"Doing Business in China: A Framework for Cross-Cultural Understanding

<p> The process of doing business in The People&prime;s Republic of China can be understood better and improved through a conceptual model that identifies and explains critical elements of their culture. An attempt is made to fill a gap in previous work by integrating anthropological and political theory, pertinent literature, and experience in the Chinese context. The model reveals the importance of understanding how communication occurs cross&hyphen;culturally through language, material objects, and non&hyphen;verbal behaviour. The critical role of interpersonal relationships in China is discussed, highlighting the important factors of <em> guanxi </em> , face, group orientation, and deference to age and authority. The final element of the cultural framework is the pervasive influence of the Communist Party. A number of implications are offered for Western business practitioners.</p>