꽌시의 유형이 중국에서의 경영성과에 미치는 영향: 전문경영인에 대한 시사점

경위도,권일숙,설원식 한국전문경영인학회 2012 專門經營人硏究 Vol.15 No.2

This study tested whether Guanxi types differently affect firm performance, and whether each type of Guanxi differently affects firm performance when considering firm’s life cycle. For this purpose, a survey was conducted on the small-and medium-sized enterprises (SMEs) in Henan province, Sichuan province and Beijing of China from January to April 2012, and 144 effective questionnaires were analyzed. The major results of empirical analysis are as follows. First, the effect of Guanxi on firm performance was tested after dividing it into blood Guanxi, acquaintance Guanxi and business Guanxi. When blood Guanxi was higher in its utilization, it negatively affected firm performance, while acquaintance Guanxi was higher in its utilization, it positively affected firm performance. Second, for the firms at the startup~growth stages, when blood Guanxi was higher in its utilization, it negatively affected firm performance, while when acquaintance Guanxi was higher in its utilization, it positively affected firm performance. For the firms at maturity~stagnancy stages, when blood Guanxi was higher in its utilization, it negatively affected firm performance. Third, it was found that blood Guanxi utilization had negative correlation with firm performance in both manufacturing and non-manufacturing sectors. In non-manufacturing sector, on the contrary, acquaintance Guanxi utilization had positive correlation with firm performance. These results suggest to professional managers that Guanxi can differently affect firm performance depending on its type. In addition, since each type of Guanxi can differently affect firm performance depending on the firm's growth stage and its sector, the professional managers who advance into China should know about this.

변혁적 리더십이 조직유효성에 미치는 영향

박금희(GuemHee Park),박기찬(Kichan Park) 피터드러커 소사이어티 2016 창조와 혁신 Vol.9 No.2

본 연구는 중국의 특수한 Guanxi 지향문화에 대한 이해와 함께 변혁적 리더십이 조직유효성(조직몰입, 직무만족, 이직의도)에 미치는 영향에 있어서 Guanxi와 신뢰(상사, 조직)의 매개효과를 검증하는데 초점을 두었다. 실증연구를 위하여 북 경, 상해, 광주 등 대도시 소재 중국기업 종업원을 대상으로 설문을 실시한 결과 다음과 같은 결론을 내릴 수 있다. 첫째, 변혁적 리더십은 상사신뢰, 조직신뢰, Guanxi에 긍정적인 영향을 미치고 조직유효성 변수로 활용된 조직몰입 및 직무만 족, 이직의도에 직접적으로 영향을 미치는 것으로 나타났다. 둘째, 상사신뢰, 조직신뢰와 Guanxi는 조직몰입, 직무만족, 이직의도에 영향을 미치는 것으로 나타났다. 셋째, 변혁적 리더십이 조직몰입에 미치는 영향에서 상사신뢰, 조직신뢰, Guanxi의 매개효과가 검증되었고, 변혁적 리더십이 직무만족 미치는 영향에서 Guanxi의 매개효과만 검증되었다. 그리고 이직의도에 대해서는 신뢰와 Guanxi의 매개효과가 나타나지 않았다. 이를 통하여 중국기업의 경우, 조직몰입, 직무만족에 대해서는 Guanxi가 신뢰보다 더 큰 영향을 미친다는 점, 그리고 이직의도에 대해서는 변혁적 리더십 및 신뢰, Guanxi 등이 매개보다는 직접적인 영향을 미친다는 점 등을 확인함으로써, 중 국에서는 신뢰에 기반한 Guanxi의 역할이 매우 중요하다는 실천적 시사점을 제시하였다 This study examines how Chinese relationship Guanxi works in Chinese companies. It also examines supervisor trust and organizational trust in Chinese companies as a mediator variable. In Chinese companies, how individual Guanxi, supervisor trust and organizational trust works between transformation leadership style and organizational effectiveness. 250 employees were participated in the questionnaire survey. Among them 223 provided questionnaire which deemed valid for analysis. The results indicate as 1) transformational leadership have direct effect on organizational effectiveness such as organizational commitment, job satisfaction and turnover intention; 2) supervisor trust, organizational trust, Guanxi have effect on organizational commitment, job satisfaction and turnover intention; 3) transformational leadership have direct effect on supervisor trust, organizational trust, Guanxi. Finally 4), transformational leadership through the mediator variable such as supervisor trust, organizational trust, Guanxi have effect on organizational commitment. transformational leadership through the mediator variable such as Guanxi have effect on job satisfaction, but have no effect through supervisor trust, organizational trust. transformational leadership through the mediator variable such as supervisor trust, organizational trust, Guanxi have no effect on turnover intention.

