Guanxi vs networking Distinctive configurations of affect.pdfVIP

Journal of International Business Studies (2009) 40, 490–508 2009 Academy of International Business All rights reserved 0047-2506 Guanxi vs networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs American managers 1 Roy Y J Chua , Abstract Michael W Morris2 and This research investigates hypotheses about differences between Chinese and Paul Ingram2 American managers in the configuration of trusting relationships within their professional networks. Consistent with hypotheses about Chinese familial 1 collectivism, an egocentric network survey found that affect- and cognition- 2Harvard Business School, Boston, USA; based trust were more intertwined for Chinese than for American managers. In Columbia University, Columbia Business School, addition, the effect of economic exchange on affect-based trust was more New York, USA positive for Chinese than for Americans, whereas the effect of friendship was Correspondence: more positive for Americans than for Chinese. Finally, the extent to which a R Y J Chua, Morgan Hall, 312 Harvard given relationship was highly embedded in ties to third parties increased Business School, Soldiers Field, Boston, cognition-based trust for Chinese but not for Americans. Implications for MA 02163, USA. cultural research and international business practices are discussed. Tel: þ 1 617 495 6465;