Document Type

Journal Article

Department/Unit

Department of Marketing

Abstract

This paper tests the impact of guanxi on behaviors among firms in a Chinese marketing channel. Guanxi is operationalized in this paper as emotional closeness and interactive state. We find that the emotional closeness between channel-boundary personnel of firms has a positive impact on their exercise of noncoercive power, a negative impact on their exercise of coercive power, and a negative impact on the perceived conflict between them. In addition, emotional closeness has an indirect but positive impact on perceived cooperation. Interactive state between the boundary personnel of two firms has a positive impact on a firm exercising noncoercive power and a negative impact on perceived conflict between them. At the same time, it is positively related to a firm exercising coercive power. This shows not only the significant influence of guanxi on a firm's channel behaviors but also the constructive effects of both emotional closeness and interactive state on marketing channel behaviors in China.

Publication Year

2010

Journal Title

Industrial Marketing Management

Volume number

39

Issue number

1

Publisher

Elsevier

First Page (page number)

137

Last Page (page number)

149

Referreed

1

DOI

10.1016/j.indmarman.2008.07.002

ISSN (print)

0019-8501

Link to Publisher’s Edition

http://dx.doi.org/10.1016/j.indmarman.2008.07.002

Keywords

Guanxi, Marketing channel, Exercise of power, Conflict, Cooperation

Included in

Marketing Commons

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