The Effects of Boundary Spanners’ Personal Relationships on Interfirm Collaboration and Conflict : A Study of the Role of Guanxi in China

Research output: Journal Publications and ReviewsRGC 21 - Publication in refereed journalpeer-review

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Detail(s)

Original languageEnglish
Pages (from-to)19-40
Journal / PublicationJournal of Supply Chain Management
Volume53
Issue number3
Online published17 Nov 2016
Publication statusPublished - Jul 2017

Abstract

This research studies a unique type of personal relationship between boundary spanners, namely guanxi (connection), in China. We maintain that such guanxi involves interpersonal ganqing (emotional attachment) and two elements of exchange of favor between organizations: information favor and business support. We empirically test our model in the context of a cellular phone distribution network, which consists of one major Chinese cellular phone manufacturer and its 277 independent retailers. Our results show that environmental dynamism and interdependence significantly affect the frequency of boundary spanners’ interactions and the development of interpersonal ganqing between them, which subsequently influences interfirm favor exchanges and then interfirm conflicts. Theoretical and managerial implications are discussed.

Research Area(s)

  • boundary spanner, China, collaboration, conflict, dependence, dynamism, ganqing, guanxi, resource dependence theory, transaction cost theory

Bibliographic Note

Full text of this publication does not contain sufficient affiliation information. With consent from the author(s) concerned, the Research Unit(s) information for this record is based on the existing academic department affiliation of the author(s).

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