Analysis of Game Theory on "Online Transaction, Offline Payment" in B2B Based on the Context of Chinese "Guan Xi" Culture

It is reported that only 3% of total Web users via B2B in China have bought online in 2005, most transactions via B2B were in the pattern that can be described as "online transaction, offline payment". Most researchers have focused primarily on infrastructural issues to solve this problem, but we find that Chinese "Guan Xi" culture is tightly linked to "offline payment". E-business, which is both helpful to lessen asymmetric information and results into rent seeking as a cost. Because of the anonymous characteristic of market in B2B, sellers and buyers can make their behavior optimality continuously by dynamic learning process, which can be realized by interplay between individuals in the market. In an unhorizontal game with "Guan Xi", players make their best response strategy even though they are bounded rationality, so they tend to choose the risk dominant strategy stochastically. If a steady equilibrium comes into being in the long run, it is stable stochastically. As for B2B in China, "Guan Xi" is helpful to promote the second best optimality to turn to the best one under some conditions. That is, if the severe supervision is imposed on B2B so as to decrease the benefit form deceit of sellers, or the third part can play its function in supply chains efficiently instead of providing a transaction platform for enterprises, the problem of "offline payment" is able to be solved before long