An Exploration of the Ways American University Development Officers Can Build Guanxi With Chinese Parents

• In Event: 66.088 - Sheraton Roundtable 13 - Osgoode Ballroom
  In Roundtable Session: 66.088-7 - Global Implications and Impacts of Philanthropic Involvement in Pre-K–20 Education

Abstract

In this study, I explored how American university advancement officers could employ guanxi to cultivate relationships with Chinese parent donors in order to increase U.S. higher education philanthropy efforts. The concept of guanxi, an important aspect of building and sustaining relationships in China, served as the focus for understanding Chinese parents’ connections with their children’s American universities. I employed a qualitative collective case study design using purposeful criterion sampling and conducted research with seven participants. The research findings inform the practice of American university fundraising. The researcher generated specific strategies for American university development officers to build and cultivate guanxi with Chinese parents in order to receive more donations from them. Recommendations for further research are also provided.

Author

• Jinrui Mone, University of the Pacific