TY  - JOUR
AB  - This study of multinational companies in China focuses on the role culture plays in relationship cultivation. The author interviewed 40 participants from 36 multinational companies in China. The findings revealed that characteristics of Chinese culture, such as family orientation, guanxi, relational orientation (role formalisation, relational interdependence, face, favour, relational harmony, relational fatalism and relational determination) had an influence on multinational companies’ relationship cultivation strategies. Multinationals from Western countries were found, however, to be more persistent in maintaining their own cultural values in relationship building than multinational companies from Asian countries.
VL  - 8
IS  - 3
SN  - 1363-254X
DO  - 10.1108/13632540410807682
UR  - https://doi.org/10.1108/13632540410807682
AU  - Flora Hung Chun‐ju
PY  - 2004
Y1  - 2004/01/01
TI  - Cultural influence on relationship cultivation strategies: Multinational companies in China
T2  - Journal of Communication Management
PB  - Emerald Group Publishing Limited
SP  - 264
EP  - 281
Y2  - 2024/04/19
ER  -