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- catalog abstract "Develop a network of successful business relationships in China! This systematic study of the Chinese concept of guanxi--broadly translated, "personal relationship" or "connections"--Offers a comprehensive social and professional model for doing business in China. In addition to a clear analysis of the origins and meanings of this vital concept, Guanxi: Relationship Marketing in a Chinese Context empowers you with practical tools for establishing guanxi in order to facilitate successful business relationships. Guanxi is based on an original research study as well as the authors' twenty years of experience of doing business in China. Their understanding of the implications of face, favor, reciprocity, honor, and interconnectedness--all vital parts of guanxi--will enable you to understand the unstated assumptions of Chinese business culture. Moreover, the book discusses the legal implications of guanxi as well as cultural expectations. This valuable handbook offers a wealth of information on guanxi: case studies of guanxi in action, managerial implications of saving face and reciprocity, measuring guanxi quality and performance indicators, step-by-step instructions for building guanxi, detailed strategies for penetrating the Chinese market. - Publisher.".
- catalog contributor b12304392.
- catalog contributor b12304393.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog description "Develop a network of successful business relationships in China! This systematic study of the Chinese concept of guanxi--broadly translated, "personal relationship" or "connections"--Offers a comprehensive social and professional model for doing business in China. In addition to a clear analysis of the origins and meanings of this vital concept, Guanxi: Relationship Marketing in a Chinese Context empowers you with practical tools for establishing guanxi in order to facilitate successful business relationships. Guanxi is based on an original research study as well as the authors' twenty years of experience of doing business in China. Their understanding of the implications of face, favor, reciprocity, honor, and interconnectedness--all vital parts of guanxi--will enable you to understand the unstated assumptions of Chinese business culture. Moreover, the book discusses the legal implications of guanxi as well as cultural expectations. This valuable handbook offers a wealth of information on guanxi: case studies of guanxi in action, managerial implications of saving face and reciprocity, measuring guanxi quality and performance indicators, step-by-step instructions for building guanxi, detailed strategies for penetrating the Chinese market. - Publisher.".
- catalog description "Includes bibliographical references (p. 199-219) and index.".
- catalog description "Research Background 2 -- Research Objectives 7 -- Conceptual Framework and Research Boundary 8 -- Chapter 2. Literature Review: Western Views 19 -- Western Views 20 -- Chapter 3. Literature Review: Chinese Views 31 -- Chinese Views 32 -- Relationship Rules 43 -- Comparison of Western and Chinese Views 49 -- Contrast Between Western and Chinese Views 54 -- Holistic Conceptualization of Relationship and Research Questions 57 -- Chapter 4. Guanxi Context and Constructs 61 -- Analysis of the Environmental Context in the PRC 62 -- Guanxi Model 68 -- Constructs 72 -- Interaction of Guanxi Constructs 80 -- Chapter 5. Theoretical and Practical Aspects 85 -- Implications for Theoretical Framework Development 85 -- Positive Functions of Guanxi 96 -- Guanxi Perspectives 100 -- Managerial Implications 112 -- Chapter 6. A Comprehensive Model 123 -- Guanxi Model 123 -- Case Study: Pattern Development According to Proposed Guanxi Model 130 -- Appendix A Literature Review 149 -- Gaps in Existing Literature 149 -- How the Research Gaps are Linked with the Rest of This Study 150 -- Summary of Research Questions 153 -- Appendix B Research Design and Methodology 157 -- Major Research Approach 157 -- Methodology 160 -- Survey Design 161 -- Appendix C Analysis of Data and Results 173 -- Data Analysis 173 -- In-Depth Interviews 191.".
- catalog extent "xiii, 229 p. :".
- catalog hasFormat "Guanxi.".
- catalog identifier "0789012898 (alk. paper)".
- catalog identifier "0789012901 (pbk. : alk. paper)".
- catalog isFormatOf "Guanxi.".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "New York : International Business Press,".
- catalog relation "Guanxi.".
- catalog spatial "China.".
- catalog subject "658.8/12 21".
- catalog subject "HF5415.55 .W66 2001".
- catalog subject "Relationship marketing China.".
- catalog tableOfContents "Research Background 2 -- Research Objectives 7 -- Conceptual Framework and Research Boundary 8 -- Chapter 2. Literature Review: Western Views 19 -- Western Views 20 -- Chapter 3. Literature Review: Chinese Views 31 -- Chinese Views 32 -- Relationship Rules 43 -- Comparison of Western and Chinese Views 49 -- Contrast Between Western and Chinese Views 54 -- Holistic Conceptualization of Relationship and Research Questions 57 -- Chapter 4. Guanxi Context and Constructs 61 -- Analysis of the Environmental Context in the PRC 62 -- Guanxi Model 68 -- Constructs 72 -- Interaction of Guanxi Constructs 80 -- Chapter 5. Theoretical and Practical Aspects 85 -- Implications for Theoretical Framework Development 85 -- Positive Functions of Guanxi 96 -- Guanxi Perspectives 100 -- Managerial Implications 112 -- Chapter 6. A Comprehensive Model 123 -- Guanxi Model 123 -- Case Study: Pattern Development According to Proposed Guanxi Model 130 -- Appendix A Literature Review 149 -- Gaps in Existing Literature 149 -- How the Research Gaps are Linked with the Rest of This Study 150 -- Summary of Research Questions 153 -- Appendix B Research Design and Methodology 157 -- Major Research Approach 157 -- Methodology 160 -- Survey Design 161 -- Appendix C Analysis of Data and Results 173 -- Data Analysis 173 -- In-Depth Interviews 191.".
- catalog title "Guanxi : relationship marketing in a Chinese context / Y.H. Wong, Thomas K.P. Leung.".
- catalog type "text".