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Managing opportunism in China : the roles of Guanxi, environmental uncertainty, and management culture
Journal of Global Marketing
  • Ada Hiu kan WONG, Lingnan University, Hong Kong
  • Yu TIAN, Sun Yat-sen University; Hubei University of Economics
  • Patrick POON, Lingnan University, Hong Kong
Document Type
Journal article
Publication Date
  • Culture,
  • environmental uncertainty,
  • effect size,
  • guanxi,
  • opportunism
Opportunism is known to have detrimental effects on firm performance. Hence, this is important to investigate factors that reduce opportunism. This study aims to examine the effects of guanxi, environmental uncertainty, and management culture on opportunism in China. A questionnaire survey of 211 Chinese dealer companies reveals that guanxi reduces dealers' opportunism and this negative relationship is stronger among firms adopting a Chinese management culture. Environmental uncertainty shows positive effect on opportunism but the relationship is weakened by guanxi. The findings also suggest that the moderating effect of guanxi may be strengthened in the presence of a Chinese management culture.
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Copyright © 2016 Taylor & Francis Group, LLC. Access to external full text or publisher's version may require subscription.
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Citation Information
Wong, A. H. K., Tian, Y., & Poon, P. (2016). Managing opportunism in China: The roles of Guanxi, environmental uncertainty, and management culture. Journal of Global Marketing, 29(2), 98-111. doi: 10.1080/08911762.2016.1139223