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|Title: ||創業家人脈轉移 - 以台灣小型貿易商為例|
Entrepreneurial Guanxi Transfer - The Case of Taiwanese Small Exporters
Chiu, Candy H. Y.
Chiu, Candy H. Y.
Small trading firms
|Issue Date: ||2018-10-01 12:04:41 (UTC+8)|
The importance of networks on startups has been emphasized (Fong & Chen, 2007; Jessen & Koening, 2002; Hsiao et al., 2013). Born with resource constraints, small firms particularly are suggested to develop relationships for resource exchange and complement purposes (Chandler & Hanks, 1994; Monolova et al., 2002; Street & Cameron, 2007). Guanxi, the Chinese term for relationship, has been pervasive in Chinese contexts. As a result, Chinese entrepreneurs spend much time and effort to develop guanxi with external entities. With its micro-macro link, Guanxi which embedded in an individual is assumed to be transferred successfully to another person or to another place. If the assumption is true, then it cannot explain why some entrepreneurs succeed while others fail at the startup stage of a firm. To address this paradox, this study uses qualitative method by interviewing five Taiwanese pure small exporting firms in-depth. Particularly, this study focuses on three types of guanxi which are crucial to a pure small exporting firm: customers, suppliers, and trading peers. The findings suggest that to initiate guanxi transferability, an entrepreneur needs to develop trust in previous interactions with their guanxi partners. To transfer guanxi based on cognitive-based trust, an ego has to offer economic incentives constantly to the alter. It increases the alter’s willingness to extend their prior interactions. To transfer guanxi based on affective-based trust, an ego has to offer non-economic incentives constantly to the alter. It increases the alter’s willingness to extend their cooperations. To evolve cognitive-based trust to affective-based trust, an ego has to increase their social interactions with eh alter, more importantly they have to share similar cultural ethnicity. The increasing frequency the ego and the alter interact, the stronger bonds are built. The more similar cultural ethnicity the ego and the alter share, the easier to establish social-emotional ties.
|Reference: ||林婷鈴，2015。創業網絡動語風格創新之研究 - 以台灣中小型製鞋業為例。管理學報，第三十五卷第一期，1-24頁。|
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|Source URI: ||http://thesis.lib.nccu.edu.tw/record/#G0993555032|
|Data Type: ||thesis|
|Appears in Collections:||[企業管理學系] 學位論文|
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