Toward a gatekeeping perspective of insider-outsider relationship development in China

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review

14 Scopus Citations
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Detail(s)

Original languageEnglish
Pages (from-to)312-320
Journal / PublicationJournal of World Business
Volume49
Issue number3
StatePublished - 2014

Abstract

The aim of this study is to explore how relational gatekeepers facilitate the development of relationships between out-group members and in-group members in an intercultural business environment, and to bring to the surface the inter-cultural and inter-networked nuances of guanxi. Based on interviews with managers from China and New Zealand, the workings of Chinese-Western business relationships and the roles of relational gatekeepers are explored. Empirical findings reveal three key gatekeeping roles, namely reciprocal, adaptive and symbolic, used for enabling the development of intercultural business relationships. We offer a structural hole explanation of intercultural gatekeeping in a seemingly contradictory and irreconcilable inter-networked environment. Our study also provides strategic implications of intercultural gatekeeping for foreign outsiders and recommends practical approaches for reaching the decision makers and resource integrators in jealously protected local business networks. © 2013 Elsevier Inc.

Research Area(s)

  • Adaptive gatekeeping, Business networks, Chinese-Western relationships, Guanxi, Reciprocal gatekeeping, Symbolic gatekeeping

Citation Format(s)

Toward a gatekeeping perspective of insider-outsider relationship development in China. / Gao, Hongzhi; Knight, John G.; Yang, Zhilin; Ballantyne, David.

In: Journal of World Business, Vol. 49, No. 3, 2014, p. 312-320.

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review