A CONCEPTUAL PAPER ON GUANXI CULTURE IN PRACTICE: UNPACKING RELATIONSHIP-DRIVEN SUPPLIER CHOICES IN CHONGQING'S LUXURY HOTEL SECTOR

Abstract

The study examines the impact of Guanxi — the traditional Chinese interpersonal relationship system — on high-end hotels' selection practice in Chongqing's luxury hotel industry. Guided by organizational and socio-cultural theories, this conceptual paper elaborates how Guanxi impacts procurement choice, trust relationships, risk management, and the sustainability of alliance partnerships with suppliers. The analysis is set in the context of a multi-theoretical framework, involving Confucian ethics, institutional theory, stakeholder theory, and social capital theory, in order to present a holistic understanding of institutionalizing Guanxi in hotel supply chain management. The paper concludes with practical implications for domestic and international business practitioners and emphasizes that future empirical studies are needed.