How do Guanxi and Relationship Marketing Work in Chinese Market?

송태호 한국상품학회 2016 商品學硏究 Vol.34 No.6

Along with the perspective of relationship marketing (RM), which is a traditional view on business to business marketing in western culture, research interest in Guanxi has been growing through the study of Chinese business. Guanxi has often been viewed as unethical by westerners. However, from the Chinese perspective, Guanxi is both traditional and cultural. Foreign companies entering the Chinese market might therefore face difficulties as they attempt to transport western ethical concepts into China. Thus, we began our research with the following two questions: “Is Guanxi ethical or not?” and “In Chinese business, should firms adopt Guanxi instead of RM?”. Our review of the existing literature on Guanxi’s concept and ethical status reveals differences between Guanxi and RM. Consequently, this study examines the effects of these differences. In this study, we empirically identify the distinct effects of Guanxi and RM on market performance (MP) by investigating 295 firms in China. Guanxi had a more significant impact on MP than RM did. Our findings imply that Guanxi works more effectively than RM for firms in Chinese business environment.

중국 꽌시(關系)문화의 의미와 그 변용

최은영 ( Eun Young Choi ) 한국사회역사학회 2007 담론 201 Vol.10 No.2

꽌시(關系)는 중국사회를 이해하는데 빼놓을 수 없는 특징으로 꼽히는 것 중 하나로 중국어를 모르는 이들에게도 꽌시라는 용어는 중국사회를 특징짓는 친숙한 용어로 통한다. 이 글은 이처럼 친숙하게 사용되고 있는 꽌시 연구에 대한 검토에서 출발한다. 구체적으로, 이제까지 다양하게 진행되고 있는 꽌시에 대한 논의를 정리해보고 각 연구들 간에 중첩이나 모순이 나타나는 이유에 대해 분석해 보고, 그간의 꽌시 연구들이 빠트리고 있는 구조적 문제에 대해 설명한다. 기존의 꽌시 연구는 꽌시의 도덕적 측면이나 도구적 측면 중 한 측면만을 지나치게 강조하고 있는데, 이 글에서는 그 이유를 중국에서 꽌시가 각 시기별로 다른 의미로 사용되고 있기 때문에 나타나는 결과임을 밝히고, 꽌시가 사회적 자본으로까지 확장될 수 있는지를 검토해 보고자 한다. Guanxi is a very significant factor of understanding China. Indeed, the concept of guanxi is enormously rich, complex and dynamic. The growing acceptance and popularity of guanxi made it all the more important to understand the construct in its conceptual specificity and entirety. In this paper, I provide an overview of different perspectives on guanxi and guanxi practice. And I view guanxi as an indigenous Chinese construct and define it as an informal, particularistic personal connection between two individuals who are bounded by an implicit psychological contract to follow the social norm of guanxi. In addition, I argue that the meaning and role of guanxi has been modified in the context of changing social structure in China.

