Translated most often as ‘relationships’ or ‘connections,’ guanxi is a sacrosanct concept for Westerners interested in China – I’ve never found it to have much applicability. The other day I wandered into the Hubei Provincial Intellectual Property Rights Bureau and immediately set up several interviews. This has sort of become the modus operandi of research* – approach stranger and gather information (of potentially dubious quality, albeit).
This isn’t to say relationships and introductions aren’t important, but rather that we (as foreigners interested in China) place far too much emphasis on the exoticism of guanxi, a concept that would otherwise simply be called social capital. Within the China context sociologists seem to have caught on – but in the business community this type of exoticism is used as a shield – why bother learning the language and cultural norms when you’ve convinced yourself it’s necessary that you need an “in” to accomplish anything?