title: Creating Successful Partnerships in the People's Republic of China: The Significance of Guanxi Characteristics in the Relationship Building Process Between Cultural Entrepreneurs and Art Dealers.

authors: Allott, Joella

subjects: Guanxi

abstract: This research investigated the process of guanxi development in business partnerships between art dealers and artists in the Beijing art industry. The characteristics of guanxi were identified at each stage of the relationships’ development. They were then examined to identify which factors were the most influential. Finally, their effects on the business relationship were examined.
 
Qualitative data was collected through in-depth interviews over two years in three of Beijing’s art districts. The transcribed and translated interviews were analysed using a grounded theory approach. This process was aided by qualitative software which enabled comparisons to be made between participants allowing theory to emerge. 

It was found that there were two markets in the art industry, one based on the giving of gifts to gain favours and the second on private market forces. The former, the painting gift culture, was found to be corrupt and often connected to bribing government officials. Within this environment galleries used guanxi networks to locate new supply and artists used them to locate art dealers. This reduced cost in time and money but did not always provide a competitive advantage if the product did not suit the market. 

Previous research has focussed primarily on the outcomes of guanxi as opposed to its development. To initiate business guanxi an intermediary was not necessary although it did facilitate the process. Of the three methods used to build guanxi, banqueting, gift giving and favours, it was found that banquets were most important at the first and second stages to initiate guanxi and build ganqing as the relationship evolved. It also played an important role in creating affective trust before cooperation began. Gift giving also increased ganqing at the second stage. Favours were most important after guanxi had consolidated and also contributed to an increase in ganqing. 

Having good guanxi did not lead to cognitive trust, but it was needed for cognitive trust to develop. This paradox led to formulating the Guanxi-Trust Model of Business Partnerships. Due to a disposition to distrust ganqing was developed which led to affective trust in order to kick start the relationship. The decision to cooperate was based on ability, perceived risks and mutual benefits. As cognitive trust developed it was compartmentalised into ability, moral character and mutual benefit which determined the willingness to cooperate. Throughout the process guanxi contributed to affective trust whereas successful cooperation led to cognitive. Cognitive trust also increased ganqing which improved the pair’s guanxi. Galleries that implemented the Guanxi-Trust Model were able to lock artists into long-term relationships due to successful cooperation and ganqing. The artists remained loyal to the galleries allowing them to create competitive pricing strategies which in turn provided sustainability over time. 

The findings provide empirical support for prior theoretical frameworks on guanxi development. Moreover, the development of a new framework shows how trust develops alongside guanxi in cooperative relationships. This contributes to an understanding of country specific factors enhancing prior theoretical models of trust.

text: Creating Successful Partnerships in the People's Republic of China: The Significance of Guanxi Characteristics in the Relationship Building Process Between Cultural Entrepreneurs and Art Dealers. This research investigated the process of guanxi development in business partnerships between art dealers and artists in the Beijing art industry. The characteristics of guanxi were identified at each stage of the relationships’ development. They were then examined to identify which factors were the most influential. Finally, their effects on the business relationship were examined.
 
Qualitative data was collected through in-depth interviews over two years in three of Beijing’s art districts. The transcribed and translated interviews were analysed using a grounded theory approach. This process was aided by qualitative software which enabled comparisons to be made between participants allowing theory to emerge. 

It was found that there were two markets in the art industry, one based on the giving of gifts to gain favours and the second on private market forces. The former, the painting gift culture, was found to be corrupt and often connected to bribing government officials. Within this environment galleries used guanxi networks to locate new supply and artists used them to locate art dealers. This reduced cost in time and money but did not always provide a competitive advantage if the product did not suit the market. 

Previous research has focussed primarily on the outcomes of guanxi as opposed to its development. To initiate business guanxi an intermediary was not necessary although it did facilitate the process. Of the three methods used to build guanxi, banqueting, gift giving and favours, it was found that banquets were most important at the first and second stages to initiate guanxi and build ganqing as the relationship evolved. It also played an important role in creating affective trust before cooperation began. Gift giving also increased ganqing at the second stage. Favours were most important after guanxi had consolidated and also contributed to an increase in ganqing. 

Having good guanxi did not lead to cognitive trust, but it was needed for cognitive trust to develop. This paradox led to formulating the Guanxi-Trust Model of Business Partnerships. Due to a disposition to distrust ganqing was developed which led to affective trust in order to kick start the relationship. The decision to cooperate was based on ability, perceived risks and mutual benefits. As cognitive trust developed it was compartmentalised into ability, moral character and mutual benefit which determined the willingness to cooperate. Throughout the process guanxi contributed to affective trust whereas successful cooperation led to cognitive. Cognitive trust also increased ganqing which improved the pair’s guanxi. Galleries that implemented the Guanxi-Trust Model were able to lock artists into long-term relationships due to successful cooperation and ganqing. The artists remained loyal to the galleries allowing them to create competitive pricing strategies which in turn provided sustainability over time. 

