China Business Culture: Strategies for Success

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.

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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: 9789810491581
  • Publisher: Thorogood
  • Publication date: 4/28/2007
  • Pages: 280
  • Product dimensions: 5.60 (w) x 8.60 (h) x 1.00 (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

CHINA'S INTERNATIONAL TRADE HISTORY: The Miracle of Economic Development; China in the Twenty-First Century; TRADITIONAL CHINESE BUSINESS VALUES: Confucian Predominance; Ancient Business Values; THE REVOLUTION IN CHINESE BUSINESS: 'Business Fever'; CHINESE NEGOTIATING STYLE: The Rules of Negotiation; Chinese Negotiating Tactics; JOINT VENTURES: Finding a Good Partner; International Joint Ventures; USING NETWORKS: Guanxi; Amicable Relationships with Officials; THE CHINESE MARKET AND CONSUMER PSYCHOLOGY: Consumer Behaviour; The Psychology of Chinese Consumers; EFFECTIVE MARKETING: Market Research; Sales Promotion; Distribution; HOW TO THRIVE IN BUSINESS: Patience; Power; Predisposition; Personnel; Protection; Perspective; REFERENCES.

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