Cultivating Guanxi as a foreign investor strategy

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Guanxi vs networking: Distinctive configurations of affect- and cognition-based trust in the networks of Chinese vs American managers (2009, background): “Undeniably, Chinese business relationships have a strong socio-emotional component, typically involving personal gifts, shared meals, and introduction to family members (Pearce & Robinson, 2000; Trompenaars, 1994; Yang, 1988; Yang, 1994).”
Gift Giving, Guanxi and Illicit Payments in Buyer–Supplier Relations in China: Analysing the Experience of UK Companies (2005, background): “…a system which is based on the individual rather than the organisation (Chen, 1995) has led both Western businessmen (Yang, 1994) and academics (Pearce and Robinson, 2000; Wong and Chan, 1999) to identify aspects of guanxi with corruption, or at least with ‘‘a set of ethical priorities that…”
Guanxi and professional conduct in China: a management development perspective (2002, unknown): “As well, insider dealings can lead to corruption (Yi and Ellis, 2000; Pearce and Robinson, 2000).”