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

Volume

2

fYear

2013

fDate

23-24 Nov. 2013

Firstpage

287

Lastpage

290

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;

fLanguage

English

Publisher

ieee

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

Type

conf

DOI

10.1109/ICIII.2013.6703140

Filename

6703140