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Asia Pacific Business Review Volume 16, 2010 - Issue 3: ‘Chinese Management in the New Millennium’: Markets and Managers in a Globalized Economy
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Articles

Business relationships in China: lessons about deep trust

Anton Kriz Newcastle Business School, University of Newcastle, Australia
&
Byron Keating Faculty of Business & Government, University of Canberra, AustraliaCorrespondence[email protected]
Pages 299-318 | Published online: 22 Jul 2010
 
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Abstract

Trust is acknowledged as a central tenet of business relationships. Yet for all the attention it receives, rarely has trust been investigated in the Chinese business setting. This study uses an emic approach to unearth some within-culture ‘truths’ about Chinese notions of trust in business exchange. The findings of this research suggest that deep trust (xinren), which is driven by reciprocal help and emotional bonding, is critical for doing business in China. A conceptual framework is provided to assist Western businesspersons to better understand the Chinese concept of trust as well as the interplay between its key antecedents.

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