Title :
Guanxi, interpersonal commitment and interorganizational commitment: An empirical study in an industrial market
Author :
Zhang Zai-xiao ; Zhang Ming-li
Author_Institution :
Sch. of Econ. & Manage., Beihang Univ., Beijing, China
Abstract :
This research aims to investigate how the guanxi will influence the interorganizational commitment in an industrial market. A model is proposed demonstrating the influence of guanxi on interpersonal commitment, and interorganizational commitment. Data was collected from the salespersons of equipment in the oil industry of China. Partial least square (PLS) method is applied to analyze the collected data. It reveals that guanxi positively influences interpersonal commitment, and these two variables have a positive effect on interorganizational commitment.
Keywords :
industrial psychology; marketing; organisational aspects; petroleum industry; production equipment; China; PLS method; guanxi; industrial market; interorganizational commitment; interpersonal commitment; oil industry equipment; partial least square method; Business; Economics; Educational institutions; Face; Frequency measurement; Petroleum industry; Testing; guanxi; industrial marketing; interorganizational commitment; interpersonal commitment;
Conference_Titel :
Information Management, Innovation Management and Industrial Engineering (ICIII), 2013 6th International Conference on
Conference_Location :
Xi´an
Print_ISBN :
978-1-4799-3985-5
DOI :
10.1109/ICIII.2013.6703140
