Negative externalities of close guanxi within organizations

In this conceptual article we present a critical analysis of close guanxi, i.e., close personal connections, in terms of their negative externalities on organizations. We adopt a social dilemma perspective and examine how close guanxi parties, while cooperative toward each other, may nevertheless defect against the organization, causing negative externalities. We contend that relationalism exacerbates such negative effects of close guanxi and propose various institutional mechanisms and individual variables that can reduce them. Finally, we discuss research and practical implications of solving social dilemmas of close guanxi in Chinese organizations and strong ties in Western organizations.

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