Business-to-Business Relationships in Chinese Contexts: Conceptualising the Interconnections and Outcomes of Key Guanxi Constructs Freeman, Susan Young, Louise Lim, Chandler 10.4225/03/5938b69898eb4 https://bridges.monash.edu/articles/journal_contribution/Business-to-Business_Relationships_in_Chinese_Contexts_Conceptualising_the_Interconnections_and_Outcomes_of_Key_Guanxi_Constructs/5090539 Relational marketing is increasingly important in business. Various studies (Amber 1995; Chen 1995; Davis 1995; Wong, 1999) have acknowledged trust, dependency and reciprocity as key dimensions of China's "Guanxi" business relationships, but not identified the interconnections among these. This paper explores these relationships to provide a better understanding of the nature of long-term business-to-business relationships between Chinese and Western firms. In addition, the development of a conceptual framework including these key Guanxi constructs and linking them to relationship performance is proposed, together with proposed future research. 2017-06-08 02:29:42 alliances international business 2004 monash:2524 relational marketing dependency Guanxi reciprocity 1959.1/2524 trust