Graduate Thesis Or Dissertation
 

Cultural differences and business interaction : an analysis of conflicts between Chinese and American ways of life

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https://ir.library.oregonstate.edu/concern/graduate_thesis_or_dissertations/dz010v31n

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  • This study uses an anthropological perspective to discuss the cultural differences between Chinese and Americans in business contexts. Through an analysis of case studies related by businesspersons involved in Sino-US trade, and by an analysis of literature on the subject, it describes how cultural differences contribute to the problems and misunderstandings of business encounters, and eventually affect the outcome of business ventures. The data of this study are taken directly from interviews of twenty-two businesspersons from Chins and the United States, who are actively involved in Sino-US trade. This study identifies eleven sets of conflicting cultural characteristics in Sino-American business interaction. These characteristics are closely related to Professor Hsu's theory that Chinese are situation-centered. The theme of Chinese culture is mutual dependency. Americans are individual-centered. The theme of American culture is self-reliance. This study tries to answer the questions such as: Why are personal relationships so important when doing business with Chinese? Why are some Chinese not compelled to keep business contracts or time schedules? What does face mean to a Chinese? and What kind of restraint do Americans need to deal with Chinese? This study also intends to show how important it is for businesspersons to be aware of cultural differences, and to be able to identify them. When in a cross-cultural situation, businesspersons who can control the situation and adapt to a different cultural environment will be more successful.
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