Relational marketing is increasingly important in business. Various studies (Amber 1995; Chen 1995; Davis 1995; Wong, 1999) have acknowledged trust, dependency and reciprocity as key dimensions of China's "Guanxi" business relationships, but not identified the interconnections among these. This paper explores these relationships to provide a better understanding of the nature of long-term business-to-business relationships between Chinese and Western firms. In addition, the development of a conceptual framework including these key Guanxi constructs and linking them to relationship performance is proposed, together with proposed future research.
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机译：关系营销在商业中越来越重要。各种研究（1995年Amber； Chen 1995； Davis 1995； Wong，1999）都承认信任，依赖和互惠是中国“广西”业务关系的关键方面，但并未确定它们之间的相互关系。本文探讨了这些关系，以更好地理解中西方公司之间长期的企业对企业关系的性质。此外，还提出了一个概念框架的开发，包括这些关键的关系构建并将它们与关系绩效联系起来，并提出了未来的研究。
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