Literature review Example | Topics and Well Written Essays - 1000 words - 2

Literature review Example The basis of the relationships is a social connection that traverses across other aspects hence having a great influence on the livelihoods of the people. Research has been conducted to help elucidate the basis and influence of the guanxi circles hence various conclusions have been made, some of which is contradictory. According to the developing trends in research, insurmountable attention has been given to these relationships especially in China. Due to the social nature of the guanxi relationships, it has great influence on the trust between individuals as well as their long-term orientation. The business sector is one of the influenced areas. In an attempt to find out the various factors, that comes into play in relationships relating to business markets in China Lee and Dawes (2005) hypothesized that three factors are likely to affect a firm’s trust in a supplier’s salesperson. For a firm to operate effectively, it has to develop networks and relationships with different individuals plus other organizations. In China, guanxi has been used as a business strategy to keep competitors at bay. For a thriving relationship, trust is a key ingredient; this is exactly what the guanxi provides in a relationship between a salesperson and a firm. It is apparent that trust is transferable from the firm to the supplier’s sales person resulting to the firm’s long-term orientation towards the supplier. Trust is a give and take aspect that has to emanate from both parties involved; it has the aspects of benevolence and credibility, factors that relates to reliability and a genuine interest. The interpersonal relationships that generate trust in China are based on their culture that is exemplified in three basic categories; firstly, the relationship between family members forms the core of the relationships. Secondly, the relationships between the individuals that one is familiar with and finally, that with distant individuals who are likely