References
- Barnes, Bradley R., Dorothy Yen, and Lian X. Zhou. 2011. “Investigating Guanxi Dimensions and Relationship Outcomes: Insights from Sino-Anglo Business Relationships.” Industrial Marketing Management 40 (4):510–21. doi: https://doi.org/10.1016/j.indmarman.2010.12.007.
- Blau, Peter M. 1964. Exchange and Power in Social Life. New York: J. Wiley.
- Chakrabarty, Subhra, Gene Brown, and Robert Widing. 2010. “The Effects of Perceived Customer Dependence on Salesperson Influence Strategies.” Journal of Personal Selling & Sales Management 30 (4):327–41. doi: https://doi.org/10.2753/PSS0885-3134300403.
- Chen, Ming-Huei, Yu-Yu Chang, and Chia-Yu Lee. 2015. “Creative Entrepreneurs’ Guanxi Networks and Success: Information and Resource.” Journal of Business Research 68 (4):900–5. doi: https://doi.org/10.1016/j.jbusres.2014.11.049.
- Chen, Haozhe, Alexander E. Ellinger, and Yu Tian. 2011. “Manufacturer–Supplier Guanxi Strategy: An Examination of Contingent Environmental Factors.” Industrial Marketing Management 40 (4):550–60. doi: https://doi.org/10.1016/j.indmarman.2010.12.011.
- Cheng, T. C. E., F. K. Yip, and A. C. L. Yeung. 2012. “Supply Risk Management via Guanxi in the Chinese Business Context: The Buyer’s Perspective.” International Journal of Production Economics 139 (1):3–13. doi: https://doi.org/10.1016/j.ijpe.2011.03.017.
- DeVellis, Robert F. 2016. Scale Development: Theory and Applications. Vol. 26. Thousand Oaks, CA: Sage publications.
- Drollinger, Tanya, and Lucette B. Comer. 2013. “Salesperson’s Listening Ability as an Antecedent to Relationship Selling.” Journal of Business & Industrial Marketing 28 (1):50–9. doi: https://doi.org/10.1108/08858621311285714.
- Easton, Geoff. 2002. “Marketing: A Critical Realist Approach.” Journal of Business Research 55 (2):103–9. doi: https://doi.org/10.1016/S0148-2963(00)00145-4.
- Echchakoui, Said. 2017. “Effect of Salesperson Personality on Sales Performance from the Customer’s Perspective: Application of Socioanalytic Theory.” European Journal of Marketing 51 (9–10):1739–67. doi: https://doi.org/10.1108/EJM-03-2016-0147.
- Emerson, Richard M. 1962. “Power-Dependence Relations.” American Sociological Review 27 (1):31. doi: https://doi.org/10.2307/2089716.
- Fan, Y. 2002. “Ganxi’s Consequences: Personal Gains at Social Cost.” Journal of Business Ethics 38 (4):371–80. doi: https://doi.org/10.1023/A:1016021706308.
- Farh, Jiing-Lih, Anne S. Tsui, Katherine Xin, and Bor-Shiuan Cheng. 1998. “The Influence of Relational Demography and Guanxi: The Chinese Case.” Organization Science 9 (4):471–88. doi: https://doi.org/10.1287/orsc.9.4.471.
- Filipova-Neumann, Lilia, and Peter Welzel. 2010. “Reducing Asymmetric Information in Insurance Markets: Cars with Black Boxes.” Telematics and Informatics 27 (4):394–403. doi: https://doi.org/10.1016/j.tele.2010.03.003.
- Frazier, Gary L., and John O. Summers. 1984. “Interfirm Influence Strategies and Their Application within Distribution Channels.” Journal of Marketing 48 (3):43–55. doi: https://doi.org/10.2307/1251328.
- French, J. R., Jr, and Bertram Raven. 1959. “The Bases of Social Power.” In Studies in Social Power, edited by D. Cartwright, 150–67. Oxford, UK: University of Michigan.
- Fu, Ping Ping, Anne S. Tsui, and Gregory G. Dess. 2006. “The Dynamics of Guanxi in Chinese Hightech Firms: Implications for Knowledge Management and Decision Making.” Management International Review 46 (3):277–305. doi: https://doi.org/10.1007/s11575-006-0048-z.
