Performance in vegetable supply chains: the role of Guanxi networks and buyer-seller relationships

Hualiang Lu, Shuyi Feng, Jacques H. Trienekens and S.W.F. (Onno) Omta
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Hualiang Lu: Management Studies Group, Wageningen University, Wageningen, The Netherlands, Postal: Management Studies Group, Wageningen University, Wageningen, The Netherlands
Shuyi Feng: College of Public Administration, Nanjing Agricultural University, Nanjing, P.R. China, and Agricultural Economics and Rural Policy Group, Wageningen University, Wageningen, The Netherlands, Postal: College of Public Administration, Nanjing Agricultural University, Nanjing, P.R. China, and Agricultural Economics and Rural Policy Group, Wageningen University, Wageningen, The Netherlands
Jacques H. Trienekens: Management Studies Group, Wageningen University, Wageningen, The Netherlands, Postal: Management Studies Group, Wageningen University, Wageningen, The Netherlands
S.W.F. (Onno) Omta: Management Studies Group, Wageningen University, Wageningen, The Netherlands, Postal: Management Studies Group, Wageningen University, Wageningen, The Netherlands

Agribusiness, 2008, vol. 24, issue 2, 253-274

Abstract: Guanxi is the lifeblood of the Chinese society. It also becomes a hot topic for achieving business success in China. The primary goal of this exploratory study is to empirically investigate the effect of guanxi networks on buyer-seller relationships and market performance for the Chinese vegetable sector. We interviewed 167 vegetable farmers (i.e., sellers) and 84 vegetable processing and exporting companies (i.e., buyers) in Jiangsu Province, P.R. China. The path analysis results reveal that guanxi networks in China directly and indirectly affect buyer-seller relationships and market performance; however, guanxi networks have different effects for vegetable sellers and buyers. Results demonstrate that vegetable sellers and buyers follow different approaches to achieve superior market performance. [EconLit citations: L100, Q130]. © 2008 Wiley Periodicals, Inc.

Date: 2008
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Persistent link: https://EconPapers.repec.org/RePEc:wly:agribz:v:24:y:2008:i:2:p:253-274

DOI: 10.1002/agr.20158

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