When Good Guanxi Turns Bad

Wilfried R. Vanhonacker (First Author)

    Research output: Contribution to journalJournal

    16 Citations (Web of Science)


    In China, guanxi, or personal connections, can divide the loyalties of the sales and procurement people your company depends on. If you're alert to its potential to cause mischief, you can head off relationships that could work against you.
    Original languageEnglish
    Pages (from-to)18-19
    JournalHarvard Business Review
    Issue number4
    Publication statusPublished - 2004

    Corresponding author email



    • China

    Indexed by

    • FT
    • ABDC-A
    • Scopus
    • SSCI


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