- Gabler, Colin B., Raj Agnihotri, and Omar S. Itani. 2017. “Can Salesperson Guilt Lead to More Satisfied Customers? Findings from India.” Journal of Business & Industrial Marketing 32 (7):951–61. doi: https://doi.org/10.1108/JBIM-12-2016-0287.
- Gallarotti, Giulio M. 2011. “Soft Power: What It is, Why It’s Important, and the Conditions for Its Effective Use.” Journal of Political Power 4 (1):25–47. doi: https://doi.org/10.1080/2158379X.2011.557886.
- Geddie, Morgan W., Agnes L. DeFranco, and Mary F. Geddie. 2005. “A Comparison of Relationship Marketing and Guanxi: Its Implications for the Hospitality Industry.” International Journal of Contemporary Hospitality Management 17 (7):614–32. doi: https://doi.org/10.1108/09596110510620681.
- Giacobbe, Ralph W., Donald W. Jackson, Lawrence A. Crosby, and Claudia M. Bridges. 2006. “A Contingency Approach to Adaptive Selling Behavior and Sales Performance: Selling Situations and Salesperson Characteristics.” Journal of Personal Selling & Sales Management 26 (2):115–42. doi: https://doi.org/10.2753/PSS0885-3134260202.
- Gordon, Randall A. 1996. “Impact of Ingratiation on Judgments and Evaluations: A Meta-Analytic Investigation.” Journal of Personality and Social Psychology 71 (1):54–70. doi: https://doi.org/10.1037/0022-3514.71.1.54.
- Gu, Flora F., Kineta Hung, and David K. Tse. 2008. “When Does Guanxi Matter? Issues of Capitalization and Its Dark Sides.” Journal of Marketing 72 (4):12–28. doi: https://doi.org/10.1509/jmkg.72.4.12.
- Guenzi, Paolo, M. De Luca Luigi, and Rosann Spiro. 2016. “The Combined Effect of Customer Perceptions about a Salesperson’s Adaptive Selling and Selling Orientation on Customer Trust in the Salesperson: A Contingency Perspective.” Journal of Business & Industrial Marketing 31 (4):553–64. doi: https://doi.org/10.1108/JBIM-02-2015-0037.
- Guerrero, Laura K., Peter A. Andersen, and Walid A. Afifi. 2017. Close Encounters: Communication in Relationships: SAGE Publications.
- Guo, Lei, and Irene C. L. Ng. 2012. “The Antecedents of Salespeople’s Relational Behaviors.” Journal of Business & Industrial Marketing 27 (5):412–9. doi: https://doi.org/10.1108/08858621211236089.
- Hair, J. F., William C. Black, Barry J. Babin, and Rolph E. Anderson. 2014. Multivariate Data Analysis. Harlow: Pearson Education Limited.
- Harman, Harry H. 1967. Modern Factor the Analysis. Chicago, IL: University of Chicago Press.
- Heide, Jan B., and George John. 1988. “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels.” Journal of Marketing 52 (1):20–35. doi: https://doi.org/10.2307/1251683.
- Ho, David Y. F. 1976. “On the Concept of Face.” American Journal of Sociology 81 (4):867–84. doi: https://doi.org/10.1086/226145.
- Hochstein, Bryan, Willy Bolander, Ronald Goldsmith, and Christopher R. Plouffe. 2019. “Adapting Influence Approaches to Informed Consumers in High-Involvement Purchases: Are Salespeople Really Doomed?” Journal of the Academy of Marketing Science 47 (1):118–37. doi: https://doi.org/10.1007/s11747-018-0609-2.
- Huang, Ying, Yadong Luo, Yi Liu, and Qian Yang. 2016. “An Investigation of Interpersonal Ties in Interorganizational Exchanges in Emerging Markets: A Boundary-Spanning Perspective.” Journal of Management 42 (6):1557–87. doi: https://doi.org/10.1177/0149206313511115.
- Hwang, Kwang-Kuo. 1987. “Face and Favor, the Chinese Power Game.” American Journal of Sociology 92 (4):944–74. Jan, doi: https://doi.org/10.1086/228588.
- Jacobs, J. Bruce. 1979. “A Preliminary Model of Particularistic Ties in Chinese Political Alliances: Kan-Ch’ing and Kuan-Hsi in a Rural Taiwanese Township.” The China Quarterly (78):237–73. doi: https://doi.org/10.1017/S0305741000040467.
