The practice of guanxi in the western setting: an exploratory study

S.J. Paliwoda, G. Lou, P. Luk, C. Chau

Research output: Contribution to conferencePaperpeer-review


This paper examines the business practice of Guanxi by Chinese businessmen in the Western setting of Glasgow, Scotland. Since Guanxi, a concept related to personal connection and relationship, is not distant from the Western concept of relationship marketing, this exploratory research intends to lay the foundation for a more comprehensive study concerning Westerners in a similar setting.
Original languageEnglish
Publication statusPublished - 2007
EventAcademy of International Business Conference - Indianapolis, USA
Duration: 14 Jun 200728 Jun 2007


ConferenceAcademy of International Business Conference
CityIndianapolis, USA


  • guanxi
  • relationship marketing


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