Does drinking really matter? : an empirical study of the effect of drinking on Guanxi in Chinese B2B markets

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Does drinking really matter? : an empirical study of the effect of drinking on Guanxi in Chinese B2B markets

 

Author: Bai, Song
Title: Does drinking really matter? : an empirical study of the effect of drinking on Guanxi in Chinese B2B markets
Degree: D.B.A.
Year: 2016
Subject: Business communication.
China -- Commerce.
Corporate culture -- China.
Business networks -- China.
Hong Kong Polytechnic University -- Dissertations
Department: Faculty of Business
Pages: v, 125 pages : color illustrations
Language: English
InnoPac Record: http://library.polyu.edu.hk/record=b2929074
URI: http://theses.lib.polyu.edu.hk/handle/200/8761
Abstract: As a Chinese proverb goes, "a person's drinking character is the person's real character", drinking plays an important role in many Chinese social activities. Although many Chinese managers look at drinking as a critical capability to maintain guanxi with their buyers, there have been no formal studies about it. In this research, drawing on institutional theory, we propose a conceptual framework to investigate how drinking, as characterized by "drinking volume" and "drinking character," affects sales representatives' abilities to establish, maintain and enhance guanxi with their buyers in Chinese B2B markets. Based on the social penetration theory, we propose that drinking influences guanxi through enhancing self-disclosure and business communication, and that the impact of drinking on guanxi is moderated by buyer's birthplace, buyer's education and buyer firm's ownership. We test he hypotheses on 312 Chinese companies across China. Theoretical and managerial implications are discussed.

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