- Kadic-Maglajlic, Selma, Irena Vida, Claude Obadia, and Richard Plank. 2016. “Clarifying the Influence of Emotional Intelligence on Salesperson Performance.” Journal of Business & Industrial Marketing 31 (7):877–88. doi: https://doi.org/10.1108/JBIM-09-2015-0168.
- Kelman, Herbert C. 1958. “Compliance, Identification, and Internalization: Three Processes of Attitude Change.” Journal of Conflict Resolution 2 (1):51–60. doi: https://doi.org/10.1177/002200275800200106.
- Keltner, Dacher, Deborah H. Gruenfeld, and Cameron Anderson. 2003. “Power, Approach, and Inhibition.” Psychological Review 110 (2):265–84. doi: https://doi.org/10.1037/0033-295x.110.2.265.
- Kipnis, David, and Stuart M. Schmidt. 1988. “Upward-Influence Styles: Relationship with Performance Evaluations, Salary, and Stress.” Administrative Science Quarterly 33 (4):528–42. doi: https://doi.org/10.2307/2392642.
- Lee, Don Y., and Philip L. Dawes. 2005. “Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets.” Journal of International Marketing 13 (2):28–56. doi: https://doi.org/10.1509/jimk.13.2.28.64860.
- Lee, Liane W. Y., Yiming Tang, Leslie S. C. Yip, and Piyush Sharma. 2018. “Managing Customer Relationships in the Emerging Markets - Guanxi as a Driver of Chinese Customer Loyalty.” Journal of Business Research 86:356–65. doi: https://doi.org/10.1016/j.jbusres.2017.07.017.
- Leonidou, Leonidou C., Constantine S. Katsikeas, and John Hadjimarcou. 2002. “Executive Insights: Building Successful Export Business Relationships: A Behavioral Perspective.” Journal of International Marketing 10 (3):96–115. doi: https://doi.org/10.1509/jimk.10.3.96.19543.
- Leung, T. K. P., and Y. H. Wong. 2001. “The Ethics and Positioning of Guanxi in China.” Marketing Intelligence & Planning 19 (1):55–64. doi: https://doi.org/10.1108/02634500110363826.
- Li, Jie, Gong Sun, and Zhiming Cheng. 2017. “The Influence of Political Skill on Salespersons’ Work Outcomes: A Resource Perspective.” Journal of Business Ethics 141 (3):551–62. doi: https://doi.org/10.1007/s10551-015-2696-z.
- Lin, Jun, and Steven X. Si. 2010. “Can Guanxi Be a Problem? Contexts, Ties and Some Unfavorable Consequences of Social Capital in China.” Asia Pacific Journal of Management 27:561–81.
- Low, Wen S., and Cheng T. Li. 2019. “Power Advantage: Antecedents and Consequences in Supplier-Retailer Relationships.” Journal of Business & Industrial Marketing 34 (6):1323–38. doi: https://doi.org/10.1108/JBIM-08-2017-0192.
- Luk, Sherriff T. K., Lorna Fullgrabe, and Stephen C. Y. Li. 1999. “Managing Direct Selling Activities in China: A Cultural Explanation.” Journal of Business Research 45 (3):257–66. doi: https://doi.org/10.1016/S0148-2963(97)00237-3.
- Magee, Joe C., Adam D. Galinsky, and Deborah H. Gruenfeld. 2007. “Power, Propensity to Negotiate, and Moving First in Competitive Interactions.” Personality & Social Psychology Bulletin 33 (2):200–12. doi: https://doi.org/10.1177/0146167206294413.
- Maslow, Abraham H. 1943. “A Theory of Human Motivation”. Psychological Review 50 (4):370-396. doi: https://doi.org/10.1037/h0054346.
- McFarland, Richard G., Goutam N. Challagalla, and Tasadduq A. Shervani. 2006. “Influence Tactics for the Adaptive as Effective Selling.” Journal of Marketing 70 (4):103–17. doi: https://doi.org/10.1509/jmkg.70.4.103.
- Mishra, Hari, Piyush Sinha, and Surabhi Koul. 2017. “Customer Dependence and Customer Loyalty in Traditional and Modern Format Stores.” Journal of Indian Business Research 9 (1):59–78. doi: https://doi.org/10.1108/JIBR-12-2015-0126.
