Coincidental Language

Abstract In Chapter 6, we explore how interpretations of guanxi vary across individuals, potentially undermining our findings. We analyze how entrepreneurs themselves define guanxi, focusing on linguistic complexity measured by word variety and volume. Two findings emerge. First, there is no evidence of distinct cognitive types or culturally segmented understandings of guanxi. Instead, descriptions vary continuously across levels of complexity. Second, this complexity is linked to the structure of an entrepreneur’s network. Individuals with more strong bridges tend to describe guanxi in more nuanced ways. Language reflects experience—those more familiar with guanxi express it more richly. Variation in complexity does not correlate with demographic differences (like age or education) or business characteristics. In short, strong bridges predict trust and advantage regardless of how individuals articulate their understanding of guanxi. Understanding is shaped more by network experience than personal background, supporting the generalizability of the strong bridges provided by guanxi.