The findings provide empirical support for prior theoretical frameworks on guanxi development. Moreover, the development of a new framework shows how trust develops alongside guanxi in cooperative relationships. This contributes to an understanding of country specific factors enhancing prior theoretical models of trust.

year: 2016

title: Reversible pyranyl complex formation and the mechanism of rearrangement to (η5-6-oxocycloheptadienyl)Mn(CO)3 complexes in the reaction of β-cyclomanganated 1,5-diarylpenta-1,4-dien-3-ones and alkynes; the crystal structure of [2,4-diphenyl-6-(2-phenylethenyl)pyranyl-η5]tricarbonylmanganese

authors: Mace, Wade

subjects: Manganese

abstract: 1-Phenyl-2-[(E)-3-phenylprop-2-en-1-oyl-κO]ethenyl-κC1]tetracarbonylmanganese (1a) reacts with PhCCH in CCl4 at room temperature to form [2,4-diphenyl-6-(2-phenylethenyl)pyranyl-η5]tricarbonylmanganese (2a), whose X-ray crystal structure is reported to complement that of its isomer [6-oxo-2,4,7-triphenylcyclohepta-1,4-dienyl-1,2,3,4,5-η]tricarbonylmanganese (3a), previously obtained from the reaction under reflux; but for 1a and PhCCPh the pyranyl complex cannot be isolated before rearrangement to the 3a analogue occurs. More forcing reaction conditions for 1a with Me3SiCCH and for [1-(2-trifluoromethylphenyl)-2-[(E)-3-(2-trifluoromethylphenyl)prop-2-en-1-oyl-κO]ethenyl-κC1]tetracarbonylmanganese (1b) with Me3SiCCH and PhCCH give new analogues of 3a where previously only 2a analogues had been isolated.
The reaction in CCl4 under reflux of PhCCH and the β-deuterio analogue of 1a, [1-phenyl-2-[(E)-3-phenylprop-2-en-1-oyl-3d-κO]ethenyl-κC1]tetracarbonylmanganese, gave deuteriated 3a with exo-D at the α-carbon, C7. This is inconsistent with the Mn-mediated Ph migration mechanism originally proposed to accommodate the endo position of Ph in 3a, and instead it implicates a cyclopropyl carbonyl-addition intermediate or a cyclopropyl acyl-substitution transition state in the key rearrangement step for 2a → 3a.

text: Reversible pyranyl complex formation and the mechanism of rearrangement to (η5-6-oxocycloheptadienyl)Mn(CO)3 complexes in the reaction of β-cyclomanganated 1,5-diarylpenta-1,4-dien-3-ones and alkynes; the crystal structure of [2,4-diphenyl-6-(2-phenylethenyl)pyranyl-η5]tricarbonylmanganese 1-Phenyl-2-[(E)-3-phenylprop-2-en-1-oyl-κO]ethenyl-κC1]tetracarbonylmanganese (1a) reacts with PhCCH in CCl4 at room temperature to form [2,4-diphenyl-6-(2-phenylethenyl)pyranyl-η5]tricarbonylmanganese (2a), whose X-ray crystal structure is reported to complement that of its isomer [6-oxo-2,4,7-triphenylcyclohepta-1,4-dienyl-1,2,3,4,5-η]tricarbonylmanganese (3a), previously obtained from the reaction under reflux; but for 1a and PhCCPh the pyranyl complex cannot be isolated before rearrangement to the 3a analogue occurs. More forcing reaction conditions for 1a with Me3SiCCH and for [1-(2-trifluoromethylphenyl)-2-[(E)-3-(2-trifluoromethylphenyl)prop-2-en-1-oyl-κO]ethenyl-κC1]tetracarbonylmanganese (1b) with Me3SiCCH and PhCCH give new analogues of 3a where previously only 2a analogues had been isolated.
The reaction in CCl4 under reflux of PhCCH and the β-deuterio analogue of 1a, [1-phenyl-2-[(E)-3-phenylprop-2-en-1-oyl-3d-κO]ethenyl-κC1]tetracarbonylmanganese, gave deuteriated 3a with exo-D at the α-carbon, C7. This is inconsistent with the Mn-mediated Ph migration mechanism originally proposed to accommodate the endo position of Ph in 3a, and instead it implicates a cyclopropyl carbonyl-addition intermediate or a cyclopropyl acyl-substitution transition state in the key rearrangement step for 2a → 3a.

year: 2005-07-01

title: Using the stars to indigenize the public sphere: Matariki over New Zealand

authors: Hardy, Anna

subjects: Arts & Humanities

abstract: As the rate of affiliation to Christian identity continues to decline in Aotearoa New Zealand (only 49 percent of the population said they were Christian in the last census), public space has become more receptive to other forms of religiosity. In particular, community rituals around the winter movements of the Matariki (Pleiades) constellation have gained support since the year 2000. For instance, the capital city, Wellington, has replaced a centuries’ old British fireworks festival, Guy Fawkes, with an enlarged version of its Matariki celebrations: an action seen as a tipping point in the incorporation of Māori spiritual values into public life. Interactions between European colonisers and Māori have been characterised for more than 250 years by tensions between the relational thinking of Māori who see human beings as both participating in and constrained by an environment resonant with divine energies, and the quantitative, hierarchical, ‘Great Chain of Being’ model that had long been dominant among Europeans. Now, when the natural environment worldwide is under strain from population and economic pressures, it seems to some both appropriate and vital to look to epistemological and spiritual models that are intimately responsive to the specificities of location.

text: Using the stars to indigenize the public sphere: Matariki over New Zealand As the rate of affiliation to Christian identity continues to decline in Aotearoa New Zealand (only 49 percent of the population said they were Christian in the last census), public space has become more receptive to other forms of religiosity. In particular, community rituals around the winter movements of the Matariki (Pleiades) constellation have gained support since the year 2000. For instance, the capital city, Wellington, has replaced a centuries’ old British fireworks festival, Guy Fawkes, with an enlarged version of its Matariki celebrations: an action seen as a tipping point in the incorporation of Māori spiritual values into public life. Interactions between European colonisers and Māori have been characterised for more than 250 years by tensions between the relational thinking of Māori who see human beings as both participating in and constrained by an environment resonant with divine energies, and the quantitative, hierarchical, ‘Great Chain of Being’ model that had long been dominant among Europeans. Now, when the natural environment worldwide is under strain from population and economic pressures, it seems to some both appropriate and vital to look to epistemological and spiritual models that are intimately responsive to the specificities of location.

year: 2019