EXAMINING THE RELATIONSHIPS BETWEEN ENVIONMENTAL FORCES, KEY ELEMENTS OF INTERORGANIZTAIONAL GUANXI, AND EXCHANGE OUTCOMES

摘要

We propose that there are three key elements constituting interorganizational Guanxi,namely, personal Ganqing and two types of Renqing, such as collaborativecommunication and business support. We further argue that, due to the utilitariannature of interorganizational Guanxi, environmental dynamism and dependencewould significantly affect the development of personal Ganqing, as well as theRenqing offered by one company to the other. Finally, we propose that the operationalperformances of two companies engaged in interorganizational Guanxi are affected bypersonal Ganqing, and the two elements of Renqing. For this study, we develop andtest our hypotheses from the retailer's perspective in the context of Chinesemanufacturer-retailer relationships in the cellular phone industry by analyzing datacollected from one major Chinese cell phone manufacturer and its 297 retailers.