The Development of Trust from guānxi to xìnrèn in Business Relationships between Thai Entrepreneurs and Chinese Partners
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Abstract
This research aims to : 1) analyze the transitional process and behavioral tipping points that shift business relationships from transactional guānxi to emotional xìnrèn within Thai-Chinese business context; 2) examine the roles of rénqíng and xìnyòng as driving factors and mediating mechanisms linking transactional guānxi to emotional xìnrèn; and 3) investigate the antecedents and outcomes of xìnrèn as a governance mechanism that extends beyond legal contracts, contributing to reduced transaction costs and sustainable competitive advantage. Employing qualitative research methodology, data were collected through semi-structured in-depth interviews with ten Thai entrepreneurs who had a minimum of five years of business experience with Chinese partners. The findings identified six interconnected themes: 1) the transition from transactional relationships to emotional bonds; 2) crisis as evidence of xìnyòng and catalyst for development of xìnrèn; 3) zìjǐrén status and the reduction of transaction costs; 4) miànzi as an emotional governance mechanism preserving long-term trust; 5) high-context communication as an indicator of xìnrèn; and 6) xìnrèn as a conflict mitigation and relationship preservation mechanism. This research extends Social Capital Theory by empirically distinguishing between structural capital (guānxi) and relational capital (xìnrèn), and proposes that deep trust emerges through critical events rather than through accumulation over time alone.
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บทความในวารสารเป็นลิขสิทธิ์ของวารสารวิทยาการจัดการ มหาวิทยาลัยราชภัฏนครราขสีมา
บทความที่ปรากฎในวารสารเป็นความคิดเห็นของผู้แต่งเพียงอย่างเดียวซึ่งไม่เกี่ยวข้องกับวารสาร
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