关系在中国商业中的角色【英文】Guanxi.ppt

關系The Role of ‘Guanxi’ in China Business Howard Davies Objectives To clarify the meaning of ‘關系’ To note how ‘關系 is perceived by Western observers To consider 3 different explanations for the importance of guanxi in China To consider the role of guanxi in the future What is Guanxi 關系? What is Guanxi 關系? “the set of personal connections which an individual may draw upon to secure resources or advantage when doing business or in the course of social life” Davies 1995 Write Down Your Ideas on Guanxi Some Ideas On Guanxi? Personal Reciprocal obligations Continuing over time if nurtured Declining if neglected Insider/outsiders New friends/old friends Networks of connections ‘Investing’ in guanxi Consideration for others ‘People’ orientation WHAT ARE WESTERN PERCEPTIONS OF GUANXI? Guanxi = Corruption and Complication Building guanxi is expensive and time-consuming Without guanxi nothing can be done Difficult to identify who is the decision-maker Negotiations take too long How Can We Explain Why Guanxi is so Important in China? How Can We Explain Why Guanxi is so Important in China? Guanxi may be the product of Chinese culture Guanxi may be a very useful response to institutional weakness in China Guanxi may be a response to the opportunities arising from administrative controls 關系 as a Product of Chinese Culture I the Chinese individual’s experience is of “self in relation to other”, not the autonomous and self-contained self of the West - wu lun五倫 Chinese people tend to put others into categories more sharply than Westerners Chinese people are more family-oriented and regard helping the family as an ethical imperative - giving business to a relative seen as a god thing, not a bad thing Guanxi as a Product of Chinese Culture II Individuals are linked by: the ‘expressive’ tie - family - distribution by need ‘instrumental’ tie - strangers - earning a living - ‘mixed’ tie - with non-family people you expect to interact with into the future 關系as a Product of Chinese Cul