Challenges in Western‐Chinese business relationships: the Chinese perspective

Challenges in Western‐Chinese business relationships: the Chinese perspective Purpose – The purpose of this paper is to identify fundamental business practice differences that resulted from cultural differences between China and the West and to examine if traditional Chinese values and modern values coexist in the business context. Design/methodology/approach – In total, ten one‐on‐one and two focus group interviews with Chinese business people involved in transactions with the USA were conducted in China. Findings – The findings largely confirmed the significant influence of core Chinese traditional values on business practices in China. Contemporary business practices in China were found to be adapting to Western cultures in the presence of dynamic economic and social transitions. Research limitations/implications – The findings of this study are based on a series of interviews conducted in Beijing, Shanghai and Shenzhen with selected Chinese businesses. While this initial data from the Chinese perspective provides valuable insights, inclusion of a diverse population would provide richer understanding. Originality/value – Based on findings, this study concludes that approaching China only with its traditional values limits understanding of the country's reality. Detailed practical implications based on findings are suggested. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Marketing Intelligence & Planning Emerald Publishing

Challenges in Western‐Chinese business relationships: the Chinese perspective

Marketing Intelligence & Planning, Volume 31 (2): 14 – Mar 22, 2013

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Publisher
Emerald Publishing
Copyright
Copyright © 2013 Emerald Group Publishing Limited. All rights reserved.
ISSN
0263-4503
DOI
10.1108/02634501311312062
Publisher site
See Article on Publisher Site

Abstract

Purpose – The purpose of this paper is to identify fundamental business practice differences that resulted from cultural differences between China and the West and to examine if traditional Chinese values and modern values coexist in the business context. Design/methodology/approach – In total, ten one‐on‐one and two focus group interviews with Chinese business people involved in transactions with the USA were conducted in China. Findings – The findings largely confirmed the significant influence of core Chinese traditional values on business practices in China. Contemporary business practices in China were found to be adapting to Western cultures in the presence of dynamic economic and social transitions. Research limitations/implications – The findings of this study are based on a series of interviews conducted in Beijing, Shanghai and Shenzhen with selected Chinese businesses. While this initial data from the Chinese perspective provides valuable insights, inclusion of a diverse population would provide richer understanding. Originality/value – Based on findings, this study concludes that approaching China only with its traditional values limits understanding of the country's reality. Detailed practical implications based on findings are suggested.

Journal

Marketing Intelligence & PlanningEmerald Publishing

Published: Mar 22, 2013

Keywords: China; National cultures; Values; International business; Business practices

References

  • The heterogeneity of Chinese consumer values: a dual structure explanation
    Lin, X.; Wang, C.L.
  • Transition customs in Chinese companies: a practitioner's view
    Ng, L.
  • Achieving business success in Confucian societies: the importance of guanxi (connections)
    Yeung, I.Y.M.; Tung, R.L.

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