비인격적 감독과 정서적 소진의 관계: LMX와 꽌시의 역할을 중심으로

최병권,양신봉 한국기업경영학회 2020 기업경영연구 Vol.27 No.2

비인격적 감독 분야의 선행연구들은 상사의 비인격적 감독이 부하의 정서적 소진에 부정적 영향을 미친다고보고하고 있으나, 비인격적 감독이 어떠한 내적 프로세스를 통해 정서적 소진을 촉진하며, 또한 언제 이러한관계가 강화 또는 약화될 수 있는가에 대한 연구는 미흡하였다. 본 연구에서는 상사와 부하 간의 사회적 교환관계를 기반으로 업무 측면의 교환관계인 상사-부하 교환관계(leader-member exchange; LMX)와 비업무 측면의개인적 교환관계인 상사-부하 꽌시(guanxi)의 서로 다른 특징을 지닌 두 유형의 상사-부하 간 관계의 역할에주목하였다. LMX와 꽌시를 활용하여, 본 연구는 비인격적 감독과 정서적 소진의 관계에서 LMX의 매개효과와꽌시의 조절효과, 그리고 LMX의 매개효과가 꽌시의 수준에 의해 다르게 발현되는 조절된 매개효과를 검증하였다. 287명의 중국 직장인을 표본으로 설문조사를 통해 확보한 자료를 분석한 결과, 상사의 비인격적 감독은부하의 정서적 소진에 정(+)의 영향을 미치는 것으로 나타났으며, LMX는 상사의 비인격적 감독과 부하의정서적 소진의 관계를 매개하는 것으로 나타났다. 또한 꽌시는 상사의 비인격적 감독과 LMX의 관계를 조절하는 것으로 나타났으며, LMX를 매개로 하는 비인격적 감독의 정서적 소진에 대한 간접효과는 꽌시의 수준에따라 다른 것으로 나타났다. 즉, 비인격적 감독이 LMX를 매개로 정서적 소진에 미치는 간접효과는 꽌시를낮게 인식하는 부하에서는 유의하지 않은 반면, 꽌시를 높게 인식하는 부하에게서 유의하게 나타났다. 본 연구의 이론 및 실무 측면의 시사점을 논의하고, 연구의 한계점 및 향후 연구방향을 제시하였다. Although previous research have revealed the negative impact of supervisors' abusive supervision on subordinates' emotional exhaustion, yet little research to date has investigated which variables explain why abusive supervision leads to emotional exhaustion and when such relationship may be stronger or weaker. Based on social exchange theory, we focused the roles of two distinct types of supervisor-subordinate exchange relationships: LMX(leader-member exchange) based on work-related relationship and supervisor-subordinate Guanxi based on nonwork-related personal relationship. By integrating LMX and guanxi, we proposed and tested a moderated mediation model that includes LMX as the mediator and guanxi as the moderator in relationship between abusive supervision and emotional exhaustion. Results based on 287 Chinese employees provided support for our hypotheses. We found that abusive supervision was positively related to emotional exhaustion and LMX mediated such relationship. We found further that guanxi moderated the relationship between abusive supervision and LMX; revealing that the negative influence of abusive supervision on LMX was stronger when subordinates perceived a high level of guanxi. Finally, a moderated mediation analyses showed that the mediated relationship between abusive supervision and emotional exhaustion through LMX was different on the moderator variable of guanxi. Specifically, the conditional indirect effect of abusive supervision on emotional exhaustion through LMX was valid under high level of guanxi, not under low level of guanxi. Implications for research and practice were discussed along with study limitations and future research directions.

关系视角下的经理人反馈寻求行为:心理预期和政治技能的影响

Xie Jun,Wang Lin,Chu Xiaoping 성균관대학교 현대중국연구소 2014 성균관대학교 현대중국연구소 국제학술회의 Vol.- No.20

