The influence of relational demography and guanxi: The Chinese case

• 成果类型: Article; Proceedings Paper
• 署名作者: Farh, JL; Tsui, AS; Xin, K; Cheng, BS
• 署名单位: Hong Kong University of Science & Technology; University of Southern California; National Taiwan University
• 刊物名称: ORGANIZATION SCIENCE
• ISSN/ISSBN: 1047-7039
• DOI: 10.1287/orsc.9.4.471
• 发表日期: 1998
• 页码: 471-488
• 关键词: guanxi; trust; RELATIONAL DEMOGRAPHY; CHINA

摘要

Two studies were conducted to investigate the indigenous concept of guanxi and its applications in the Chinese context. Guanxi refers to the existence of direct particularistic ties between an individual and others. We relate the concept to the idea of relational demography, which refers to similarities or differences between an individual and others on such factors as age, gender, race, religion, education, and occupation. The two studies focused on the importance of guanxi and relational demography in Chinese employment settings. In study I, their importance was examined in a sample of 560 vertical dyads (i.e., between supervisor and subordinate) in Taiwan. In study 2, the effects were analyzed in a sample of 205 horizontal dyads, specifically between business executives and their important business connections (e.g., key customers, suppliers, bankers, government officials) in mainland China. Results support the importance of both guanxi and relational demography for subordinate trust in the supervisor, but only guanxi is found to be (extremely) important for business executives' trust in their connections. implications for future cross-cultural research on the effect of common ties are discussed.