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• W2023955098 abstract "The aim of this study is to explore how relational gatekeepers facilitate the development of relationships between out-group members and in-group members in an intercultural business environment, and to bring to the surface the inter-cultural and inter-networked nuances of guanxi. Based on interviews with managers from China and New Zealand, the workings of Chinese–Western business relationships and the roles of relational gatekeepers are explored. Empirical findings reveal three key gatekeeping roles, namely reciprocal, adaptive and symbolic, used for enabling the development of intercultural business relationships. We offer a structural hole explanation of intercultural gatekeeping in a seemingly contradictory and irreconcilable inter-networked environment. Our study also provides strategic implications of intercultural gatekeeping for foreign outsiders and recommends practical approaches for reaching the decision makers and resource integrators in jealously protected local business networks." @default.
• W2023955098 created "2016-06-24" @default.
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• W2023955098 date "2014-07-01" @default.
• W2023955098 modified "2023-09-29" @default.
• W2023955098 title "Toward a gatekeeping perspective of insider–outsider relationship development in China" @default.
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• W2023955098 doi "https://doi.org/10.1016/j.jwb.2013.06.002" @default.
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