Organizations today are facing an increasingly global and competitive marketplace, and so they, as well as their managers must be adaptable to survive. As strategic changes become more frequent, managers face a higher level of wicertainty and complety in the workplace. These factors combined suggest that managers will need to proactively seek out feedback to adequately adapt and perform. However, discussions about what factors and how they affect managers' feedback-seeking behavior in Chinese context are rare. In this study, we investigate the intrinsic mechanisms of how the indigenous Chinese construct supervisor-subordinate guanxi influences managers' feedback-seeking behavior. Supervisor-Subordinate guanxi is defined as a dyadic, particular and sentimental tie that has potential of facilitating favor exchanges between the parties connected by the tie. This concept includes affective attachment, personal-life inclusion, and deference to supervisor. Although studies have suggested that Chinese supervisors have extensive control over resources and can impact employees' lives in various ways, evidence regarding the intermediate psychological processes that would explain how and why supervisor-subordinate guanxi affects managers' feedback-seeking behavior remains inconclusive and underdeveloped' Drawing from two theoretical perspectives in the feedback seeking literature, the efficiency-oriented perspective and impression-management perspective, we examine the mediation effects of managers' performance-enhancement expectations and impression-management expectations. Further, consistent with recent calls for the examination of moderators for feedback seeking behavior, political skill was included so we could examine its interplay with supervisor subordinate guanxi on managers' feedback-seeking behavior. Analyses based on dyad samples in family business from Guangdong province show that: (1) supervisor subordinate guanxi is positively related to managers' feedback-seeking behavior; (2) performance-enhancement expectations and impression-management expectations partially mediated supervisor-subordinate guanxi' s influence on managers' feedback-seeking behavior; (3) p이1tical skill positively moderated the relationships between supervisor-subor이nate guanxi and managers' feedback-seeking behavior in such a way that the relationships were stronger for individuals higher than lower in political skill. Our research contributes to the feedback seeking literature by answering how and why supervisor-subordinate guanxi is related to managers' feedback-seeking behabvior in Chinese context. Managerial implications and limitations of the study are discussed.

대정부(對政府) 꽌시(Guanxi)가 중국진출 한국기업의 경영성과에 미치는 영향

조평규(Pyungg Kyu Cho),이철(Chol Lee) 한국경영학회 2017 經營學硏究 Vol.46 No.5

This study is designed to investigate a process in which China’s Guanxi with Chinese government officials affects management performance of Korean firms located in China. It also attempts to analyze moderating effects of firm and market characteristics (technology, competition, age) on the effects of Guanxi with government officials on the management performance of the Korean firms in China. We surveyed Korean affiliates in China to acquire 166 valid responses, which were analyzed with a structural equation model. The results of analysis are as follow. First, we found that firm’s acquisition of resources (financial, material and human resources) through Guanxi with government officials had positive effects on performances of the Korean firms. Second, we also found that the firm’s acquisition of information through Guanxi with Chinese government officials had positive effects on the business performances of Korean companies. However, Guanxi with government officials did not affect performances of the Korean companies directly. Third, the results showed that Guanxi’s positive effects on the performance of the Korean firms were less in the firms with higher level of technology, greater competition, and older ages than ones with the opposite characteristics. In conclusion, this study identified the process in which Guanxi with government officials positively influences gaining resources and information, which lead to better management performances of the Korean firms in China. Also, it identified the moderating effects of the frim’s technology, age, and competition on the Guanxi’s positive effects on the management performances.

