By Robert Sawhney, Managing Director, SRC Associates

By Robert Sawhney, Managing Director, SRC Associates

Most western firms in Asia will be familiar with the term guanxi – essentially a system of personal connections and relationships that carry long-term social obligations within the Chinese context. The ability to build such relationships plays an important part in developing business in China (as well as in other Chinese societies).

Trust is certainly a key variable in building and maintaining relationships and has been the study of much empirical research. Research by Oliver