Both Chinese and Anglo-American cultures highlight the importance of interpersonal relationships for successful business. In Chinese and Anglo-American culture respectively, guanxi and networking are linguistic equivalents. However, cross-culturally there are emic differences, particularly of Chinese guanxi, which are not captured by these linguistic equivalencies. As such, Chinese guanxi remain somewhat mysterious to a non-Chinese audience. This study explores the differences between Chinese guanxi and Anglo-American networking through a process of semi-structured interviews with n=10 individuals familiar with both cultural contexts. The data indicate three major themes for Chinese guanxi: a heavy emphasis on reciprocity, a long-term orientation, and culture specific etiquette for building guanxi. Each theme is also furthered characterized by important sub-themes that further our understanding of Chinese guanxi. Implications for enhanced cross-cultural relationships are discussed. Keywords:guanxi, networking, China, American, cross-cultural
Lo, Kevin D. Chinese Guanxi and Anglo-American Networking: A Comparative Investigation of Cross-Cultural Interpersonal Business Relationships. Journal of International Management Studies (1993-1034) ;Oct 2012, Vol. 7 Issue 2, p216.