상사의 비인격적 감독과 부하의 업무노력 및 상사대상 일탈행동의 관계에 대한 연구: 상사-부하간 꽌시의 조절효과를 중심으로

최병권,이영 리더십학회 2020 리더십연구 Vol.11 No.3

This study aims to verify the curvilinear relationships between abusive supervision and subordinates' work effort (U-shaped) and supervisor-directed deviant behavior (Inverted U-shaped) and to examine the moderating effect of supervisor-subordinate guanxi. Using self-reported data from 260 Chinese employees, we found supports for a U-shaped relationship between abusive supervision and work effort and an inverted U-shaped relationship between abusive relationship and supervisor-directed deviant behavior. Regarding moderating role of guanxi, while an U-shaped relationship between abusive supervision and work effort was significant for subordinates perceiving high level of guanxi, abusive supervision has a linear and negative relationship with work effort for subordinates perceiving low level of guanxi. Meanwhile, whereas an inverted U-shaped relationship between abusive supervision and supervisor-directed deviant behavior was signigicant for subordinates with high levels of guanxi, such curvilinear relationship was also valid for those with low levels of guanxi. We discussed the implications, limitations, and agenda for future research. Key words: Abusive supervision, Work effort, Supervisor-directed deviant behavior, Supervisor-subordinate guanxi 본 연구는 상사의 비인격적 감독과 부하의 업무노력 및 상사대상 일탈행동 간의 비선형 관계, 그리고 이러한 비선형 관계에서 상사-부하간 꽌시(Supervisor-Subordinate Guanxi)의 조절효과를 살펴보고자 시행되었다. 설문조사를 통해 수집한 260명의 중국 직장인 자료를 위계적 다항회귀분석을 통해 분석한 결과, 비인격적 감독은 업무노력과는 U자형 관계를, 일탈행동과는 역U 자형 관계를 갖는 것으로 나타났다. 상사-부하간 꽌시의 조절효과의 경우, 높은 수준의 꽌시를 인식하는 부하에게서는 비인격적 감독과 업무노력 간의 U자형의 비선형 관계가 유의했으나, 낮은수준의 꽌시를 인식하는 부하에게서는 비인격적 감독과 업무노력 간 부(-)의 선형관계가 나타났다. 한편, 비인격적 감독과 일탈행동 간의 역U자형의 비선형 관계는 꽌시 수준에 관계없이 유의하였으나, 꽌시를 높게 인식하는 부하에게서 상대적으로 더 강하게 나타났다. 이상의 결과를 토대로 본 연구결과의 시사점을 논의하였으며, 본 연구의 한계 및 향후 연구방향을 제시하였다. 키워드: 비인격적 감독, 업무노력, 상사대상 일탈행동, 상사-부하간 꽌시

