The fine line between jianli guanxi and la guanxi.

• Main Author: Loh, Wan Fong.
• Other Authors: School of Humanities and Social Sciences
• Format: Final Year Project
• Language: English
• Published: 2011
• Subjects: DRNTU::Social sciences::Psychology::Applied psychology
• Online Access: http://hdl.handle.net/10356/44635
• Institution: Nanyang Technological University

This exploratory qualitative study aims to further the understanding of the differences between jianli guanxi and la guanxi. Based on the definitions expressed by Zhu and Zhang (2007), Fan (2002b) and van Knippenberg and Steensma (2003) respectively, I drew parallels between jianli guanxi, helper guanxi and soft influence tactics; parallels between la guanxi, business guanxi and hard influence tactics. The interviews sought to investigate how Taiwanese establish guanxi outside of the workplace and the reasons behind it. Participants were 12 Taiwanese males (mean age = 43.7) and 23 Taiwanese females (mean age = 36.3) from various occupations and socioeconomic backgrounds. Results showed that the way males build guanxi was more congruous to la guanxi and the way females build guanxi was more congruous to jianli guanxi. Based on the findings, I conclude that the amount of effort invested and value placed the relationship differentiates jianli guanxi from la guanxi.