Zum guanxi oder nicht zum guanxi, welche wirklich ís die Frage? Stephanie Lüge stellte Dutzend von Fragen zu den Dutzenden Empfängern vor einigen Monaten, um die rechte Definition, die Bedeutung und die Anwendung von guanxi im chinesischen Geschäft Leben zu finden. Der Fragebogen umfaßte einige Themen, reichend vom `erklären Sie in Ihren eigenen Wörtern was guanxi zu Ihnen bedeutet, oder was Ihre Deutung von guanxi' ist, `, wieviele Klienten tut Ihr Geschäft anziehen über gaunxi?'

Die Resultate der Forschung guanxi Stephanies sind innen und wir möchten sie mit Ihnen teilen.

Wenn sie um die Definition gebeten werden, deuten 60.5% und definieren guanxi als Netz, 23.2% als, sinnvolle Verhältnisse oder Anschlüsse habend. Das restliche 16.3% schwankte in ihre persönliche Definition von guanxi, von der einige Beispiele sind Leute in den Kontakt holend, unmöglich, Geschäft in China ohne es und guanxi zu tun, definiert worden ist als Effekt für das Aufbauen der gegenseitigen vorteilhaften Geschäft Verhältnisse.

Verbrauch-Frequenz von Guanxi

Mit anderen Worten wird guanxi als Quelle des Wissens und der Sachkenntnis, für das Finden der Teilhaber und der Lieferanten verwendet. Andere Gründe für das Verwenden von guanxi sind, bessere Verhältnisse zu erhalten, um neues Geschäft zu verursachen und neue Klienten zu erzeugen. Durch Empfehlungen entstehen Gelegenheiten, um das übliche Geschäft zu entwickeln und zu stützen. Guanxi wird auch verwendet, um zusammenzuarbeiten, zum informierten Aufenthalt und zu vorhandenen Klienten des Unterhaltes. Beratungsunternehmen auch verwenden guanxi, um zu helfen, bilden Geschäft Abkommen, erforschen das möglichen Netz des Kunden und als Marketing-Werkzeug.

Guanxi Aussagen
In the questionnaire, 10 statements about guanxi were included and its relation to the client’s base, company size and return on sales.

I: Guanxi is useful in order to maintain a stable client base
According to the results, 21.4% of the respondents completely agree with this statement and 42.9% agrees. 31% neither agreed nor disagreed and 4.8% disagreed.

II: Guanxi is useful in order to maintain a competitive advantage
16.7% of the respondent completely agrees that guanxi is useful to maintain a competitive advantage, 40.5% also agrees. However 35.7% neither agrees nor disagrees and 7.1% disagrees.

III: Guanxi is useful in order to deal with challenges within the consulting industry
40.5% of the respondents agree that guanxi is useful for dealing with challenges in the industry, and 16.7% completely agrees. 28.6% does not agree and neither agrees on this statement and 14.3% does not agree with the statement

IV: When making use of guanxi, a company is able to attract more clients
Concerning the 4th statement, 52.4% agreed that through guanxi a company can attract more clients, and 26.2% completely agreed which sums up to 78.6% (more than ¾ of the total respondents). 16.7% of the respondents have indicated neither to agree or disagree and 4.8% did not agree with the statement above.

V: When making use of guanxi, a company can realize business on a broader scale
81% of the respondents agreed on the 5th statement, of which 38.1% completely agreed. As with the statement before 4.8% did not agree and 14.3% neither agreed nor disagreed.

VI: Guanxi has little influence on a company’s return on sales
Concerning the 6th statement which was negatively formulated, 14.3% completely agreed on the fact that Guanxi does not influence a company’s ROS and 38.1 also agreed. 28.6% neither disagreed nor agreed and 19% disagreed.

VII: Guanxi has little influence on a company’s size
As the statement before, statement 7 was also formulated negatively and resulted in the following; the greater part of the respondents which is 40.5% neither agreed nor disagreed, 21.4% agreed that guanxi does not influence a company’s size and 9.5% completely agreed. 23.8% disagreed meaning that guanxi does influence the company’s size and 4.8% completely disagreed.

VIII: The larger the company size, the greater the use of guanxi
Concerning statement 8, about 45.2% disagreed that the bigger the company the more guanxi is used. To be more detailed, 38.1% disagreed and 7.1% completely disagreed. 42.9% neither agreed nor disagreed and only 11.9% clearly agreed that the use of guanxi increases with the increasing size of a company.

Conclusion
Stephanie is currently processing the gathered information, so we will let you know anytime soon what guanxi in business boils down to. Without wanting to jump to conclusions, for now it seems fair to say it is ‘do or die’ as far as guanxi is concerned. Would you agree?