- Molm, Linda D. 2015. “Power-Dependence Theory.” In The Blackwell Encyclopedia of Sociology, edited by G. Ritzer. Hoboken, NJ: Wiley. https://doi.org/https://doi.org/10.1002/9781405165518.wbeosp082.pub2.
- Morgan, Robert M., and Shelby D. Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.” Journal of Marketing 58 (3):20–38. doi: https://doi.org/10.2307/1252308.
- Mossholder, Kevin W., Randall P. Settoon, and Stephanie C. Henagan. 2005. “A Relational Perspective on Turnover: Examining Structural, Attitudinal, and Behavioral Predictors.” Academy of Management Journal 48 (4):607–18. doi: https://doi.org/10.2307/20159682.
- Nunnally, Jum C. 1978. “An Overview of Psychological Measurement.” In Clinical Diagnosis of Mental Disorders: A Handbook, edited by Benjamin B. Wolman, 97–146. Boston, MA: Springer US.
- Nye Jr, Joseph S. 2004. “Soft Power and American Foreign Policy.” Political Science Quarterly 119 (2):255–70. doi: https://doi.org/10.2307/20202345.
- Park, Seung H., and Yadong Luo. 2001. “Guanxi and Organizational Dynamics: Organizational Networking in Chinese Firms.” Strategic Management Journal 22 (5):455–77. doi: https://doi.org/10.1002/smj.167.
- Plouffe, Christopher R., Willy Bolander, and Joseph A. Cote. 2014. “Which Influence Tactics Lead to Sales Performance? It is a Matter of Style.” Journal of Personal Selling & Sales Management 34 (2):141–59. doi: https://doi.org/10.1080/08853134.2014.890901.
- Podsakoff, Philip M., and Dennis Organ. 1986. “Self-Reports in Organizational Research: Problems and Prospects.” Journal of Management 12 (4):531–44. doi: https://doi.org/10.1177/014920638601200408.
- Podskoff, Philip M., Scott B. Mackenzie, Jeong-Yeon Lee, and Nathan P. Podsakoff. 2003. “Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies.” Journal of Applied Psychology 88 (5):879–903. doi: https://doi.org/10.1037/0021-9010.88.5.879
- Pousa, Claudio, Timothy Hardie, and Xiaodi Zhang. 2018. “Promoting Frontline Employee Customer Orientation in China: A Replication and a Comparison.” International Journal of Bank Marketing 36 (5):849–67. doi: https://doi.org/10.1108/IJBM-04-2017-0078.
- Preacher, Kristopher J., and Andrew F. Hayes. 2008. “Asymptotic and Resampling Strategies for Assessing and Comparing Indirect Effects in Multiple Mediator Models.” Behavior Research Methods 40 (3):879–91. doi: https://doi.org/10.3758/BRM.40.3.879.
- Raven, Bertram H. 1992. “A Power/Interaction Model of Interpersonal Influence: French and Raven Thirty Years Later.” Journal of Social Behavior and Personality 7 (2):217–44.
- Schultz, Roberta J., and Kenneth R. Evans. 2002. “Strategic Collaborative Communication by Key Account Representatives.” The Journal of Personal Selling and Sales Management 22 (1):23–31.
- Shannahan, Kirby L. J., Rachelle J. Shannahan, and Alan J. Bush. 2013. “Salesperson Coachability: What It is and Why It Matters.” Journal of Business & Industrial Marketing 28 (5):411–20. doi: https://doi.org/10.1108/08858621311330254.
- Shen, Lu, Chuang Zhang, and Wenbo Teng. 2019. “The Double-Edged Effects of Guanxi on Partner Opportunism.” Journal of Business & Industrial Marketing 34 (6):1313–22. doi: https://doi.org/10.1108/JBIM-01-2018-0039.
- Spiro, Rosann L., and William D. Perreault. 1979. “Influence Use by Industrial Salesmen: Influence-Strategy Mixes and Situational Determinants.” The Journal of Business 52 (3):435–55. doi: https://doi.org/10.1086/296057.
- Standifird, Stephen S., and R. Scott Marshall. 2000. “The Transaction Cost Advantage of Guanxi-Based Business Practices.” Journal of World Business 35 (1):21–42. doi: https://doi.org/10.1016/S1090-9516(99)00032-2.
