ABSTRACT
In this chapter, we propose a reconsideration of the Chinese concept of guanxi (connection), associated with the cultural characteristics of Confucian dynamism, through the lens of French post-structuralist philosopher Michel Foucault's concepts of discourse and dispositive (or disposition). Our theoretical discussion is informed by field research undertaken by Ding in 2019‒2020. We begin by reviewing literature on guanxi, the history and recent shifts in approach to guanxi as both a concept and a practice drawing from cultural psychology and cross-cultural management. We focus on the extent to which guanxi might be a form of discourse. We then turn to Foucault's work on discourse, exploring the concept he derives from it, that of the dispositive or dispositif. From Ding's research, we identify four important elements of guanxi – stabilization, ranking, magnification, and concentration – and their importance in developing international relationships. We draw on Ding's field research to demonstrate how a range of Foucault's concepts, including governmentality, can relate to Chinese knowledge, culture, and behavior in the context of cross-cultural collaboration. We conclude with some practical recommendations for establishing international networks involving Chinese institutions and future research on guanxi.
