Marketing

New Industrial Marketing Study Findings Recently Were Published by Researchers at University of New Haven

  2011 JUL 23 - (VerticalNews.com) -- According to the authors of a study from West Haven, Connecticut, "With a growing interest in doing business in a Confucian society, scholars and managers have given much attention to Guanxi as a governance mechanism. Yet, little has been known the unique aspects and the effectiveness of Guanxi-based governance."

  "To address such gap, we specify three distinct aspects of Guanxi in a business setting. First, Guanxi is a fine balance among three key elements: cling (emotion or feeling), li (reciprocity) and liyi (utilitarian benefits). Second, Guanxi pertains to dynamic, interactive relationships at both individual and organizational levels. Third, Guanxi is unalterably linked to the concept of Guanxi-networking (or more precisely, quanzi)," wrote Z.L. Yang and colleagues, University of New Haven.

  The researchers concluded: "Based on these unique aspects, we argue that industrial marketing scholars can borrow theories from veracious disciplines and call for more effort in the empirical examination of the interactions among the three aspects of Guanxi-based governance, the efficacy of Guanxi-based governance, the developmental process of Guanxi networks, and the interactions of interpersonal Guanxi to organizational Guanxi."

  Yang and colleagues published their study in Industrial Marketing Management (Guanxi as a governance mechanism in business markets: Its characteristics, relevant theories, and future research directions. Industrial Marketing Management, 2011;40(4 Sp. Iss.):492-495).

  For more information, contact C.L. Wang, University of New Haven, College Business, Dept. of Management Mkt & Quantitat Anal, West Haven, CT 06516, United States.

  Publisher contact information for the journal Industrial Marketing Management is: Elsevier Science Inc., 360 Park Avenue South, New York, NY 10010-1710, USA.

  Keywords: City:West Haven, State:Connecticut, Country:United States, Region:North and Central America, Advertising

  This article was prepared by VerticalNews Marketing editors from staff and other reports. Copyright 2011, VerticalNews Marketing via VerticalNews.com.