The Role of Guanxi Networks in Vegetable Supply Chains: Empirical Evidence from P.R. China

null Lu Hualiang; J.H. Trienekens; S.W.F. Omta; S. Feng

doi:10.1080/08974430802587612

The Role of Guanxi Networks in Vegetable Supply Chains: Empirical Evidence from P.R. China

Lu Hualiang, J.H. Trienekens, S.W.F. Omta, S. Feng

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

8 Citations (Scopus)

Abstract

This study attempts to empirically investigate how the concepts of relationship marketing affect market performance in Chinese vegetable sector. We interviewed 167 vegetable farmers and 84 processing and exporting companies to test our conceptual relationship model. Results demonstrate that personal relationships (called guanxi in China) significantly improve interpersonal trust and transaction-specific investments, which eventually show a significant impact on market performance. Results imply that the impact of guanxi networks differ on farmers and on companies. The study also reveals that transaction-related attributes (such as risk, channel requirements, and transaction conditions) influence trust, investment behavior, and market performance together with guanxi networks. The article ends with several managerial implications regarding the development of relationship marketing in China

Original language	English
Pages (from-to)	98-115
Journal	Journal of International Food and Agribusiness Marketing
Volume	21
Issue number	2-3
DOIs	https://doi.org/10.1080/08974430802587612
Publication status	Published - 2009

Keywords

Buyer-seller relationships
Guanxi networks
P.R. China
Performance
Vegetables

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title = "The Role of Guanxi Networks in Vegetable Supply Chains: Empirical Evidence from P.R. China",

abstract = "This study attempts to empirically investigate how the concepts of relationship marketing affect market performance in Chinese vegetable sector. We interviewed 167 vegetable farmers and 84 processing and exporting companies to test our conceptual relationship model. Results demonstrate that personal relationships (called guanxi in China) significantly improve interpersonal trust and transaction-specific investments, which eventually show a significant impact on market performance. Results imply that the impact of guanxi networks differ on farmers and on companies. The study also reveals that transaction-related attributes (such as risk, channel requirements, and transaction conditions) influence trust, investment behavior, and market performance together with guanxi networks. The article ends with several managerial implications regarding the development of relationship marketing in China",

keywords = "Buyer-seller relationships, Guanxi networks, P.R. China, Performance, Vegetables",

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T1 - The Role of Guanxi Networks in Vegetable Supply Chains: Empirical Evidence from P.R. China

AU - Lu Hualiang, null

AU - Trienekens, J.H.

AU - Omta, S.W.F.

AU - Feng, S.

PY - 2009

Y1 - 2009

N2 - This study attempts to empirically investigate how the concepts of relationship marketing affect market performance in Chinese vegetable sector. We interviewed 167 vegetable farmers and 84 processing and exporting companies to test our conceptual relationship model. Results demonstrate that personal relationships (called guanxi in China) significantly improve interpersonal trust and transaction-specific investments, which eventually show a significant impact on market performance. Results imply that the impact of guanxi networks differ on farmers and on companies. The study also reveals that transaction-related attributes (such as risk, channel requirements, and transaction conditions) influence trust, investment behavior, and market performance together with guanxi networks. The article ends with several managerial implications regarding the development of relationship marketing in China

AB - This study attempts to empirically investigate how the concepts of relationship marketing affect market performance in Chinese vegetable sector. We interviewed 167 vegetable farmers and 84 processing and exporting companies to test our conceptual relationship model. Results demonstrate that personal relationships (called guanxi in China) significantly improve interpersonal trust and transaction-specific investments, which eventually show a significant impact on market performance. Results imply that the impact of guanxi networks differ on farmers and on companies. The study also reveals that transaction-related attributes (such as risk, channel requirements, and transaction conditions) influence trust, investment behavior, and market performance together with guanxi networks. The article ends with several managerial implications regarding the development of relationship marketing in China

KW - Buyer-seller relationships

KW - Guanxi networks

KW - P.R. China

KW - Performance

KW - Vegetables

U2 - 10.1080/08974430802587612

DO - 10.1080/08974430802587612

M3 - Article

SN - 0897-4438

VL - 21

SP - 98

EP - 115

JO - Journal of International Food and Agribusiness Marketing

JF - Journal of International Food and Agribusiness Marketing

IS - 2-3

ER -

The Role of Guanxi Networks in Vegetable Supply Chains: Empirical Evidence from P.R. China

Abstract

Keywords

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