chinese business culture, the socio-economic and socio-political institution of guanxi (personal connections/relationships), is an important factor. However to date, few have analysed guanxi within a theoretical context and there is a paucity of empirical academic research into the nature and practice of guanxi; why guanxi perceptions vary across nations, cultures and sub-cultures; and whether the use and potency of guanxi are waning, as Mainland overseas Chinese polities are modernising. Institutional economics is a discipline that facilitates the examination of socio-economic and socio-political social institutions and how an institution such as guanxi might change over time. However, whilst it contains an immense body of literature, it lacks a comprehensive analytical framework for analysing the evolution of institutions over time and more specifically; a framework that can be applied within and across cultures. This research has a ...

Daniel Mccarthy

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Zhilin Yang

The aim of this study is to explore how relational gatekeepers facilitate the development of relationships between out-group members and in-group members in an intercultural business environment, and to bring to the surface the inter-cultural and inter-networked nuances of guanxi. Based on interviews with managers from China and New Zealand, the workings of Chinese–Western business relationships and the roles of relational gatekeepers are explored. Empirical findings reveal three key gatekeeping roles, namely reciprocal, adaptive and symbolic, used for enabling the development of intercultural business relationships. We offer a structural hole explanation of intercultural gatekeeping in a seemingly contradictory and irreconcilable inter-networked environment. Our study also provides strategic implications of intercultural gatekeeping for foreign outsiders and recommends practical approaches for reaching the decision makers and resource integrators in jealously protected local business networks.

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