文档介绍：上海交通大学
硕士学位论文
“关系”如何在当今商业社会中发挥着作用?
姓名:刘典祎
申请学位级别:硕士
专业:工商管理
指导教师:李乃和
20060611
关系如何在当今商业社会中发挥着作用
摘要
本文重点关注于关系对上海地区商务活动的影响研究众人皆知
关系文化一直根植于中国人社会生活和商业活动的方方面面只有关
系同商业活动之间的微妙关系被明确地揭示或证实在中国的外国人
或本地人才能对关系作用有一个更加清楚的认识同时才能以一种更
加合理的方式将各种关系发展技巧应用于商业实践基于对关系层次
模型理论的理解我们提出涉及关系培养关系利用关系终结 3 个
阶段的研究模型和4 个研究假设根据对 169 名 MBA 学生样本的定
量分析我们发现上海地区的商业人士在关系培养方式方面有明显的
偏好差异而且类别关系是关系转移和商务交易的明显影响因素另
外一个有趣的发现是同学和熟人关系对关系转移和商业交易的影响分
别超过远亲和普通朋友关系这个发现是关系层次模型的一个例外
该研究还证实, 关系终结将明显对已经建立的正常商业交易活动产生
负面影响同时私有企业在许多方面表现出对关系培养和关系利用
的最大偏好在关系转移和商业交易方面女性商务人士更易受到类
别关系如熟人普通朋友的影响研究还发现在许多情况下关
系发展随着企业规模增加而呈现出波浪似的形态
关键字关系类别关系关系培养关系利用关系终结
HOW DOES GUANXI WORK IN OUR BUSINESS
SOCIETY TODAY?
ABSTRACT
This thesis focuses on the effects of guanxi on business activities in
Shanghai. It’s known that guanxi culture is embedded in every aspect of
Chinese social life and business activities. Only if the delicate
relationship between guanxi and business activities is definitely revealed
or proved, local and foreign business people in China can have a clearer
understanding of guanxi dynamics and consciously apply a variety of
guanxi skills to business practice in a more appropriate way. Based on the
theoretical base of the Guanxi Hierarchy, the research models and 4
hypotheses across the guanxi development of guanxi cultivation, guanxi
utilization and guanxi termination are put forward. Through the
quantatitive analysis of the sample of 169 MBAs, our findings indicate
that business people in Shanghai have significant difference in the
preference for the methods of guanxi cultivation and generic guanxi is
significant antecedent for both guanxi transfer and business transaction.
An interesting founding is that the influences of classmates and
acquaintances on guanxi transfer and business transaction are respectively
greater than the ones of distant relatives and friends, which is an
exception for the model of Guanxi Hierarchy. It’s also proved that guanxi
termination is nega