Supply chain technology adoption in China: investigating the role of swift Guanxi and socialist ideology

Purpose This study investigates how swift guanxi – a form of short-term relational interaction that facilitates rich information exchange – influences managerial trust and behavioral intentions to adopt supply chain technology in China. Specifically, it examines the relative effect of swift guanxi with the government, customers and competitors, as well as the moderating role of socialist ideology in shaping these relationships. Design/methodology/approach A scenario-based controlled experiment was conducted with managers from Chinese logistics companies. Participants were presented with scenarios depicting swift guanxi interactions with individuals affiliated with the government, customers or competitors. Behavioral intentions and trust were measured, and the moderating influence of socialist ideology was assessed. Findings The results reveal that swift guanxi with the government and customers significantly enhances managerial trust and adoption intentions compared to interactions with competitors. Additionally, managers with stronger socialist ideology exhibit amplified effects of swift guanxi with the government, while the influence of swift guanxi with customers diminishes under these conditions. Practical implications The study provides actionable insights for firms targeting technology adoption by business partners in China. Building swift guanxi with government officials and key customers can be pivotal, particularly when managers hold strong socialist beliefs. Firms should tailor engagement strategies to leverage the unique dynamics of guanxi-based interactions. Originality/value This research introduces swift guanxi as a distinct cultural and relational factor influencing supply chain technology adoption intentions. It expands the guanxi literature by distinguishing the influence of swift guanxi based on institutional affiliation and contributes to signaling theory by examining how institutional context shapes receivers’ interpretation of signal credibility and importance.