Research of Guanxi in Transport Supply Chain and Value Chain Issues

The article assesses the complexity of logistics features and transport management in the context of the scientific literature and discusses the possibilities of ensuring effective transport management within the value chain. It aims to explain the implications of piloting empirical ANOVA using the guanxi (Chinese interpersonal relationships) principles in transport logistics supply chain and value chain issues in loads transportation in deciding to cooperate internationally, and to analyse and empirically substantiate the behaviour characteristics expressed while managing negotiations with business partners in the logistics market. Analytical, descriptive, quantitative and statistical research methods were applied. A quantitative research strategy was used in the case of China (n = 100) to clarify the behaviour characteristics expressed in negotiation management towards business partners in the logistics supply chain. The research revealed a holistic picture of how transport management improvements can positively affect the overall efficiency of the entire value chain. Besides, it used the assessments of the research participants to ascertain possible ways to ensure transport management in the value chain. The data analysis showed that it is relevant to change habitual behaviour towards business partners during negotiations to predict the possibilities of ensuring transport management in the value chain and secure a competitive advantage in the logistics market. The study found that the focus is on building and maintaining formal relationships with business partners and creating long-term, close relationships. Self-interest is the least desired characteristic in negotiation management. Based on statistical data analysis, the behaviour of respondents towards business partners during negotiations in the logistics market is similar, i.e. it does not differ statistically significantly by gender, age, work experience and education. The strategies applied in negotiation management are statistically significantly related to the positions held by the respondents. A correlation analysis found negative statistically significant relationships between the indicator of the subscale for creating long-term close relationships, the indicator of the subscale for strategies applied for negotiation management, and the indicator of the subscale for creating formal relationships during negotiations. The study results provided valuable insights into the operation and dynamics of the Chinese supply chain, especially emphasising the importance of logistics characteristics. It will have lasting value in the scientific discussion by providing guidelines for implementing transportation management in the value chain. Furthermore, the study’s results can be easily extrapolated to other contexts to optimally predict the possibilities of transportation management in the value chain by applying the practices in the logistics supply chain based on the Chinese case.