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Title of Journal: J Bus Ethics

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Abbravation: Journal of Business Ethics

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Kluwer Academic Publishers

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DOI

10.1016/0925-8388(95)02120-5

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1573-0697

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Enabling Emphasis Type="Italic"Guanxi/Emphasis

Authors: Chenting Su Ronald K Mitchell M Joseph Sirgy
Publish Date: 2006/11/17
Volume: 71, Issue: 3, Pages: 301-319
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Abstract

Guanxi literally interpersonal connections is in essence a network of resource coalitionbased stakeholders sharing resources for survival and it plays a key role in achieving business success in China However the salience of guanxi stakeholders varies not all guanxi relationships are necessary and among the necessary guanxi participants not all are equally important A hierarchical stakeholder model of guanxi is developed drawing upon Mitchell et al’s 1997 stakeholder salience theory and Anderson’s 1982 constituency theory As an application of instrumental stakeholder theory the model dimensionalizes the notion of stakeholder salience and distinguishes between and among internal and external guanxi core major and peripheral guanxi and primary and secondary guanxi stakeholders Guanxi management principles are developed based on a hierarchy of guanxi priorities and management specializations The goal of this application of instrumental stakeholder theory is to construct for Western business firms in China a means to reliably identify guanxi partners by employing the principles of effective guanxi These principles are described in the form of testable propositions that advance social scientific research in this area of international business ethicsChenting Su is Associate Professor of Marketing at City University of Hong Kong He is also Adjunct Professor at Wuhan University PR China He previously taught at the University of Victoria Canada He writes for Journal of Marketing Research International Journal of Research in Marketing Journal of Travel Research Journal of Business Ethics Psychology Marketing International Journal of Market Research Service Marketing Quarterly Research in Marketing and others He presently serves as Executive Director of China Marketing Association PR ChinaRonald K Mitchell is Professor of Entrepreneurship and J A Bagley Regents Chair in Management in the Rawls College of Business at Texas Tech University He publishes in the areas of new value creation and stakeholder theory From 1999–2002 he held a joint appointment in strategy and public policy in the Guanghua School of Management at Peking University Beijing PRC He has won numerous awards for research and program building presently serves in the leadership of the AOM Entrepreneurship Division and is CoEditor for the Entrepreneurship Theory Practice threevolume Special Issue on Entrepreneurial CognitionJoe Sirgy is Professor of Marketing and Virginia Real Estate Research Fellow at Virginia Polytechnic Institute and State University Virginia Tech He has published extensively in the area of business ethics and qualityoflife QOL research in relation to theory philosophy measurement business and public policy He cofounded the International Society for QualityofLife Studies ISQOLS in 1995 and is currently serving as its Executive Director He received the Distinguished Fellow Award from both the Academy of Marketing Science and ISQOLS In 2003 ISQOLS recognized him as the Distinguished QOL Researcher for research excellence and a record of lifetime achievement in QOL research He also is the current JMM section editor on QOL issues and a coeditor of Applied Research in Quality of Life

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  17. Righting the Wrong for Third Parties: How Monetary Compensation, Procedure Changes and Apologies Can Restore Justice for Observers of Injustice
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