Reciprocity

Guanxi cannot be sustained between two parties if there is no need of reciprocity. Like face, the principle of reciprocity is universal but, in the Chinese case, the concept has particular salience (Kirkbride et al 1991). When internalized in both parties, the norm obliges the one who has first received a benefit to repay it at a later time. Consequently, there may be less hesitancy in being the first and a greater facility with which the exchange and the social relation can get underway (Gouldner 1960). For most Chinese, a transaction or exchange will only take place when there is mutual benefit for both parties involved. As indicated earlier, reciprocity is a 'hostage' which sustains a network relationship. Without reciprocity, established guanxi will elapse.