A bittersweet phenomenon: The internal structure, functional mechanism, and effect of guanxi on firm performance

作者：Nie Rui^*; Zhong Weiguo; Zhou Meihua; Jiang Weidong; Wang Xuehua

来源：Industrial Marketing Management, 2011, 40(4): 540-549.

DOI：10.1016/j.indmarman.2010.12.010

• Guanxi
• Interorganizational trust
• Relationship-specific investment
• Firm performance

This paper explores the mechanism of guanxi and how it affects firm performance from a constructive perspective. It aims to contribute to the extant literature by investigating the negative side of guanxi and expounding on how guanxi functions, adversely impacting firm performance. Specifically, as guanxi grows, its negative effect leads to erosion of firm performance. Further, interorganizational trust and relationship-specific investment, as two potential mediators, can enhance and amplify the eroding effect of guanxi on firm performance.

• 出版日期2011-5
• 单位中国矿业大学（北京）; 上海财经大学