University of Hertfordshire

By the same authors

Comparing Chinese and Arab Cultural Constructs: Guanxi and Wasta

Research output: Contribution to conferencePaper

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Original languageEnglish
Publication statusPublished - 5 Sep 2017
EventINDUSTRIAL MARKETING AND PURCHASING GROUP IN ASIA 2017 - DoubleTree by HIlton, Kuala Lumpur, Malaysia
Duration: 5 Sep 20178 Sep 2017
http://www.imp2017.com/conference-program.html

Conference

ConferenceINDUSTRIAL MARKETING AND PURCHASING GROUP IN ASIA 2017
Abbreviated titleIMP IN ASIA 2017
CountryMalaysia
CityKuala Lumpur
Period5/09/178/09/17
Internet address

Abstract

We start from the premise that cultural considerations are important both to understand inter-firm
relationships and networks (from the scientific perspective), and to manage relationships and
networks (from the managerial perspective). The focus is on cultural constructs from cultures other
than the Global West, with a specific focus on guanxi from Chinese culture and wasta from Arab
culture. Using qualitative data gathered in China and the UAE, we explore the differences and
similarities between guanxi and wasta in the context of business-to-business relationships. Clearly,
both constructs are important in relationship management within their relevant cultural contexts.
Many similarities are observed, for example in connection with the importance of family connections
as an antecedent and trust as a consequence of guanxi and wasta. Both constructs are associated with
‘face’ and ‘face saving’. Nevertheless, significant nuanced differences are identified between the two
cultural constructs.

Notes

Roudaina Houjeir, Amna Khan, and Ross Brennan, ‘Comparing Chinese and Arab Cultural Constructs: Guanxi and Wasta '. Paper presented at the IMP IN ASIA 2017 Conference, 5 – 8 September 2017, Kuala Lumpur, Malasyia

Research outputs

ID: 11626491