Understanding Relationship Quality in China and the U.S.

James Barry; Sandra S. Graca

Understanding Relationship Quality in China and the U.S.

James Barry
, Sandra S. Graca

Research output: Contribution to conference › Paper

Abstract

This paper analyzes two strains of relationship-building process in the West based on Interorganizational and relationship marketing orientation and in the East based on Interpersonal and guanxi orientation. The study examines a sample of 169 U.S. and 100 Chinese buyers and managers and their communication behavior that shapes relationship quality (trust, satisfaction, commitment and conflict resolution). Study findings shed light on the contextual differences in buyer’s focus. In China, participation is found to be more important while quality of communication is more important in the U.S. Frequency of communication is also found to play a role in improving the quality of communication and creating opportunities for greater participation between partners.

Original language	American English
State	Published - Jan 1 2017
Event	Academy of International Business Southeast Chapter (AIBSE) Conference Proceedings - Washington D.C., United States Duration: Oct 26 2017 → Oct 28 2017 https://us-se.aib.world/wp-content/uploads/sites/8/2020/10/2017-Proceedings-PUBLISHED.pdf

Conference

Conference	Academy of International Business Southeast Chapter (AIBSE) Conference Proceedings
Country/Territory	United States
City	Washington D.C.
Period	10/26/17 → 10/28/17
Internet address	https://us-se.aib.world/wp-content/uploads/sites/8/2020/10/2017-Proceedings-PUBLISHED.pdf

Keywords

cultural differences
cross-cultural
Relationship Quality
RM
Guanxi

Disciplines

Business

Access to Document

http://nsuworks.nova.edu/hcbe_facpres/909

Cite this

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title = "Understanding Relationship Quality in China and the U.S.",

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AB - This paper analyzes two strains of relationship-building process in the West based on Interorganizational and relationship marketing orientation and in the East based on Interpersonal and guanxi orientation. The study examines a sample of 169 U.S. and 100 Chinese buyers and managers and their communication behavior that shapes relationship quality (trust, satisfaction, commitment and conflict resolution). Study findings shed light on the contextual differences in buyer’s focus. In China, participation is found to be more important while quality of communication is more important in the U.S. Frequency of communication is also found to play a role in improving the quality of communication and creating opportunities for greater participation between partners.

KW - cultural differences

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KW - Relationship Quality

KW - RM

KW - Guanxi

M3 - Paper

T2 - Academy of International Business Southeast Chapter (AIBSE) Conference Proceedings

Y2 - 26 October 2017 through 28 October 2017

ER -

Understanding Relationship Quality in China and the U.S.

Abstract

Conference

Keywords

Disciplines

Access to Document

Fingerprint

Cite this