The measurement of guanxi: Introducing the GRX scale

Dorothy A. YEN; Bradley R. BARNES; Cheng Lu WANG

doi:10.1016/j.indmarman.2010.09.014

The measurement of guanxi: Introducing the GRX scale

Dorothy A. YEN^*, Bradley R. BARNES, Cheng Lu WANG

^*Corresponding author for this work

Research output: Journal Publications › Journal Article (refereed) › peer-review

204 Citations (Scopus)

Abstract

This study posits and examines a measurement scale for measuring guanxi based on three Chinese relational constructs - ganqing, renqing and xinren. Focusing on Anglo-Chinese buyer-seller relationships, the research reports the findings from six qualitative in-depth interviews and survey data obtained from over 200 Taiwanese trading companies. Based on exploratory and confirmatory factor analyses the findings from the final second-order confirmatory factor analysis of the guanxi model identified 11 items for measuring ganqing, renqing, xinren and guanxi respectively. The results offer a useful starting point in order for business practitioners to assess their guanxi and at the same time provide academics with a scale for operationalizing the measurement of guanxi.

Original language	English
Pages (from-to)	97-108
Number of pages	12
Journal	Industrial Marketing Management
Volume	40
Issue number	1
DOIs	https://doi.org/10.1016/j.indmarman.2010.09.014
Publication status	Published - Jan 2011
Externally published	Yes

Keywords

China
Ganqing
Guanxi
Relationship quality
Renqing
Scale development
Taiwan
Xinren

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10.1016/j.indmarman.2010.09.014

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title = "The measurement of guanxi: Introducing the GRX scale",

abstract = "This study posits and examines a measurement scale for measuring guanxi based on three Chinese relational constructs - ganqing, renqing and xinren. Focusing on Anglo-Chinese buyer-seller relationships, the research reports the findings from six qualitative in-depth interviews and survey data obtained from over 200 Taiwanese trading companies. Based on exploratory and confirmatory factor analyses the findings from the final second-order confirmatory factor analysis of the guanxi model identified 11 items for measuring ganqing, renqing, xinren and guanxi respectively. The results offer a useful starting point in order for business practitioners to assess their guanxi and at the same time provide academics with a scale for operationalizing the measurement of guanxi.",

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language = "English",

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T1 - The measurement of guanxi: Introducing the GRX scale

AU - YEN, Dorothy A.

AU - BARNES, Bradley R.

AU - WANG, Cheng Lu

PY - 2011/1

Y1 - 2011/1

N2 - This study posits and examines a measurement scale for measuring guanxi based on three Chinese relational constructs - ganqing, renqing and xinren. Focusing on Anglo-Chinese buyer-seller relationships, the research reports the findings from six qualitative in-depth interviews and survey data obtained from over 200 Taiwanese trading companies. Based on exploratory and confirmatory factor analyses the findings from the final second-order confirmatory factor analysis of the guanxi model identified 11 items for measuring ganqing, renqing, xinren and guanxi respectively. The results offer a useful starting point in order for business practitioners to assess their guanxi and at the same time provide academics with a scale for operationalizing the measurement of guanxi.

AB - This study posits and examines a measurement scale for measuring guanxi based on three Chinese relational constructs - ganqing, renqing and xinren. Focusing on Anglo-Chinese buyer-seller relationships, the research reports the findings from six qualitative in-depth interviews and survey data obtained from over 200 Taiwanese trading companies. Based on exploratory and confirmatory factor analyses the findings from the final second-order confirmatory factor analysis of the guanxi model identified 11 items for measuring ganqing, renqing, xinren and guanxi respectively. The results offer a useful starting point in order for business practitioners to assess their guanxi and at the same time provide academics with a scale for operationalizing the measurement of guanxi.

KW - China

KW - Ganqing

KW - Guanxi

KW - Relationship quality

KW - Renqing

KW - Scale development

KW - Taiwan

KW - Xinren

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DO - 10.1016/j.indmarman.2010.09.014

M3 - Journal Article (refereed)

AN - SCOPUS:79151479301

SN - 0019-8501

VL - 40

SP - 97

EP - 108

JO - Industrial Marketing Management

JF - Industrial Marketing Management

IS - 1

ER -

The measurement of guanxi: Introducing the GRX scale

Abstract

Keywords

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