The impact of interpersonal guanxi on exercise of power in a Chinese marketing channel

Guijun Zhuang; Youmin Xi; Adel El-Ansary

doi:10.1080/10466690802014104

The impact of interpersonal guanxi on exercise of power in a Chinese marketing channel

Guijun Zhuang^*
, Youmin Xi
, Adel El-Ansary

^*Corresponding author for this work

Xi'an Jiaotong University
University of North Florida

Research output: Contribution to journal › Article › peer-review

18 Citations (Scopus)

Abstract

Taking retailers and their suppliers as the unit of analysis, this study investigated the impact of interpersonal guanxi on exercise of power in a Chinese marketing channel. By analyzing the data of 225 cases collected from the supplier side, the study found that interpersonal guanxi is composed of instrumental part and emotional part, and the emotional part, that is, the closeness in emotion between reps of channel partners, is positively related to a member's exercise of noncoercive power and negatively related to its exercise of coercive power, while the instrumental part, that is, the interactions between reps of channel partners, is positively related to a member's exercise of both noncoercive power and coercive power.

Original language	English
Pages (from-to)	185-210
Number of pages	26
Journal	Journal of Marketing Channels
Volume	15
Issue number	2-3
DOIs	https://doi.org/10.1080/10466690802014104
Publication status	Published - 2008
Externally published	Yes

Keywords

Conflict
Guanxi
Marketing channel
Power
Relationship marketing

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10.1080/10466690802014104

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title = "The impact of interpersonal guanxi on exercise of power in a Chinese marketing channel",

abstract = "Taking retailers and their suppliers as the unit of analysis, this study investigated the impact of interpersonal guanxi on exercise of power in a Chinese marketing channel. By analyzing the data of 225 cases collected from the supplier side, the study found that interpersonal guanxi is composed of instrumental part and emotional part, and the emotional part, that is, the closeness in emotion between reps of channel partners, is positively related to a member's exercise of noncoercive power and negatively related to its exercise of coercive power, while the instrumental part, that is, the interactions between reps of channel partners, is positively related to a member's exercise of both noncoercive power and coercive power.",

keywords = "Conflict, Guanxi, Marketing channel, Power, Relationship marketing",

author = "Guijun Zhuang and Youmin Xi and Adel El-Ansary",

note = "Funding Information: Address correspondence to Guijun Zhuang, Professor, The School of Management, Xi{\textquoteright}an Jiaotong University, Xi{\textquoteright}an, People{\textquoteright}s Republic of China 710049. E-mail: zhgj@mail.xjtu.edu.cn The authors wish to acknowledge the financial support from an NSF Program (No. 70318001 and No. 70121001) from the National Natural Science Foundation of China.",

year = "2008",

doi = "10.1080/10466690802014104",

language = "English",

volume = "15",

pages = "185--210",

journal = "Journal of Marketing Channels",

issn = "1046-669X",

number = "2-3",

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TY - JOUR

T1 - The impact of interpersonal guanxi on exercise of power in a Chinese marketing channel

AU - Zhuang, Guijun

AU - Xi, Youmin

AU - El-Ansary, Adel

N1 - Funding Information: Address correspondence to Guijun Zhuang, Professor, The School of Management, Xi’an Jiaotong University, Xi’an, People’s Republic of China 710049. E-mail: zhgj@mail.xjtu.edu.cn The authors wish to acknowledge the financial support from an NSF Program (No. 70318001 and No. 70121001) from the National Natural Science Foundation of China.

PY - 2008

Y1 - 2008

N2 - Taking retailers and their suppliers as the unit of analysis, this study investigated the impact of interpersonal guanxi on exercise of power in a Chinese marketing channel. By analyzing the data of 225 cases collected from the supplier side, the study found that interpersonal guanxi is composed of instrumental part and emotional part, and the emotional part, that is, the closeness in emotion between reps of channel partners, is positively related to a member's exercise of noncoercive power and negatively related to its exercise of coercive power, while the instrumental part, that is, the interactions between reps of channel partners, is positively related to a member's exercise of both noncoercive power and coercive power.

AB - Taking retailers and their suppliers as the unit of analysis, this study investigated the impact of interpersonal guanxi on exercise of power in a Chinese marketing channel. By analyzing the data of 225 cases collected from the supplier side, the study found that interpersonal guanxi is composed of instrumental part and emotional part, and the emotional part, that is, the closeness in emotion between reps of channel partners, is positively related to a member's exercise of noncoercive power and negatively related to its exercise of coercive power, while the instrumental part, that is, the interactions between reps of channel partners, is positively related to a member's exercise of both noncoercive power and coercive power.

KW - Conflict

KW - Guanxi

KW - Marketing channel

KW - Power

KW - Relationship marketing

UR - https://www.scopus.com/pages/publications/67650888643

U2 - 10.1080/10466690802014104

DO - 10.1080/10466690802014104

M3 - Article

AN - SCOPUS:67650888643

SN - 1046-669X

VL - 15

SP - 185

EP - 210

JO - Journal of Marketing Channels

JF - Journal of Marketing Channels

IS - 2-3

ER -

The impact of interpersonal guanxi on exercise of power in a Chinese marketing channel

Abstract

Keywords

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