China Business Culture

Overview

What is this book about?

China’s current growth rate is staggering: WTO entry, ratification of the Kyoto protocols 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.

Content

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

Reviews

‘This text is a valuable tool for those Western business people or managers who wish to enter and then succeed in the Chinese market, as well as students of business and commerce at both undergraduate and postgraduate MBA level.’

Stewart R Clegg, Professor of Management, University of Technology, Sydney