- Su, Chenting, and James E. Littlefield. 2001. “Entering Guanxi: A Business Ethical Dilemma in Mainland China?” Journal of Business Ethics 33 (3):199–210. doi: https://doi.org/10.1023/A:1017570803846.
- Treadway, Darren C., Gerald R. Ferris, Allison B. Duke, Garry L. Adams, and Jason B. Thatcher. 2007. “The Moderating Role of Subordinate Political Skill on Supervisors’ Impressions of Subordinate Ingratiation and Ratings of Subordinate Interpersonal Facilitation.” The Journal of Applied Psychology 92 (3):848–55. doi: https://doi.org/10.1037/0021-9010.92.3.848.
- Tseng, Lu-Ming. 2016. “The Link between Guanxi and Customer-Salesperson Collusion the Case of Taiwan’s Insurance Industry.” International Journal of Conflict Management 27 (3):353–78. doi: https://doi.org/10.1108/IJCMA-08-2015-0049.
- Ustüner, Tuba, and David Godes. 2006. “Better Sales Networks.” Harvard Business Review 84 (7-8):102–12.
- Venkatesh, R., Ajay K. Kohli, and Gerald Zaltman. 1995. “Influence Strategies in Buying Centers.” Journal of Marketing 59 (4):71–82. doi: https://doi.org/10.1177/002224299505900406.
- Waheed, Kareem, and Sonjaya Gaur. 2012. “An Empirical Investigation of Customer Dependence in Interpersonal Buyer-Seller Relationships.” Asia Pacific Journal of Marketing and Logistics 24 (1):102–24. doi: https://doi.org/10.1108/13555851211192722.
- Wang, Cheng L. 2007. “Guanxi vs. Relationship Marketing: Exploring Underlying Differences.” Industrial Marketing Management 36 (1):81–6. doi: https://doi.org/10.1016/j.indmarman.2005.08.002.
- Wang, Guocai, Xiaoyan Wang, and Yi Zheng. 2014. “Investing in Guanxi: An Analysis of Interpersonal Relation-Specific Investment (RSI) in China.” Industrial Marketing Management 43 (4):659–70. doi: https://doi.org/10.1016/j.indmarman.2013.11.008.
- Wong, Y. H., and Ricky Yee-kwong Chan. 1999. “Relationship Marketing in China: Guanxi, Favouritism and Adaptation.” Journal of Business Ethics 22 (2):107–18. doi: https://doi.org/10.1023/A:1006077210425.
- Xie, Chunyan, and Sven Haugland. 2016. “Formation of Reputation in Business Markets.” Journal of Business-to-Business Marketing 23 (1):25–45. doi: https://doi.org/10.1080/1051712X.2016.1148445.
- Yang, Kuo-Shu. 1995. “Chinese Social Orientation: An Integrative Analysis.” In Chinese Societies and Mental Health, edited by Tsung-Yi; Tseng Lin, Wen-Shing; Yeh, Eng-Kung, 19–39. Hong Kong: Oxford University Press.
- Yang, Mayfair Mei-hui. 1994. Gifts, Favors, and Banquets: The Art of Social Relationships in China. Ithaca, NY: Cornell University Press.
- Yang, Yi-Yin. 2000. “One of Us (Zijiren): A Case Study on the Classification of Chinese Relationships.” In Indigenous Psychological Research in Chinese Societies, 277–316.
- Yen, Dorothy A., Bradley R. Barnes, and Cheng L. Wang. 2011. “The Measurement of Guanxi: Introducing the GRX Scale.” Industrial Marketing Management 40 (1):97–108. doi: https://doi.org/10.1016/j.indmarman.2010.09.014.
- Yukl, Gary A., and J. Bruce Tracey. 1992. “Consequences of Influence Tactics Used with Subordinates, Peers, and the Boss.” Journal of Applied Psychology 77 (4):525–35. doi: https://doi.org/10.1037/0021-9010.77.4.525.
- Zhuang, Guijun, Youmin Xi, and Alex S. L. Tsang. 2010. “Power, Conflict, and Cooperation: The Impact of Guanxi in Chinese Marketing Channels.” Industrial Marketing Management 39 (1):137–49. doi: https://doi.org/10.1016/j.indmarman.2008.07.002.