Inward-outward guanxi contagion and employees' responses to managerial guanxi practices

Han Jiang, Albert Cannella, Lifang Gao, Jie Jiao

Research output: Contribution to journalArticlepeer-review

7 Scopus citations


Our study develops a new conceptual framework in which guanxi practices (managerial use of interpersonal ties to benefit their organizations) are analyzed by their focus (resources flowing inward or resources flowing outward) and their base (familiar-based on friendship ties; or family-based on kinship ties). Using this framework, we highlight the linkage between costs and benefits from using guanxi in Chinese business organizations, and show how the linkage depends on the guanxi base. Finally, we show how guanxi focus and guanxi base importantly affect employee responses to the use of guanxi practices in their organizations.

Original languageEnglish (US)
Pages (from-to)613-634
Number of pages22
JournalJournal of Management and Organization
Issue number5
StatePublished - Sep 2013


  • China
  • country or area studies
  • indigenous knowledge
  • networks
  • quantitative methods
  • research methods
  • survey studies
  • theoretical perspectives

ASJC Scopus subject areas

  • Business and International Management
  • Organizational Behavior and Human Resource Management


Dive into the research topics of 'Inward-outward guanxi contagion and employees' responses to managerial guanxi practices'. Together they form a unique fingerprint.

Cite this