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عنوان فارسی مقاله:
محلی سازی در چین: چگونگی مداخله گوانگسی در روابط تجاری چین و ایالات متحده
عنوان انگلیسی مقاله:
Localization in China: How guanxi moderates Sino–US business relationships
سال انتشار : 2016
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بخشی از مقاله انگلیسی:
2. Localization and Guanxi
Firms engaging in international business activities must take account of the specific cultural norms and values of each different market (Hofstede, 2001), as cultural differences directly impact behavioral management practices as well as communications between international counterparts (Buckley et al., 2006).Since the debate on whether to standardize or localize has largely agreed on the use of both strategies simultaneously (e.g., Samiee et al., 2003; Vrontis, 2003), international businesses are encouraged to look for ways that enhance their performance and competitiveness through effective localization (Czinkota & Ronkainen, 1998). Some studies focus on the degree to which international firms localize their operation management (Ilari & La Grange, 1999; Zhang & Goffin, 2001), some look at the localization of marketing mix in different countries (Calantone et al., 2006; Magnusson, Westjohn, Semenov, Randrianasolo, & Zdravkovic, 2013; Shoham, 1996), whilst others investigate their foreign partners' strategic choices and relational competence, and their impact on localization (Kotabe & Zhao, 2002; Steenkamp & Geyskens, 2013). Hardesty (2008) and Nicholson, Gomez, and Gao (2011) are the only studies that discuss how localization influences firms' financial performance with empirical data. Hardesty (2008) finds that localization increases the cost of processing and distribution in retail. Nicholson et al. (2011) suggest that the cost of localization varies between different regions, hence impacting firms' financial performance, with consequences for their long-term competitiveness. Although past research has examined and discussed the importance of localization from various aspects, few studies have investigated localization in b2b markets (e.g. Yan & Gray, 1996). Extant research on localization has not discussed how international businesses could achieve better performance through localizing their b2b interactions in the foreign markets. Specifically, little research attention has explored how sellers' adaptation to local cultural norms can contribute to more fruitful b2b relationships with their respective local buyers. Such scant research attention on localization in relation to cross-border b2b relationships provides some support to the argument made by CocaStefaniak, Parker, & Rees (2010, p. 681) that “localization suffers from a rather limited body of knowledge.” Acknowledging that cultural differences lead to different business approaches and practices, this paper proposes to employ culturalspecific constructs as international firms' tools of localization and regards localization as the adaption of business approaches and practices appropriate to the local cultural context. Bridging the stream of guanxi literature to localization, it examines the impact of guanxi on the discussion of localization in China, arguing that an international business' relationship performance and longevity with Chinese counter parts are dependent on its adaption to the Chinese guanxi practices during their b2b interactions. Whilst generic frameworks and constructs derived from the Western developed countries often fail to explain human interactions across different cultural contexts (Lee & Dawes, 2005; Tsang, 1998; Yen, Barnes, & Wang, 2011), this paper reinforces the need for foreign firms to understand, adapt, and localize their relationship approach following the suggested guanxi practices when dealing with Chinese counterparts.
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کلمات کلیدی:
Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets https://journals.ama.org/doi/abs/10.1509/jimk.13.2.28.64860 by DY Lee - 2013 - Cited by 426 - Related articles Dorothy Ai-wan Yen and Ibrahim Abosag. (2016) Localization in China: How guanxi moderates Sino–US business relationships. Journal of Business Research ... Localization in China: How guanxi moderates Sino–US business ... https://www.deepdyve.com/.../localization-in-china-how-guanxi-moderates-sino-us-b... Jun 3, 2016 - Read "Localization in China: How guanxi moderates Sino–US business relationships, Journal of Business Research" on DeepDyve, the largest ... Localization in China: How guanxi moderates Sino–US business ... https://www.terkko.helsinki.fi/.../15405404_localization-in-china-h... Translate this page Localization in China: How guanxi moderates Sino–US business relationships. Added 278 days ago (24.09.2016). Journal: Journal of business research. Dorothy A. Yen - Google Scholar Citations https://scholar.google.com/citations?user=13ToLycAAAAJ&hl... Translate this page Senior Lecturer in Marketing, Brunel University London - brunel.ac.uk Investigating guanxi dimensions and relationship outcomes: Insights from ... Localization in China: How guanxi moderates Sino–US business relationships. Mixed Perceptions of Business-to-Government Guanxi ... - ASCE Library ascelibrary.org/doi/full/10.1061/%28ASCE%29EI.1943-5541.0000325?src=recsys Guanxi is the Chinese word for personal relationships or connections. ... from a low/moderate perception of B2G guanxi (48%) to passive-high/positive-high (52%). ... Yuan Renminbi (CNY) 31 trillion (equivalent to US$4.79 trillion in April 2016), ... Thus, conducting tendering and bidding for infrastructure projects in China is ... China: Guanxi and Corporate Security - Stratfor Worldview https://www.stratfor.com/article/china-guanxi-and-corporate-security Jan 16, 2008 - Many U.S. and other Western businesses, however, simply regard guanxi ... Indeed, excessive guanxi, which exceeds reasonable and moderate ... guanxi defines not only relationships but also how business is done in China.
