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This text gives guidance to help managers navigate the customs and practices that support Chinese businesses. It offers suggestions for resolving rifts between Eastern and Western ways of business.
An insightful look at how Chinese business people think and live, offering executives and entrepreneurs a better way to understand a country in which business opportunities are still growing. * Original research involving over 200 Chinese and American business people, based on a survey that applies fundamental theories in psychology and business to international business * Supplies figures and drawings to illustrate trends and key points * Includes a multicultural bibliography of significant materials from the fields of history, business, and psychology * A helpful index offers access to the entries by key words
This key book provides students and practitioners of international business with a comprehensive and informative guide to business in China, featuring a combination of both theoretical/academic and practical perspectives.
An empirical study was undertaken (a) to examine the characteristics, influencing factors, and effectiveness of a distinctive Chinese management model adopted by the newly founded private enterprises in mainland China, as well as (b) to test the "fit" notion in contingency theory. The study was based on a random sample of 124 standardized personal interviews with CEOs of Chinese industrial and service companies in Beijing and Shanghai. The standardized questionnaire mainly contained the Aston structure scales (Pugh and Hickson 1976) and Khandwalla's (1977) management schedules. Besides, three case examples were studied including one state-owned bank and two private enterprises. Using AMOS structural equation modeling, size, mass-technology and uncertainty, as well as CEO need for achievement, environmental constraints and selected Chinese characteristics, were specified as influencing factors of "bureaucracy" and managerial practices, which included strategic orientation, leadership style, decision-making, communication and subcontracting. Another model analyzed the influence of various key success factors on organizational effectiveness. The findings provided support for the re-adoption of a distinctive Chinese management model in private companies, characterized by autocratic leadership, low formalization, "Chinese entrepreneurship" and network-based "webs". Private enterprises also tended to readopt and emphasize traditional Chinese family-related values. The distinctiveness of this model was, ceteris paribus, due to this emphasis on familism, which had a direct impact on organizational design and an indirect influence through its negative association with company size, which in turn significantly covaried with organizational design. This family-based ownership model was positively associated with organizational effectiveness. As regards contingency theory, the "traditional" fit hypotheses could not be rejected. In addition, less effective companies were not necessarily in "misfit". "Appropriate" structure, together with an optimizing planning style and firm age, were positively associated with performance. Managerial recommendations were codified in a CHINA© strategy framework for high effectiveness.
If you are prepared to connect with China, it will make all the difference. Joan Turley provides all the signposts and insights to help those working with China understand the value of relationships and the importance of people as the key elements in making business and everything else work. This extremely powerful book will unlock your ability to build working relationships with China, for mutual success. "The book provides an invaluable reference for all businesses with any current or future interest of building a successful relationship with China. This is a topic that is as complicated and diffuse as the Chinese language itself and a reference such as this can save both time and money." —David Paice, Marketing Manager, Cathay Pacific "Joan Turley's deep and delicate observation is really refreshing and practical and her understanding about China goes beyond my expectations. I believe Ms. Turley's new book will not only be welcomed by the British people but the Chinese people as well." —Dizun Chen, Director of the General Office, Liaoning Provincial Party Committee "Joan Turley has great insight as well as ability to interpret different cultures for each other. Her knowledge is thorough as she has both academic and practical business experience of China. Her book has relevance both to the West and to China." —Mr Huo, President, North Media "An indispensable handbook for developing successful UK/China business relationships. For an industry which thrives on ideas which turn customer understanding into commercial or social advantage, Joan's insights into Chinese culture and thinking are both instructive and relevant." —Janet Hull, Consultant Head, Marketing and Reputation Management, IPA "The chapter on Law and Successful Relationships in China is a must for any lawyer wanting to do business in that part of the world." —Eifion Morris, Partner, Stephenson Harwood, Law Firm of the Year 2009 "An authoritative and informative insight into conducting business in China, from an original standpoint that gives practical advice to both those with existing business and those approaching the Chinese market for the first time." —Philip Moore, Asia-Pacific Manager, Andor Plc "Turley has taken her vast experience in working closely with Chinese companies, government and individuals to deliver robust advice on developing strategic and long term business relationships through communication, relationship development and sound planning and research." —Barry Allaway, Managing Director, Worldwide Magazine Distribution Joan Turley has enormous understanding working successfully with China. Pivotal to her success is the understanding that connectivity is the key to building relationships, and it is this that will ultimately determine your success in business culture. Connecting with China aims to facilitate a smooth path for all those at the brink of working with China, or who are already involved but need further guidance. Understanding the forces that shape Chinese strategic thinking will only partially assist you in progressing up the very formal hierarchy which the Chinese use to codify relationships and signal degrees of trust and the will to cooperate. Full of insights, tools, techniques and tips this book provides invaluable lessons on how to build relationships, and how to channel Western skills into Chinese ways of working.

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