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Article
Guanxi versus networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese and American managers
Journal of International Business Studies
  • Roy Y. J. Chua, Singapore Management University
  • Michael W. MORRIS, Columbia University
  • Paul INGRAM, Columbia University
Publication Type
Journal Article
Version
acceptedVersion
Publication Date
4-2009
Abstract

This research investigates hypotheses about differences between Chinese and American managers in the configuration of trusting relationships within their professional networks. Consistent with hypotheses about Chinese familial collectivism, an egocentric network survey found that affect- and cognition-based trust were more intertwined for Chinese than for American managers. In addition, the effect of economic exchange on affect-based trust was more positive for Chinese than for Americans, whereas the effect of friendship was more positive for Americans than for Chinese. Finally, the extent to which a given relationship was highly embedded in ties to third parties increased cognition-based trust for Chinese but not for Americans. Implications for cultural research and international business practices are discussed.

Keywords
  • guanxi,
  • trust,
  • culture,
  • social network
Identifier
10.1057/palgrave.jibs.8400422
Publisher
Springer
Copyright Owner and License
Authors
Creative Commons License
Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International
Additional URL
https://doi.org/10.1057/palgrave.jibs.8400422
Citation Information
Roy Y. J. Chua, Michael W. MORRIS and Paul INGRAM. "Guanxi versus networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese and American managers" Journal of International Business Studies Vol. 40 Iss. 3 (2009) p. 490 - 508 ISSN: 0047-2506
Available at: http://works.bepress.com/roy_chua/24/