In China, dinner gatherings often feature unfamiliar faces. The host typically provides a brief explanation: "They are ziziren (自己人, 'one of us')." This single phrase clarifies the reason for their presence and their respective positions.
The term 'ziziren' goes beyond mere familiarity; it serves as a marker of trust. In China, friends do not require lengthy introductions through mutual acquaintances. The term ziziren suffices, a concept that may seem somewhat rude in South Korea.
Many still perceive China's guanxi (关系, 'relationships') as a framework based on drinking and camaraderie, believing that friendship leads to successful business dealings. While this approach was once effective, the current dynamics are much more pragmatic. Even while sharing laughter and clinking glasses, individuals simultaneously assess each other's abilities, resources, reputations, influence, and potential value. If the balance of value is off, mere familiarity will not drive business forward.
Thus, introducing someone as a ziziren is not a trivial favor; the introducer stakes their own credibility. Such recommendations are only possible after thoroughly evaluating the other person's capabilities and risks. Consequently, the term ziziren functions more like a strong endorsement than a casual label. While many may share a drink, few earn the recognition of being a ziziren.
The network formed by these verified ziziren is known as quanzi (圈子, 'inner circle'). Within this network, information, opportunities, capital, and influence are exchanged among individuals whose value and trustworthiness have been established. In China, issues are often resolved more swiftly within a quanzi than through official channels. Many transactions and business opportunities are initially connected through this network.
The operational dynamics of quanzi are also evident in corporate growth structures. Internal trust networks observed in large companies like Trip.com and Pinduoduo are mirrored in emerging tech firms such as DeepC and Unitree. Connections are first made among individuals verified through academic, regional, or professional networks, reducing decision-making costs and accelerating execution speed. The principles driving corporate organizations and individual business environments are fundamentally similar, regardless of scale.
This shift represents more than just a change in interpersonal relationships; it is altering the very structure of opportunity in the Chinese market. Previously, having many acquaintances was advantageous, but now, being part of a specific quanzi is more critical. Information arrives late for those outside, and opportunities are often organized elsewhere. The nature of connections has shifted from quantity to quality, emphasizing where one is connected rather than how many connections one has. This structure is not limited to elite groups; it operates similarly in local communities and small business environments. The significance of the term ziziren transcends social hierarchies in China.
The adage, "To do business with Chinese people, first become friends," remains relevant. However, today's friends are not merely those met over drinks; they are individuals recognized as ziziren. Guanxi has not disappeared but has been restructured into a system of verification. What operates in China today is 'verified guanxi.'
- Choi Yeo-jin, CEO of MaxValue Capital, Ph.D. candidate in International Communication at the Chinese Academy of Social Sciences
* This article has been translated by AI.
Copyright ⓒ Aju Press All rights reserved.