Doing Business Successfully in China
Woodhead Publishing Ltd, August 2011, Pages: 246
Despite the overwhelming importance of the Chinese economy to the success of Western economies, there has yet to be an examination of why Western companies have had difficulties in doing business with the Chinese. A significant barrier that companies have difficulty to overcome is the effective communication with their Chinese counter parts. This major impediment is caused by no understanding of the cultural differences between the Chinese and Western business cultures. This book offers the solution to this problem: the bi-cultural personnel.
Key features:
- the first book presented by a true bi-cultural consultant and researcher who has depth knowledge in the understanding of both the Australian and Chinese markets, culture and more importantly the behavioural pattern of people from both sides of the businesses
- provides a totally new perspective for business managers and entrepreneurs to find out how to avoid the same fate as has befallen so many failed enterprises
- the new perspective is to highlight the acceptance of cultural differences as the focus for devising and implementing successful strategy
- offers a new way of thinking and the opportunities for organisations to formulate culturally suitable strategies and operational plans in order to succeed in China
- offers tools to manager from the angles of strategies, management, HR and market to provide organisations the opportunities to handle their China operation successfully either on their own or with partners
Readership: Executives, managers, professionals, consultants, policy makers. It may also be used as a reference book to researchers’ in the area of Chinese business research.
Introduction
- The importance of doing business with China
- The lure of 1.3 billion consumers
- A little knowledge can be dangerous
- Current and constant change
Communicating with Chinese by understanding them better
- Communication models
- Context of culture and cross-cultural communication
- Building relationships at all levels
- Questions and answers not always straightforward
- Limitations in practical situations
- Miscommunication across cultures
- The Glass Wall Effect
- The Glass Wall Effect in practice – a deadly sin
- Interpreters in cross-cultural communication
- References
The Chung Model: a practical business example
- Changing goals
- An Australian company’s Critical Point in Shanghai
- The loss implications
Characteristics of the Chinese in commercial negotiations
- Definitions of negotiation
- Rio and BHP’s long-term win
- Order of arguments in negotiations
- Understanding the Chinese
- Team spirit
- The value of power
- Gender in negotiations
- Approaches in cross-cultural negotiations
- Cultural Capability Theory
- References
A culturally sound entry strategy brings success
- A much more complex option
- Historical overview of foreign direct investment
- The modern challenge of China
- Three waves of investment
- Assessing methods of entry
- The degree of control
- How joint ventures lessen the risk
- The blame game hides the truth
- The Foster’s entry and growth strategy
- Importance of local knowledge
- Chinese role is omnipresent
- References
The mindset of culture and its impact
- Financial loss focuses the mind
- Market research must be best possible
- Preparation is a long-term process
- Culturally suited strategy a winner for Australian company
- Fast-tracked at the local level
- References
Mistakes to avoid in managing multicultural teams
- The important distinction between Chinese
- The effect on performance
- Stability of management personnel
- Consistency important in cross-cultural management
- Chinese systems, Chinese styles
- Expatriates’ psychological barriers
- When duties include love songs
- ‘Approval’ is part of a continuing process
- References
Cultural obstacles to negotiations: new research in China
- Understanding different approaches
- Culture and its impact on negotiation
- It’s not just what is said, but how
- The importance of Maoism
- Confucianism’s five formal relationships
- When ‘normal’ behaviour is ‘aggressive’
- Negotiation with Chinese in practice
- Be prepared – the future of Chinese negotiators
- China’s education revolution
- Is English a true global language?
- Hierarchy and harmony – two key cultural features
- Chinese negotiators – the key to success
- ‘Yes’ does not always mean ‘yes’
- Negotiation with Chinese is a complex task
- References
Eat, drink and may your business prosper
- Rites of eating must be understood
- The environment and health connection
- Rites and wrongs
- Don’t wave your chopsticks
- The importance of festivals
- A lesson learnt by an Australian company
- Supplying a little gratitude
- The 3Rs: Relax, repair and reciprocate
- Using food to the best advantage
- Understanding the drinking ‘game’
- All cultures evolve
- References
How to market products to Chinese consumers
- Culturally suited strategies are essential
- The attraction of China
- Joint ventures the only suitable vehicle
- An Australian ‘flying squad’ approach
- Lack of knowledge leads to nasty surprises
- Accurate market research a major challenge
- The brands conundrum
- Disastrous brand names by characters
- Packaging and labelling the Chinese way
- Distribution swings, roundabouts and roadblocks
- When transport infrastructure means bicycles
- The power of local marketing knowledge
- Local market on a global scale
- Effective promotional communication
- The Hong Kong way is not Chinese
- Time to rock’n’roll
- Consumer perceptions of Australia
- Personal selling and other sales techniques
- A lesson in cultural behaviour
- References
Conclusion
- The evolution of investment opportunities in China
- China: a costly laboratory
- Doing business successfully in China
Dr Mona Chung is an expert in doing business with China. As a bi-cultural person she short-circuits processes and produce results that increase efficiency by between 70% and 50%. Dr Chung is a frequent guest speaker at public forums and tertiary institutions and is the author of an extensive list of publications in cross-cultural business studies. Dr Chung teaches international business, management and marketing.
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