Guanxi and supply chain collaboration: an analysis of the Sino-Franco buyer–supplier relationship

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ABSTRACT Along with the rapid growth of Chinese investments in France in recent years, there’s an increasing interest in studying the impact of Sino-Franco buyer–supplier relationship on their supply chain collaboration (SCC). We refer to both operational research and social management research to consider how does guanxi influence SCC and buying companies’ supply chain performance. By analysing the survey data collected from Chinese buyers in France, our findings have not only empirically proved guanxi’s importance in Sino-Franco relationship, but also revealed guanxi’s indirect influence on supply chain performance through the mediating effect of three different SCC dimensions (i.e. version sharing, resource-based collaboration and process-based collaboration).