An Institution and culture-induced dualistic approach towards Guanxi management: A case of Chinese migrant entrepreneurs in Australia

This paper investigates the approach towards guanxi management adopted by first-generation Chinese migrant entrepreneurs operating in Australia. A case study method has been used in the research. It is found that Chinese migrant entrepreneurs adopt different approaches towards managing guanxi with both internal employees and external stakeholders. This dualistic approach in guanxi management reflects the pressures of the shifted institutional and cultural setting that first-generation Chinese migrant entrepreneurs encounter on moving from China to Australia. This research helps clarify how first-generation Chinese migrant entrepreneurs exercise guanxi to derive competitiveness for their businesses. It also contributes to the research into institutional theories on how behaviour and processes of actors are adapted to the dynamic institutional and cultural environment.