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Chen (2004) - ChinaManagement > Asian Management > Lectures > Independent Research > Guanxi
Chen (2004) - Guanxi dynamics and network buildingGuanxi refers to special relationships between two people, which can be roughly defined as a friendship where favours are done for each other. Guanxi binds people through favours, rather than sympathy or friendship. A point to make here is that the guanxi exchange benefits the weaker member more. This stems from the Confucian principle of maintaining harmony in unequal relationships, where the superior member looks after the subordinate. La (pulling) guanxi is the most commonly used strategy by the Chinese in network construction. It is where a relationship of favours is developed from a base where no (useful) relationship previously existed. There are many strategies one can use to build up a guanxi with someone else. This phenomenon is known as guanxixue, or "relationology". Zouhoumen (walking through the backdoor) is a popular method for getting things done in Mainland China. Guanxihu (specially connected individual or social organisation) is where people or organisations have built up guanxi with each other and will give each other preferential treatment Danwei (work unit) is another term for social organisation Guanxiwang is a web of connected networks.
Confucian relationships and guanxi
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