Effective Partnering with Competitors in China: Guanxi and Conflict Management

Research output: Other Conference ContributionsConference Paper (other)Other Conference Paperpeer-review

Abstract

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.
Original languageEnglish
Number of pages18
Publication statusPublished - Dec 2009
Event2009 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 20095 Dec 2009

Conference

Conference2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth
CountryHong Kong
CityLantau Island
Period3/12/095/12/09

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Partnering
Competitors
Conflict management
Guanxi
China
Theorizing
Structural equations
Interorganizational relationships
Relationship quality

Cite this

WONG, A., & TJOSVOLD, D. W. (2009). Effective Partnering with Competitors in China: Guanxi and Conflict Management. Paper presented at 2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth, Lantau Island, Hong Kong.
WONG, Alfred ; TJOSVOLD, Dean William. / Effective Partnering with Competitors in China: Guanxi and Conflict Management. Paper presented at 2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth, Lantau Island, Hong Kong.18 p.
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WONG, A & TJOSVOLD, DW 2009, 'Effective Partnering with Competitors in China: Guanxi and Conflict Management' Paper presented at 2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth, Lantau Island, Hong Kong, 3/12/09 - 5/12/09, .

Effective Partnering with Competitors in China: Guanxi and Conflict Management. / WONG, Alfred; TJOSVOLD, Dean William.

2009. Paper presented at 2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth, Lantau Island, Hong Kong.

Research output: Other Conference ContributionsConference Paper (other)Other Conference Paperpeer-review

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AB - 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.

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WONG A, TJOSVOLD DW. Effective Partnering with Competitors in China: Guanxi and Conflict Management. 2009. Paper presented at 2009 AIB Southeast Asia Regional Conference : Revitalizing the Global Economy: Challenges and Strategies for Sustainable Growth, Lantau Island, Hong Kong.