다국적 기업의 중국 진출에 대한 사례 분석

A Case Study on Entry of Multinational Corporate in China : Focused on Negative Guanxi Effects

In China, with a high context culture, Guanxi has long history and tradition and acts as an ‘invisible hand’. Guanxi is evolving in various forms in accordance with changing times. Guanxi is composed of diverse elements and thus substantial time, money and network are need for foreign firms to grasp its meaning and to utilize it. In this study, how Guanzi acts as an entry barrier for foreign firms in real Chinese business world are explored by conducting interviews on executives and employees in multinational home appliances, shipping logistics company and vessel engine manufacturer to develop case studies on influence of Guanxi and associated problems, predicaments and irregularities faced, and failures experienced. By doing so, implications for Korean firms and research Implications for future studies were drawn. Research Implication 1: Due to western influence, Chinese Guanxi are increasingly becoming business-minded and instrumental Guanxi and does not exerts continual influence but only temporary and isolated influence that are guided by self-interest. Research Implication 2: As Chinese economy becomes advanced, Guanxi will become more transparent and thus quality and price competitiveness will become more important factor than Guanxi influence. Research Implication 3: Since Chinese Guanxi is reciprocal and cultural sentiment of face-saving and recognition, a compensation in return must be provided in order for Guanxi to continue.