Guanxi and Business Strategy

Theory and Implications for Multinational Companies in China

This book examines a topic of paramount importance to those doing business with China: the impact of personal relationships (guanxi) on business affairs. It shows that the commercial utilization of guanxi with suppliers, customers, competitors and authorities yields significant sustainable competitive advantages. Coverage also assesses guanxi-based business strategies in terms of compliance with legal and ethical standards.

... an admittedly provocative question: what if multinational companies needed to
make strategic use of guƗnxì in order to be successful on the Chinese market?
Would this mean that they should terminate their business activities in China?