Communicating through networks: Chinese business people's views on engaging in business with foreign firms

Liu, Shuang, Liesch, Peter W., Smith, Joanne R., Ren, Yi and Gallois, Cindy (2012) Communicating through networks: Chinese business people's views on engaging in business with foreign firms. China Media Research, 8 1: 86-94.

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Name Description MIMEType Size Downloads
Author Liu, Shuang
Liesch, Peter W.
Smith, Joanne R.
Ren, Yi
Gallois, Cindy
Title Communicating through networks: Chinese business people's views on engaging in business with foreign firms
Journal name China Media Research
ISSN 1556-889X
1932-3476
Publication date 2012-01
Sub-type Article (original research)
Volume 8
Issue 1
Start page 86
End page 94
Total pages 9
Place of publication Lansing, MI, United States
Publisher Marsland Press
Collection year 2013
Language eng
Abstract The growing Chinese economy has attracted foreign ventures from around the world to engage in business partnerships with Chinese firms. However, many foreign businesses confront the liability of foreignness of operating in China. This paper examines how cultural, institutional, and socio-economic influences are communicated through Chinese business people’s intentions to engage in business with foreign firms. Interviews and a survey were conducted with business executives across different industries and regions in China. The findings show that Chinese business people’s intentions to engage in business with foreign firms are most likely to be influenced by the extent of personal trust, institutional network ties, government support, and common understanding of business norms. This study generates insights on how foreign ventures can minimize the liability of foreignness and effectively manage business relationships with Chinese partners through effective communication.
Keyword Chinese business
Communication
Cultural values
Guanxi
Q-Index Code C1
Q-Index Status Confirmed Code
Institutional Status UQ

 
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Created: Wed, 28 Mar 2012, 10:06:52 EST by Karen Morgan on behalf of UQ Business School