Country_Navigator-Profile_China&USA

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1、CULTURALPROFILEProfileComparison:Chinavs.USACOUNTRYNAVIGATORCULTURALPROFILE2ProfileComparison:Chinavs.USAThescalepositionsareindicatedasfollows:=TheChineseposition=Overlappingposition=TheAmericanpositionThetrafficlightcoloursindicatehowcloselythescoresmatch:=Maximumdifference=Moderate

2、difference=Minimaldifference©TransnationalManagementAssociates2012·www.tmaworld.com·www.countrynavigator.comCOUNTRYNAVIGATORCULTURALPROFILE3TheChinesePositionRelationshipsplayacentralrolefortheChinese.“It’snotwhatyouknow,it’swhoyouknowthatcounts”.Theterm“guanxi”describesthenetworkofre

3、lationshipsorconnectionswhicheveryoneneedstogetoninlife.Networksarecomplex,withintricateconnections.Itiscommontousego-betweensforcontactstounknownpartners.Arrangementsareconsideredreciprocal.Favoursarealwaysrepaidatsomepointintime-butnotalwaystotheoriginator.Theycanevenbepasseddowngen

4、erations.ThefamilyisthemaininstitutioninChineselife:“Ifthefamilystickstogether,everythingwillbealright”.With“guanxi”the“extendedfamily”canbeverylarge.RelationshipsinthefamilyareorderedaccordingtotheteachingsofConfucius.Youngerfamilymembersmustdefertotheoldestbrotherorsister.Childrenar

5、eexpectedtotakecareoftheirparentswhenelderly.Sincerelationshipsarebuiltoverthelong-term,newentrantsinbusinessneedtoputgreateffortintogainingtrustandprovingtheirlong-terminterestfromthestart.Preliminarymeetingsareheldwithnomentionofbusiness,wherethesolepurposeisforpartiestobecomeacquai

6、ntedwitheachother.Innegotiations,moralandethicalprincipleswillbeargreatweightwhilelegalconsiderationsmaybelessimportant.TheChinesewillwanttothinkthroughtheimpactthedealcouldhaveontheircurrentrelationshipswithsuppliers,endusersandgovernmentbodiesandofficials.Relationshipsmaycomefirstwi

7、ththeChinese,butthisdoesnotruleoutaveryfocused,pragmaticapproachwhengettingdowntobusiness.Moneyandsuccessarestrongdrivers.TheAmericanPositionMostAmericansareverytaskoriented.Businesssuccessismeasuredbyachievingtargetsandgettingthejobdone.MostAmericanswouldconsideritsufficienttopayduer

8、espec