시장과 기업 특성이 꽌시와 성과에 미치는 영향 : 중국진출 국내 화장품회사의 기업 및 정부 꽌시를 중심으로

강준,이정훈,강명수 한국국제경영관리학회 2020 국제경영리뷰 Vol.24 No.4

중국은 지난 40여 년간 공산주의 정치체제와 자본주의 경제체제의 모순을 극복하고 공산주의 관료와 기업인들이 협력을 맺어 세계 에서 찾아보기 어려운 신속한 성장을 이뤄냈다. 중국의 경제상황이 발전함과 함께 중국 시장도 계속적으로 제도화됨과 동시에 투명해 짐에 따라 꽌시의 기업 성과에 대한 영향이 자연스럽게 줄어들 것으로 보는 것이 합리적 추론이다. 맹신도 불신도 아닌. 꽌시의 균형 잡힌 이해와 적절한 활용이 중국 시장에서 성공의 핵심 요인이다. 본 실증연구를 위한 자료 수집은 중국시장에 진출한 국내 화장품 회사만을 대상으로 하였다. 설문조사는 구글 설문지를 이용하여 화 장품 전문 미디어업체애 등록된 10,000개의 업체를 대상으로 선정하여 중국 사업 책임자 및 임원에게 설문지를 배포하였고, 그 중에 서 318개의 설문지를 회수하였다. 회수된 318개의 설문지 중 최근 3년간 연속적으로 매출실적이 있는 업체만을 추출하여 199개를 최 종분석에 활용하였다. 측정항목의 요인분석을 통하여 부적절한 항목 등 일부 항목을 제거한 후 이론변수의 다항목 척도간의 신뢰성 및 구성개념들의 타당성을 검토한 후 공변량 구조모형분석을 시도하였다. 분석을 통한 주요 가설검증의 결과는 첫째, 불확실성/역동성의 시장 특성과 CEO 경력/리더십의 기업 특성이 기업 꽌시에 영향을 미 치고 기업성과에도 정의 영향을 준다는 것이다. 둘째, 시장별 불확실성은 꽌시에 긍정적인 영향을 미치고 꽌시는 기업 성과에 정의 영 향을 주지만, 시장의 불확실성 외의 다른 모든 특성은 꽌시에 영향을 미치지 않았다. 실증적 결과의 함의는 먼저, 한류의 중심에 있는 국내 화장품 기업에 대해서 꽌시를 정부 꽌시와 기업 꽌시의 두 종류로 분류하여 실증분석을 실시했다는 점이고 둘째는, 국내 화장품 기업 입장에서는 중국 정부의 영향력이 크지 않지만 그 영향력이 유지되거나 오히려 커질 것이란 점이다. 셋째, 외국인 투자 한국 기업 의 입장에서 볼 때 중국 정부에 사업을 의존하는 기업은 신중하게 최대한 합법적으로 추진해야 한다는 점이다. 세계 최강의 중국인과 경쟁하며 중국 시장 내 전장에서 분투하고 있는 기업인들이 꽌시의 본질을 좀 더 균형 있게 이해하고 활용하 길 바란다. China has overcame the contradictions between the communist political system and the capitalist economic system over the past 40 years, and has achieved rapid growth that is hard to find in the world through cooperation between communist officials and businessmen. As China's economic situation develops and the Chinese market continues to become institutionalized and transparent, it is reasonable to assume that the impact on the company's corporate performance will naturally diminish. A balanced understanding and proper use of Guanxi, neither blind or disbelief, is a key factor in its success in the Chinese market. Data collection for this empirical study was only for domestic cosmetic companies that entered the Chinese market. The survey was conducted by selecting 10,000 companies registered as media companies specializing in cosmetics using the Google questionnaire and distributing the questionnaire to business managers and executives in China, and among them, 318 questionnaires were collected. Among the 318 collected questionnaires, only companies with sales performance for the last 3 years were extracted and 199 were used for final analysis. After removing some items such as inappropriate items through factor analysis of the measurement items, the reliability of the multi-item scale of the theoretical variable and the validity of the constituent concepts were reviewed, and then a structural equation model analysis was attempted. The results of the main hypothesis verification through the analysis are that first, the market characteristics of uncertainty/dynamics and the corporate characteristics of CEO career/leadership have an effect on corporate quality and positively affects corporate performance. Second, market-specific uncertainty has a positive effect on Guanxi and positively affects corporate performance, but all other characteristics other than market uncertainty have no effect on Guanxi. The implications of the empirical results are that first, for domestic cosmetic companies that are at the center of the Korean Wave, Guanxi was classified into two categories: government Guanxi and corporate Guanxi. However, the influence will be maintained or will increase. Third, from the standpoint of foreign-invested Korean companies, companies that rely on the Chinese government for their business should be carefully and legally promoted as much as possible. I hope that businessmen who are competing with the world's strongest Chinese and struggling on the battlefield in the Chinese market will understand and utilize the essence of Guanxi in a more balanced way.

꽌시에 기초한 기업 네트워크가 정보공유와 기업성과에 미치는 영향에 관한 연구

동문엽,박승욱,심준규 부산대학교 중국연구소 2023 Journal of China Studies Vol.26 No.2

This study examined how the network based on the Chinese Guanxi relationship affects information sharing among companies and the performance of firms with the supply chain. We formulated research hypotheses and models, which were then tested using survey data collected from the employees involved in procurement and supply chain functions at Chinese companies. This data collection process involved a 4weeks survey of employees responsible for procurement and supply chain operations, or those processing relevant work experience. The data were analyzed using SPSS 18.0 and AMOS 21.0. We tested the validity of the conceptual constructs in this study, which include the network based on Guanxi, information sharing, and the firm’s performance. The analysis showed that the network based on the Guanxi relationship had a positive effect on the information sharing of inventory, orders, production planning, and shipping among companies in China. Furthermore, the study revealed that information sharing regarding inventory, production planning, and shipping exhibited positive (+) effects on the firm’s performance. However, information sharing about orders did not have a significant positive effect on the firm’s performance. These results imply that the Guanxi-based network facilitates information sharing between companies and enhance firm’s performance as well. The finding of this study has several implications. First, networks based on the Guanxi relationship play a vital role in enhancing company performance, particularly in countries lacking strong management support infrastructure compared to developed nations. Second, in the event of increased uncertainty in the business environment and a decline in trust between companies, Guanxi-based networks can server as an effective means to overcome these challenges. Third, companies should prioritize strengthening information sharing to enhance their performance within the supply chain.