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Demystifying Chinese guanxi networks: Cultivating and sharing of knowledge for business benefit

机译：揭开中国关系网络的神秘面纱：为了业务利益而进行的知识共享和培养

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摘要

Guanxi referrals help identify potential business partners. Through guanxi networks, businesses can establish favourable and mutually beneficial relationships vital to business success. Guanxi carries assumed knowledge of trust and facilitates business references. It is the construct of'face' that underpins this trust. The high degree of trust in guanxi networks facilitates the flow of strategic information and knowledge, further adding value to business. This article illustrates through case studies how guanxi relationships are formed and how knowledge in guanxi networks can benefit business. The case studies are drawn from experiences of three Europe-based Chinese business directors.
机译：关系推荐有助于确定潜在的业务合作伙伴。通过关系网络，企业可以建立对企业成功至关重要的有利和互惠的关系。关系具有假定的信任知识，并可以促进业务参考。信任的基础是“脸”的构造。对关系网的高度信任促进了战略信息和知识的流动，从而进一步增加了业务价值。本文通过案例研究说明了关系关系如何形成以及关系网络中的知识如何使业务受益。案例研究来自三位欧洲驻华业务总监的经验。

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