China Business Culture: Strategies for Success Book

Preface     xi
Introduction     xiii
China's International Trade History     1
The Silk Road and Ocean Adventures
Gun Boat Diplomacy
The 'Cold War'
The Miracle of Economic Development
The Open Door
Foreign Investment
Economic Miracle
China in the Twenty-First Century
A Real Market
The World Trade Organization Effect
Traditional Chinese Business Values     19
Confucian Predominance
Hierarchy
Collectivism
The Many Faces Of 'Face'
Pragmatism: Human Nature the Supernatural
High Uncertainty Avoidance
Egalitarianism
Ancient Business Values
Valuing Agriculture and Belittling Commerce
Business: Crafty and Unscrupulous
Limiting the Pursuit of Personal Wealth
The Revolution in Chinese Business     39
'Business Fever'
'Being rich is Glorious'
The Importance of Friendship
Guanxi
The 'Seamless-ness' of Business and Officialdom
Good Fortune in Business
Strategems in Business
Chinese Negotiating Style     59
The Rules of Negotiation
The Initial Stage: Roles and Relationships
The Middle Stage: Patience and Compromise
The Final Stage: Win-win Ending and Termination with Openness
The Role Of Banquets
Banquets during Negotiations
The Time, Place and Means of Banqueting
Chinese Negotiating Tactics
Joint Ventures     91
Finding a Good Partner
State-Owned Chinese Corporations
Privately-Owned Corporations
Collective - Owned Enterprises
International Joint Ventures
Initiating Joint VentureCo-operation
Choosing the Right Chinese Employees
Ongoing Management
Using Networks     141
Guanxi
A Dynamic Interpersonal Network
Gift-Giving
Amicable Relationships with Officials
The Role of the Chinese Government
Anti-Corruption Skills
The Chinese Market and Consumer Psychology     175
Consumer Behaviour
Demographic Segmentation
Socio-economic Segmentation
Organisational Segmentation
Geographic Segmentation
The Psychology of Chinese Consumers
Saving Prior to Consuming
Vying for Purchasing
Relationship Driven Purchasing
Flaunting Consuming
Effective Marketing     201
Market Research
Knowing the Market
Organizing Market Research
Sales Promotion
Branding
Packaging
Advertising
Public Relations
Distribution
Current Obstacles
Marketing Channels
How to Thrive in Business     239
Patience - Psychological Preparation
Power - Financial Strength
Predisposition - Developing Relationships
Personnel - Recruiting the Right people
Protection - Legal Security
Perspective - Cultural Sensitivity
References     261
About the Authors     267
Index     269