Succeeding in China: The voices of experience

Juan Antonio Fernandez (First Author), Laurie Underwood (Participant Author)

Research output: Contribution to journalJournal

4 Citations (Web of Science)


What are the key success factors for an international manager in China today? This is the central question that leads to the extensive research undertaken for this article. To answer it, the authors decided to ask those who know best: 20 top executives heading up China operations for Fortune 500 companies. This article is the result of 20 interviews with CEOs, Presidents, and Country Managers of major multinationals in China. One of the most frequently repeated terms appearing in our interview transcripts is the word "guanxi," a term loosely translated from Chinese as a network of contacts. The top executives interviewed stressed the high importance of "guanxi" in successfully managing their organizations in China. [ABSTRACT FROM AUTHOR]
Original languageEnglish
Pages (from-to)402-416
JournalOrganizational Dynamics
Issue number4
Publication statusPublished - 2005

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  • Business
  • Management
  • Psychology

Indexed by

  • Scopus
  • SSCI


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