Research output: Contribution to conference › Paper › peer-review
Comparing Chinese and Arab Cultural Constructs: Guanxi and Wasta. / Houjeir, Roudaina; Khan, Amna; Brennan, David.
2017. Paper presented at INDUSTRIAL MARKETING AND PURCHASING GROUP IN ASIA 2017, Kuala Lumpur, Malaysia.Research output: Contribution to conference › Paper › peer-review
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TY - CONF
T1 - Comparing Chinese and Arab Cultural Constructs: Guanxi and Wasta
AU - Houjeir, Roudaina
AU - Khan, Amna
AU - Brennan, David
N1 - 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
PY - 2017/9/5
Y1 - 2017/9/5
N2 - We start from the premise that cultural considerations are important both to understand inter-firmrelationships and networks (from the scientific perspective), and to manage relationships andnetworks (from the managerial perspective). The focus is on cultural constructs from cultures otherthan the Global West, with a specific focus on guanxi from Chinese culture and wasta from Arabculture. Using qualitative data gathered in China and the UAE, we explore the differences andsimilarities 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 connectionsas 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 twocultural constructs.
AB - We start from the premise that cultural considerations are important both to understand inter-firmrelationships and networks (from the scientific perspective), and to manage relationships andnetworks (from the managerial perspective). The focus is on cultural constructs from cultures otherthan the Global West, with a specific focus on guanxi from Chinese culture and wasta from Arabculture. Using qualitative data gathered in China and the UAE, we explore the differences andsimilarities 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 connectionsas 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 twocultural constructs.
UR - http://www.imp2017.com/
M3 - Paper
T2 - INDUSTRIAL MARKETING AND PURCHASING GROUP IN ASIA 2017
Y2 - 5 September 2017 through 8 September 2017
ER -