Guanxi-Building in the Workplace: A Dynamic Process Model of Working and BackdoorGuanxi

Journal of Business Ethics · 2011 · Volume 104 · Issue 1

Abstract

Guanxiis a complex construct of Chinese social interaction. Previous studies have focused on implications ofguanxifor business outcomes; few have examinedguanxidevelopment, which is the purpose of this study. Two theoretical modes of dynamicguanxiprocesses in the workplace are proposed: workingguanxiand backdoorguanxi. The two modes differ in frequency of interaction, frequency of exchange of favors, and how clear the parties are on what each stands to gain from a particular interaction. Although face is expected to play a role in the development of each, the type of face that is most important differs. For workingguanxi,lian(personal character) is most important. For backdoorguanxi,mianzi(status) is most important. Backdoorguanxiis the mode most likely to be associated with corruption, bribery, and client–patron relations. The psychological and social processes underlying development of these two modes ofguanxiare explored and a basic model proposed as a basis for future research onguanxi, face, and ethics.

Keywords

Face, Guanxi, Workplace relations, Chinese culture, Business ethics

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