uu.seUppsala University Publications
Change search
ReferencesLink to record
Permanent link

Direct link
The Effect of Guanxi on the Foreign Market Entry Process into China: The Swedish Case
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.
2010 (English)Doctoral thesis, monograph (Other academic)
Abstract [en]

Business network theory believes that foreign market entry of a firm is the result of the interactions between the actors of the firm and the network. The foreign country’s network conditions will inevitably influence the process. When entering into China, the Western firms have to face some new network conditions that derive from its socio-cultural environment. The purpose of the thesis is to test one of the cultural specialties, guanxi’s effect on the foreign market entry process of the Western firms into China. Using data collected from Swedish firms established in China, this study finds that the market entry process of Western firms into China appear to show some different features compared with that into Western country markets. It takes more time to become established in China, more social activities and more non-business actors are involved in the process. These social activities within business circles are shown to contribute to the longer establishment time for Western firms operating in China. Moreover, establishment in China is more time-consuming for manufacturing firms than service firms. It requires, among other things, that expatriates actively take part in both business and social activities in China and make efforts to maintain social ties with their Chinese counterparts. The findings contribute to the business network theory by suggesting the existence of a social dimension to the business relationships and the need of a multi-level perspective of business relationships and networks.

Place, publisher, year, edition, pages
Uppsala: Företagsekonomiska institutionen , 2010. , 169 p.
Doctoral thesis / Företagsekonomiska institutionen, Uppsala universitet, ISSN 1103-8454 ; 149
Keyword [en]
Foreign market entry, Chinese market, Guanxi
National Category
Business Administration
Research subject
Business Studies
URN: urn:nbn:se:uu:diva-130871OAI: oai:DiVA.org:uu-130871DiVA: diva2:351595
Public defence
2010-10-15, Hörsal 2, Ekonomikum, Kyrkogårdsg. 10, Uppsala, 13:15 (English)
Available from: 2010-09-24 Created: 2010-09-15 Last updated: 2011-03-04

Open Access in DiVA

No full text

Search in DiVA

By author/editor
Yang, Tao
By organisation
Department of Business Studies
Business Administration

Search outside of DiVA

GoogleGoogle Scholar
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

Total: 935 hits
ReferencesLink to record
Permanent link

Direct link