China Business Culture: Strategies for Success

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Overview

China's current growth rate is staggering: entry into the WTO, Google’s tribulations with China’s internet policies and the 2008 Beijing Olympics all point to unprecedented levels of interest in the world's largest market. But commercial success for Westerners is dependent on understanding a very different and complex set of cultural and business values, as well as the techniques of structuring a joint venture, negotiation and effective marketing in China.

The realities of constant change mean that businesses must re-examine stereotypical or traditional views about what constitutes a distinctive business culture. The authors present a vivid picture of modern-day commerce in the People’s Republic of China, written in a practical, comprehensive style, that will appeal to a wide spectrum of readers—from professional business people and MBA postgraduates to university and business college students.

China’s Business Culture discusses many important topics; among them: Chinese managerial style; the significance of business networks; the best way to co-operate with various departments of the Chinese government; skills of negotiation; the cultural “essence” of Chinese commerce; Chinese consumer psychology; and the most effective way of promoting goods and services in the world’s largest market.

This book is a must-have for anyone doing business—or planning on doing business—in the world’s fastest growing, and most complex, market.

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Product Details

  • ISBN-13: 9789810487041
  • Publisher: Thorogood
  • Publication date: 3/28/2008
  • Edition description: New Edition
  • Pages: 280
  • Product dimensions: 5.40 (w) x 8.40 (h) x 0.80 (d)

Meet the Author

Rob Goodfellow is an Australian-based author, journalist, researcher and cultural consultant who has extensive experience in the field of Chinese and Indonesian business and political cultures.

Xin Sheng Zhang is an independent cross-cultural consultant and trainer. For many years, Associated Professor Zhang was a Senior Educator in the Faculty of Adult Education, the People's University of China, Beijing.

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Table of Contents


Preface     xi
Introduction     xiii
China's International Trade History     1
The Silk Road and Ocean Adventures
Gun Boat Diplomacy
The 'Cold War'
The Miracle of Economic Development
The Open Door
Foreign Investment
Economic Miracle
China in the Twenty-First Century
A Real Market
The World Trade Organization Effect
Traditional Chinese Business Values     19
Confucian Predominance
Hierarchy
Collectivism
The Many Faces Of 'Face'
Pragmatism: Human Nature the Supernatural
High Uncertainty Avoidance
Egalitarianism
Ancient Business Values
Valuing Agriculture and Belittling Commerce
Business: Crafty and Unscrupulous
Limiting the Pursuit of Personal Wealth
The Revolution in Chinese Business     39
'Business Fever'
'Being rich is Glorious'
The Importance of Friendship
Guanxi
The 'Seamless-ness' of Business and Officialdom
Good Fortune in Business
Strategems in Business
Chinese Negotiating Style     59
The Rules of Negotiation
The Initial Stage: Roles and Relationships
The Middle Stage: Patience and Compromise
The Final Stage: Win-win Ending and Termination with Openness
The Role Of Banquets
Banquets during Negotiations
The Time, Place and Means of Banqueting
Chinese Negotiating Tactics
Joint Ventures     91
Finding a Good Partner
State-Owned Chinese Corporations
Privately-Owned Corporations
Collective - Owned Enterprises
International Joint Ventures
Initiating Joint VentureCo-operation
Choosing the Right Chinese Employees
Ongoing Management
Using Networks     141
Guanxi
A Dynamic Interpersonal Network
Gift-Giving
Amicable Relationships with Officials
The Role of the Chinese Government
Anti-Corruption Skills
The Chinese Market and Consumer Psychology     175
Consumer Behaviour
Demographic Segmentation
Socio-economic Segmentation
Organisational Segmentation
Geographic Segmentation
The Psychology of Chinese Consumers
Saving Prior to Consuming
Vying for Purchasing
Relationship Driven Purchasing
Flaunting Consuming
Effective Marketing     201
Market Research
Knowing the Market
Organizing Market Research
Sales Promotion
Branding
Packaging
Advertising
Public Relations
Distribution
Current Obstacles
Marketing Channels
How to Thrive in Business     239
Patience - Psychological Preparation
Power - Financial Strength
Predisposition - Developing Relationships
Personnel - Recruiting the Right people
Protection - Legal Security
Perspective - Cultural Sensitivity
References     261
About the Authors     267
Index     269
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