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A Presentation to International Business students at Ngee Ann Polytechnic.

A Presentation to International Business students at Ngee Ann Polytechnic.



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  • International Business Study Mission Hong Kong & Pearl River Delta Chew Aik Sian Dickson – S10026516H Lee Rong Ai Denise – S10025788K Ng Wen Song Ryan – S10024938H Ng Xhi Ween – S10027234B Tan Shi Min Evelyn – S10026481C Tay Yilin Vanessa–S10022530D
  • Research Topic 2 • Implications for Foreign Businesses – Chinese History – Business Culture – Local Customs – Etiquette
  • How Chinese History How Business learn and creates adapt to Business Culture, Customs, Examples Etiquette “Guanxi”, “Mianzi” Gift Giving affects Deal-making, Negotiate Entertainment Doing Business in China Public Behaviour Conversing
  • Outline • Chinese History – Inferior Goods • Business Culture, Customs and Etiquette • “Guanxi” 关系
  • Inferior Goods? • Sunten Electric Co. Ltd  Guangdong Famous Brand Certificate – Setup 1988; Listed 1993  ISO9001 Certificate in 1994 – Electricity equipment supplier – Great emphasis for quality  Guangdong Name Brand Product Certificate • 40% of 1500 employees University Graduates • Population Test for QC/QA • First to have R&D withinNew Technology Enterprise  Top100 State High & industry in China • Close relations to keep up with fast moving industry  Outstanding Supplier for Three Gorges Project  Top 10 Chinese Brand for Electrical Equipment Certificate  State Predominant New Product of Dry Type Transformer
  • Inferior goods? Pearl River Piano Group piano? Why is it a world’s compete with other “By striving to bestselling manufacturers that have a much longer Top-notch Quality pianos, Pearl River has history of building  Chinese manufacturer of pianos  50 yrs itscraftsmanship and management on put of employees  Superior artistry and technical sophistication notice that we will accept nothing short of  Established in 1956 in examined by  Each piano is thoroughlyGuangdong a perfection.”  Affordably priced with features of to shipment quality control expert prior expensive brands  Owns the world's largest piano times  Pianos are tuned a minimum of 7 factoryduring Zhi Cheng Tong, President Pearl River Piano Group production  Featured in “ Forbes International”  Imported German International Standards  In 1998, earned themanufacturing technology Association ISO 9001 Certification  Boasts an “Renowned Trademark” Awarded China’s ideal balance of old-world hand  1st piano company in China to receive this craftsmanship & advanced technology prestigious independent certification of quality Recommended world-wide by professionals
  • Business Culture, Customs and Etiquette • Appearance • Behaviour • Gift-giving
  • Business Culture, Customs and Etiquette • Appearance – Conservative suits for men with subtle colors – Women should refrain from revealing clothes – Jeans are not acceptable for business meeting
  • Business Culture, Customs and Etiquette • Behavior – Arrive early if you are a guest – Acknowledge the most senior person in the group first – Wait for the Chinese to offer the handshake first – As a cultural courtesy, you should taste all dishes offered – Do not use large hand movement
  • Business Culture, Customs and Etiquette – Do not point using index finger – Avoid acts that involves the mouth Eg. Biting of nails or removing food with hand – Personal contact or display of affection between different sexes should be strictly avoided
  • Business Culture, Customs and Etiquette – Gift-giving • Official business policy consider gift as bribes • Getting more common • Gifts will often be rejected at least 3 times before acceptance • Should not open immediately and express honor when being accepted. • Offered using both hands • Wrap in red paper • Avoid sharp objects like knives or scissors
  • Main Secret to Success?
  • “Guanxi”
  • Under Bribery? Or even this!? table Money?
  • What exactly is “Guanxi”? • Translated as – “networks” – “connections” • Mechanism – Deal with social uncertainty in complex social environment • http://guanxi.pbwiki.com/
  • How to establish “Guanxi”? Secret Recipe by Aztech: • Banks • Friendly lunch, brunch, dinner • Golf session
  • Importance of “Guanxi” • Determines – Organisation’s long run competitive standing • Crucial to possess right “Guanxi” – Minimise • Difficulties • Frustrations • Risks • Barriers Mr Jeremy Mun, CEO Aztech
  • Practical Examples • Good relationship with the village in- charge – Allocated land for Aztech’s future expansions • During export/import – Talk to custom officers for latest on laws and regulations to avoid brushes with authorities
  • Limitations of “Guanxi”