Doing business successfully in China / Mona Chung.
2011
HG5782 .C48 2011 (Map It)
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Details
Author
Title
Doing business successfully in China / Mona Chung.
Published
Oxford ; Philadelphia : Chandos Publishing, 2011.
Call Number
HG5782 .C48 2011
Former Call Number
Ch.P 658 C47214 2011
ISBN
9781843345497 (hbk.) :
1843345498 (hbk.)
9781843345480 (pbk.)
184334548X (pbk.)
9780857091550 (Woodhead)
0857091557 (Woodhead)
1843345498 (hbk.)
9781843345480 (pbk.)
184334548X (pbk.)
9780857091550 (Woodhead)
0857091557 (Woodhead)
Description
xv, 228 pages : illustrations ; 24 cm.
System Control No.
(OCoLC)756583992
Bibliography, etc. Note
Includes bibliographical references and index.
Record Appears in
Table of Contents
List of figures
xiii
About the author
xv
1.
Introduction
1
The importance of doing business with China
1
The lure of 1.3 billion consumers
3
A little knowledge can be dangerous
5
Current and constant change
6
2.
Communicating with Chinese by understanding them better
9
Communication models
10
Context of culture and cross-cultural communication
12
Building relationships at all levels
14
Questions and answers not always straightforward
16
Limitations in practical situations
19
Miscommunication across cultures
19
The Glass Wall Effect
21
The Glass Wall Effect in practice - a deadly sin
23
Interpreters in cross-cultural communication
26
References
32
3.
The Chung Model: a practical business example
35
Changing goals
37
An Australian company's Critical Point in Shanghai
38
The loss implications
40
4.
Characteristics of the Chinese in commercial negotiations
43
Definitions of negotiation
44
Rio and BHP's long-term win
45
Order of arguments in negotiations
48
Understanding the Chinese
48
Team spirit
51
The value of power
51
Gender in negotiations
52
Approaches in cross-cultural negotiations
52
Cultural Capability Theory
55
References
61
5.
A culturally sound entry strategy brings success
65
A much more complex option
66
Historical overview of foreign direct investment
66
The modern challenge of China
67
Three waves of investment
69
Assessing methods of entry
71
The degree of control
73
How joint ventures lessen the risk
74
The blame game hides the truth
78
The Foster's entry and growth strategy
80
Importance of local knowledge
81
Chinese role is omnipresent
83
References
87
6.
The mindset of culture and its impact
91
Financial loss focuses the mind
92
Market research must be best possible
93
Preparation is a long-term process
96
Culturally suited strategy a winner for Australian company
98
Fast-tracked at the local level
100
References
102
7.
Mistakes to avoid in managing multicultural teams
105
The important distinction between Chinese
106
The effect on performance
107
Stability of management personnel
108
Consistency important in cross-cultural management
112
Chinese systems, Chinese styles
113
Expatriates' psychological barriers
117
When duties include love songs
120
`Approval' is part of a continuing process
122
References
124
8.
Cultural obstacles to negotiations: new research in China
127
Understanding different approaches
128
Culture and its impact on negotiation
129
It's not just what is said, but how
131
The importance of Maoism
133
Confucianism's five formal relationships
135
When `normal' behaviour is `aggressive'
137
Negotiation with Chinese in practice
139
Be prepared - the future of Chinese negotiators
141
China's education revolution
143
Is English a true global language?
146
Hierarchy and harmony - two key cultural features
146
Chinese negotiators - the key to success
148
`Yes' does not always mean `yes'
149
Negotiation with Chinese is a complex task
150
References
151
9.
Eat, drink and may your business prosper
155
Rites of eating must be understood
156
The environment and health connection
157
Rites and wrongs
160
Don't wave your chopsticks
162
The importance of festivals
164
A lesson learnt by an Australian company
165
Supplying a little gratitude
167
The 3Rs: Relax, repair and reciprocate
170
Using food to the best advantage
171
Understanding the drinking `game'
172
All cultures evolve
174
References
175
10.
How to market products to Chinese consumers
177
Culturally suited strategies are essential
178
The attraction of China
180
Joint ventures the only suitable vehicle
183
An Australian `flying squad' approach
184
Lack of knowledge leads to nasty surprises
186
Accurate market research a major challenge
188
The brands conundrum
189
Disastrous brand names by characters
193
Packaging and labelling the Chinese way
195
Distribution swings, roundabouts and roadblocks
197
When transport infrastructure means bicycles
199
The power of local marketing knowledge
201
Local market on a global scale
202
Effective promotional communication
203
The Hong Kong way is not Chinese
205
Time to rock `n' roll
206
Consumer perceptions of Australia
209
Personal selling and other sales techniques
210
A lesson in cultural behaviour
213
References
215
11.
Conclusion
217
The evolution of investment opportunities in China
218
China: a costly laboratory
219
Doing business successfully in China
220
Index
223