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A Swedish perspective on business relationships with Chinese companies: - A study of challenges with a geographical distance
Halmstad University, School of Business, Engineering and Science.
Halmstad University, School of Business, Engineering and Science.
2017 (English)Independent thesis Advanced level (degree of Master (One Year)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

As more Swedish companies are turning towards China, a common challenge when establishing sustainable business relationships with Chinese companies is the requirement to spend a lot of time locally, as the Chinese business culture usually focuses on building a personal relationship before the business relationship. This study will focus on the Swedish perspective on how to cope with these challenges from a geographical distance, as the authors seek to facilitate Swedish business in China. Through a qualitative research by interviewing eight Swedish managers, the authors found that there are different perceived challenges if the business relationship was established on site versus established from a distance. This study shows that for managers who lacks the resources to establish the business relationship on site, there is a lack of trust, respect and potential misunderstandings. These challenges can be overcomed by using a distributor or an agent for a fee. For the managers that possessed the resources to establish the relationship on site, other challenges appeared such as Guanxi and cross-cultural competence, but by paying attention to these challenges the managers could achieve trust, respect and avoid misunderstandings. These managers also needed an occasional local presence in order to manage the business relationship, which was due to Guanxi and that China is a high-context culture.

Place, publisher, year, edition, pages
2017. , 57 p.
Keyword [en]
Business Relationships, Chinese Business Culture, Distance, Cross-Cultural Competence, Trust, Intercultural Communication
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hh:diva-34370OAI: oai:DiVA.org:hh-34370DiVA: diva2:1116712
Supervisors
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Available from: 2017-06-28 Created: 2017-06-27 Last updated: 2017-06-28Bibliographically approved

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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf