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Seminar: A Social Penetration Perspective of Relational Risks for Guanxi Boundary Spanners in Chinese-Foreign Business Interactions

Photo of Dr Hongzhi Gao
  • Topic: A Social Penetration Perspective of Relational Risks for Guanxi Boundary Spanners in Chinese-Foreign Business Interactions
  • Speaker: Dr Hongzhi Gao, Senior Lecturer, School of Marketing and International Business, Victoria University of Wellington
  • Venue:
  • When: 29th November, 2012, (Thu)
  • Time:

Abstract

Guanxi boundary-spanners are important gate openers and relationship facilitators for foreign firms and managers considering doing business in a close-knit Chinese society. Based on interviews with 33 Chinese and NZ-origin managers, we evaluated the underlying and intertwined social norm conflicts and strengths of guanxi ties, which create four types of relational risks for guanxi boundary-spanners and their patrons, namely ‘Unneeded Middleman’, ‘Profit Exploiter’, ‘Information Trader’, ‘Shameless Foreign Supporter’. We also discuss how the social penetration theory provides an overarching framework for us to evaluate these risks.

Presenter Profile

Dr Hongzhi Gao is a senior lecturer in the School of Marketing and International Business of the Victoria University of Wellington and also the Associate Director in the New Zealand Contemporary China Research Centre. Dr Gao earned his PhD from the University of Otago in 2009. His research areas include intercultural relationship management, product-country-image, crisis management and branding. He has published papers in Journal of Business Research, Long Range Planning, Industrial Marketing Management, Journal of Marketing Management, Journal of Business & Industrial Marketing, Appetite, British Food Journal, and among others. Hongzhi is currently an editorial review board member of Industrial Marketing Management. He originates from Jilin, a Northeastern province in China. Before coming to New Zealand in 2002, he worked as an analyst and then the chief analyst of foreign loan risks for the Jilin Provincial Government Department of Finance for six and half years.



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