BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS

Detalhes bibliográficos
Autor(a) principal: TORRES,CLÁUDIO V.
Data de Publicação: 2015
Outros Autores: ALFINITO,SOLANGE, GALVÃO,CÉSAR AUGUSTO DE SOUZA PINTO, TSE,BRUNA CHIE YIN
Tipo de documento: Artigo
Idioma: eng
Título da fonte: RAM. Revista de Administração Mackenzie
Texto Completo: http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712015000400077
Resumo: ABSTRACTThe Brazilian jeitinho and the Chinese guanxi are considered indigenous forms of informal influence. The first can be described as behavior tactics aimed at resolving social problems. The latter is broadly described as achieving goals through the use of social networks. These influence processes were chosen because they are commonly used in business negotiations in Brazil and China. Thus, understanding their peculiarity is fundamental for the management of organizations involved in business in those two cultures. Therefore, we seek to determine whether such influence processes differ, as it is possible that a process said to be indigenous to a particular cultural context might be, in fact, also found elsewhere. To investigate their uniqueness and the relationship between them, two studies were carried out. In both studies, participants rated representativeness, typicality and positivity of social scenarios, besides completing a 21-item version of the Schwartz’s Portrait Value Survey and a scale regarding attitudes towards corruption. Data were analyzed by a series of mean difference tests and stepwise regressions, separately for each nation, and the results are presented by sample. There were two samples: university students’ sample (with 266 Brazilian and 220 Chinese) and managers’ sample (with 101 Singapore Chinese and 246 Brazilian). Brazil scored significantly higher on conservation and selfenhancement values when compared to China. Chinese respondents perceived the guanxi scenarios as more typical of what happens in China than the jeitinho scenarios, with a reverse pattern being observed for Brazilians. Although Brazilian respondents evaluated jeitinho less positively than Chinese respondents evaluated guanxi scenarios, but they also did perceive jeitinho as more positive than. For the managers’ samples, it was observed that Brazilians had a significantly lower score on attitudes toward business corruptibility when compared to Chinese managers. Stepwise regressions suggest that positivity is linked with business corruptibility for each respective scenario type by nation.
id MACKENZIE-2_cfd74111691b698f4fbe069563722859
oai_identifier_str oai:scielo:S1678-69712015000400077
network_acronym_str MACKENZIE-2
network_name_str RAM. Revista de Administração Mackenzie
repository_id_str
spelling BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESSCross-cultural managementInformal influenceCorruptibilityInternational businessBrazilian jeitinhoABSTRACTThe Brazilian jeitinho and the Chinese guanxi are considered indigenous forms of informal influence. The first can be described as behavior tactics aimed at resolving social problems. The latter is broadly described as achieving goals through the use of social networks. These influence processes were chosen because they are commonly used in business negotiations in Brazil and China. Thus, understanding their peculiarity is fundamental for the management of organizations involved in business in those two cultures. Therefore, we seek to determine whether such influence processes differ, as it is possible that a process said to be indigenous to a particular cultural context might be, in fact, also found elsewhere. To investigate their uniqueness and the relationship between them, two studies were carried out. In both studies, participants rated representativeness, typicality and positivity of social scenarios, besides completing a 21-item version of the Schwartz’s Portrait Value Survey and a scale regarding attitudes towards corruption. Data were analyzed by a series of mean difference tests and stepwise regressions, separately for each nation, and the results are presented by sample. There were two samples: university students’ sample (with 266 Brazilian and 220 Chinese) and managers’ sample (with 101 Singapore Chinese and 246 Brazilian). Brazil scored significantly higher on conservation and selfenhancement values when compared to China. Chinese respondents perceived the guanxi scenarios as more typical of what happens in China than the jeitinho scenarios, with a reverse pattern being observed for Brazilians. Although Brazilian respondents evaluated jeitinho less positively than Chinese respondents evaluated guanxi scenarios, but they also did perceive jeitinho as more positive than. For the managers’ samples, it was observed that Brazilians had a significantly lower score on attitudes toward business corruptibility when compared to Chinese managers. Stepwise regressions suggest that positivity is linked with business corruptibility for each respective scenario type by nation.Editora MackenzieUniversidade Presbiteriana Mackenzie2015-08-01info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersiontext/htmlhttp://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712015000400077RAM. Revista de Administração Mackenzie v.16 n.4 2015reponame:RAM. Revista de Administração Mackenzieinstname:Universidade Presbiteriana Mackenzie (UPM)instacron:MACKENZIE10.1590/1678-69712015/administracao.v16n4p77-99info:eu-repo/semantics/openAccessTORRES,CLÁUDIO V.ALFINITO,SOLANGEGALVÃO,CÉSAR AUGUSTO DE SOUZA PINTOTSE,BRUNA CHIE YINeng2015-09-02T00:00:00Zoai:scielo:S1678-69712015000400077Revistahttps://www.scielo.br/j/ram/https://old.scielo.br/oai/scielo-oai.phprevista.adm@mackenzie.br1678-69711518-6776opendoar:2015-09-02T00:00RAM. Revista de Administração Mackenzie - Universidade Presbiteriana Mackenzie (UPM)false
dc.title.none.fl_str_mv BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
title BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
spellingShingle BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
TORRES,CLÁUDIO V.
