Understanding and utilizing guanxi presents a continuing challenge for western firms in China. This article reviews current research, highlighting two different types of guanxi: person-to-person and firm-to-firm. Based on interviews with 43 Chinese managers, it is suggested that firm-to-firm guanxi may be the more valuable to western companies, as most expatriate managers are sojourners, destined to stay only a relatively short time in China. The ramifications for career planning are discussed within the context of a model that illustrates how firm-to-firm guanxi can be created.
Scopus Subject Areas
- Social Sciences (miscellaneous)
- Organizational Behavior and Human Resource Management
- Career planning
- Corporate communications
- Face-to-face communications
- National cultures