TY  - JOUR
AB  - The process of doing business in The People′s Republic of China can
be understood better and improved through a conceptual model that
identifies and explains critical elements of their culture. An attempt
is made to fill a gap in previous work by integrating anthropological
and political theory, pertinent literature, and experience in the
Chinese context. The model reveals the importance of understanding how
communication occurs cross‐culturally through language, material
objects, and non‐verbal behaviour. The critical role of interpersonal
relationships in China is discussed, highlighting the important factors
of guanxi, face, group orientation, and deference to age and
authority. The final element of the cultural framework is the pervasive
influence of the Communist Party. A number of implications are offered
for Western business practitioners.
VL  - 8
IS  - 4
SN  - 0263-4503
DO  - 10.1108/02634509010141194
UR  - https://doi.org/10.1108/02634509010141194
AU  - Osland Gregory E.
PY  - 1990
Y1  - 1990/01/01
TI  - Doing Business in China: A Framework for Cross‐cultural
Understanding
T2  - Marketing Intelligence & Planning
PB  - MCB UP Ltd
SP  - 4
EP  - 14
Y2  - 2024/04/24
ER  -