Cross-cultural management
Informal influence
Corruptibility
International business
Brazilian jeitinho
title_short BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
title_full BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
title_fullStr BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
title_full_unstemmed BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
title_sort BRAZILIAN JEITINHO VERSUS CHINESE GUANXI: INVESTIGATING THEIR INFORMAL INFLUENCE ON INTERNATIONAL BUSINESS
author TORRES,CLÁUDIO V.
author_facet TORRES,CLÁUDIO V.
ALFINITO,SOLANGE
GALVÃO,CÉSAR AUGUSTO DE SOUZA PINTO
TSE,BRUNA CHIE YIN
author_role author
author2 ALFINITO,SOLANGE
GALVÃO,CÉSAR AUGUSTO DE SOUZA PINTO
TSE,BRUNA CHIE YIN
author2_role author
author
author
dc.contributor.author.fl_str_mv TORRES,CLÁUDIO V.
ALFINITO,SOLANGE
GALVÃO,CÉSAR AUGUSTO DE SOUZA PINTO
TSE,BRUNA CHIE YIN
dc.subject.por.fl_str_mv Cross-cultural management
Informal influence
Corruptibility
International business
Brazilian jeitinho
topic Cross-cultural management
Informal influence
Corruptibility
International business
Brazilian jeitinho
description ABSTRACTThe Brazilian jeitinho and the Chinese guanxi are considered indigenous forms of informal influence. The first can be described as behavior tactics aimed at resolving social problems. The latter is broadly described as achieving goals through the use of social networks. These influence processes were chosen because they are commonly used in business negotiations in Brazil and China. Thus, understanding their peculiarity is fundamental for the management of organizations involved in business in those two cultures. Therefore, we seek to determine whether such influence processes differ, as it is possible that a process said to be indigenous to a particular cultural context might be, in fact, also found elsewhere. To investigate their uniqueness and the relationship between them, two studies were carried out. In both studies, participants rated representativeness, typicality and positivity of social scenarios, besides completing a 21-item version of the Schwartz’s Portrait Value Survey and a scale regarding attitudes towards corruption. Data were analyzed by a series of mean difference tests and stepwise regressions, separately for each nation, and the results are presented by sample. There were two samples: university students’ sample (with 266 Brazilian and 220 Chinese) and managers’ sample (with 101 Singapore Chinese and 246 Brazilian). Brazil scored significantly higher on conservation and selfenhancement values when compared to China. Chinese respondents perceived the guanxi scenarios as more typical of what happens in China than the jeitinho scenarios, with a reverse pattern being observed for Brazilians. Although Brazilian respondents evaluated jeitinho less positively than Chinese respondents evaluated guanxi scenarios, but they also did perceive jeitinho as more positive than. For the managers’ samples, it was observed that Brazilians had a significantly lower score on attitudes toward business corruptibility when compared to Chinese managers. Stepwise regressions suggest that positivity is linked with business corruptibility for each respective scenario type by nation.
publishDate 2015
dc.date.none.fl_str_mv 2015-08-01
dc.type.driver.fl_str_mv info:eu-repo/semantics/article
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
format article
status_str publishedVersion
dc.identifier.uri.fl_str_mv http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712015000400077
url http://old.scielo.br/scielo.php?script=sci_arttext&pid=S1678-69712015000400077
dc.language.iso.fl_str_mv eng
language eng
dc.relation.none.fl_str_mv 10.1590/1678-69712015/administracao.v16n4p77-99
dc.rights.driver.fl_str_mv info:eu-repo/semantics/openAccess
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv text/html
dc.publisher.none.fl_str_mv Editora Mackenzie
Universidade Presbiteriana Mackenzie
publisher.none.fl_str_mv Editora Mackenzie
Universidade Presbiteriana Mackenzie
dc.source.none.fl_str_mv RAM. Revista de Administração Mackenzie v.16 n.4 2015
reponame:RAM. Revista de Administração Mackenzie
instname:Universidade Presbiteriana Mackenzie (UPM)
instacron:MACKENZIE
instname_str Universidade Presbiteriana Mackenzie (UPM)
instacron_str MACKENZIE
institution MACKENZIE
reponame_str RAM. Revista de Administração Mackenzie
collection RAM. Revista de Administração Mackenzie
repository.name.fl_str_mv RAM. Revista de Administração Mackenzie - Universidade Presbiteriana Mackenzie (UPM)
repository.mail.fl_str_mv revista.adm@mackenzie.br
_version_ 1752128649615638528