Guanxi as organizational practice and stimulus for intercultural adaptation: experiences of large exporting companies to China

• Autor(a) principal: Soares, Soraya de Souza
• Data de Publicação: 2023
• Outros Autores: Scherer, Flavia Luciane, Hahn , Ivanete Schneider, Pivetta , Natália Pavanelo
• Tipo de documento: Artigo
• Idioma: eng
• Título da fonte: Internext
• Texto Completo: https://internext.espm.br/internext/article/view/739
• topic: Negócios Internacionais; Ensaio de Cultura; China; Adaptação Intercultural; Estratégias de Internacionalização; International Business; Culture Essay; China; Intercultural Adaptation; Internationalization Strategies

Method: This was a multiple case study using in-depth interviews and secondary data research from three major meat exporting companies to China. Additionally, interviews were conducted with ten experts who have experience in the subject. Data analysis was performed using content analysis, supported by ATLAS.ti software. Main Results: The results show that: the factors of psychic distance between Brazil and China are administration (including legal issues), economic and industrial development, and culture; to deal with these factors, companies demonstrate that they are knowledgeable about and extensively use Guanxi; Guanxi is effectively presented as an organizational practice and as a stimulus for intercultural adaptation and the minimization of psychic distance barriers. Relevance / Originality: The study contributes to the field of International Business by highlighting the incorporation of Guanxi as an organizational practice among companies operating in China and raising questions about its cultural value, future, and the existence of psychic distance in negotiations. The findings have practical implications as they assist Brazilian entrepreneurs in defining export strategies to China. Theoretical / Methodological Contributions: The study provides an essential contribution to the theory as Guanxi is a practice already incorporated by companies dealing with China. New questions arise, such as: To what extent is China still a country that values culture (and Guanxi) and how much it is a business-focused country (similar to European and American ones)? What will be the future of Guanxi? Will it cease to exist or adopt another approach? Does a precise psychic distance still exist between countries in international negotiations? Or are they cultural differences that internationalized companies seek to reduce during business dealings?