How Guanxi Influences Word of Mouth Intentions

Abstract

This research investigates key determinants of success for executive search consultants from the perspective of
job candidates. Findings from 245 respondents support the hypotheses that word of mouth intentions are driven
by satisfaction, trust, and guanxi, satisfaction and trust are partial mediators. The findings successfully
demonstrate the association between guanxi and relational dimensions, and indicate that the service attributes
identified in the research are appropriate for evaluating the performance of executive search services as
perceived by job candidates. This research contributes to the body of knowledge related to human resources
management and customer relationship management.