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 PublicationsJournal Article (refereed)peer-review

198 Citations (Scopus)


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 languageEnglish
Pages (from-to)97-108
Number of pages12
JournalIndustrial Marketing Management
Issue number1
Publication statusPublished - Jan 2011
Externally publishedYes


  • China
  • Ganqing
  • Guanxi
  • Relationship quality
  • Renqing
  • Scale development
  • Taiwan
  • Xinren


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