Recent studies have documented that competitors can collaborate effectively for themselves and for their customers but there is a need for a framework to understand the conditions that facilitate this collaboration. Findings from 100 pairs of competitors support theorizing that guanxi, defined as close and high quality relationships, can contribute to effective collaboration in inter-organizational relationships in China. However, findings challenge traditional theorizing about guanxi by documenting that it contributes to collaboration by reducing the competitive approach to managing conflicts. The structural equation analysis support the reasoning that guanxi reduces a competitive approach to conflict that in turn results in partnership effectiveness.
|Number of pages||18|
|Publication status||Published - Dec 2009|
|Event||2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth - Hong Kong SkyCity Marriott Hotel, Lantau Island, Hong Kong|
Duration: 3 Dec 2009 → 5 Dec 2009
|Conference||2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth|
|Period||3/12/09 → 5/12/09|