Managing the Chinese Organization

MKT 4676

Presented by:Jeremiah KohKiana Wai Hin KeLim Chia YeoOh Shan ChunVivio Szeto Kar Hei

Objective

To portray the differences between Western and Chinese culture in four aspects:

1. Indirect v.s. Direct Communication2. Face Value3. Power Distance4. Dining Etiquette

Introduction of characters

Sarah Palin (Ms.)Director of ABC cosmetic company (California Headquarters)

ABC CompanyHeadquarters3 California DriveCA932802

Personality:• Bossy; • Straight forward; • Lack of understanding of Chinese

culture

ABC CompanyHeadquarters3 California DriveCA932802

Ah Chen (Mr.)Research and Development Manager inChina department, ABC Company (China)

Personality:• Treasures face value

ABC CompanyHeadquarters3 California DriveCA932802

Ling Ling (Ms.)International Marketing ManagerABC Company (China)

Personality:• Conservative • Prefers keeping opinion to herself

ABC CompanyHeadquarters3 California DriveCA932802

Guo Wei (Mr.)Assistant Project ManagerABC Company (China)

Personality:• Submissive; • Indirect; • Treasures face value

Story Plot• ABC Cosmetic Company is expanding into China • Sarah, Director (CA) hired 3 local Chinese to support expansion• Scene 1: Preparation for business meet-up between Sarah and the Chinese employees Scene 2: Business Meet-up

Sarah, CA (HQ)

Chen, China LingLing, China GuoWei, China

Gosh, I haven’t met her yet and I have to complete so

many tasks. How can I complete all these tasks in two days? I don’t want to offend or disappoint her. I

don’t what to do!

GuoWei, China

Guo Wei ponders…

She is so disrespectful. I tried so hard to arrange the dinner, yet she didn’t even want to shake hands with

me. I know I have to respect my boss but what she just

did was unacceptable. I don’t think she wants to

build any harmonious Guanxi with me.

Chen, China

Ah Chen ponders…

This is totally unacceptable. She made me lose face by humiliating me in front of

everyone. I don’t think I can work with her in future.

GuoWei, China

Guo Wei ponders…

Oh My God, she is focusing all the attention on me under

this tense atmosphere. Usually, only the boss should do the talking in a meeting. I m just a normal employee, why is she asking me such a question? I’m so nervous,

what should I do?

LingLing, China

Ling Ling ponders…

Class Discussion -Scene Playback and Recap-

1. Indirect v.s. Direct communication

Scene Summary:Sarah gave Guowei an overload of assignment. Guowei was distressed but did not dare to express himself. His indirect communication method was not picked up by Sarah. In the end, the job was not done.

What should Sarah have done to facilitate communication with Guowei?

2. Face Value

Scene Summary:Sarah humiliated Guowei in front of everybody. In Chinese culture, preserving face value is crucial in a business setting. Guowei was not happy and felt uncomfortable working under Sarah.

Should Sarah have expressed her disapproval of Guowei in front of everyone? If not, what should be done?

3. Power Distance

4. Dining EtiquetteScene 1 Summary:Ah Chen used his personal chopsticks (instead of the serving chopsticks) to serve food to Sarah.

Why is dining etiquette important in a Chinese business setting?

Scene 2 Summary:The 3 Chinese nationals toast to a harmonious working relationship with noisy clinks while Sarah just rose her glass above her head.