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Doing business in China: the importance of guanxi

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It is virtually impossible to do business in China without some level of guanxi or relationship. The question is: just how much guanxi is needed?

“In China, if you want to do business, always remember there is one channel that is the formal channel, and another that is the informal channel. You need to combine them together; either one is not enough,” says Luo Jar-Der, a professor of sociology at Tsinghua University in Beijing.

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en

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text/html

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http://knowledge.insead.edu/strategy-siemens-china-091016.cfm?vid=319

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