Title page for etd-0726114-133245


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URN etd-0726114-133245
Author André Barten
Author's Email Address No Public.
Statistics This thesis had been viewed 5351 times. Download 716 times.
Department Master of Business Administration Program in International Business
Year 2013
Semester 2
Degree Master
Type of Document
Language English
Title Building and Maintaining Guanxi in Confucian Societies: A Case Study of Foreign Business Practitioners in China and Taiwan
Date of Defense 2014-06-20
Page Count 220
Keyword
  • China
  • Taiwan
  • Chinese culture
  • nonverbal cues
  • Confucian societies
  • guanxi development
  • foreign business practitioners
  • Guanxi
  • Abstract This research examines how foreign business practitioners build and maintain
    guanxi in Confucian societies, such as China and Taiwan, considering the important role nonverbal cues play in the process of guanxi development. Business people use certain techniques, such as displaying generosity or joining in on non-business related personal activities in order to create guanxi quality. While there are numerous techniques for maintaining guanxi, the intrinsic motivation behind all techniques was found to be the display of personal care for those one wants to build and maintain guanxi with. Guanxi
    connections go far beyond formal business relationships, as guanxi connections are characterized by mutual care and trust. Communication is the key for building trustworthy personal relationships, while the bigger part of communication is nonverbal. Nonverbal communication, in turn, varies from culture to culture, as people with different cultural backgrounds use different nonverbal cues. The Chinese and Taiwanese have a very reserved use of nonverbal cues, whilst having specific gestures for displaying respect and gratitude, which directly reflects the underlying cultural and ethical principles of the people living in Confucian societies. Therefore, once foreign business practitioners adapt to the nonverbal cues of the Chinese and Taiwanese mutual
    understanding can better be ensured, which in turn drastically enhances the entire process of guanxi development.
    Advisory Committee
  • Yu-Ping Wang - chair
  • Yu, Ming-Chu - co-chair
  • JAW, BIH-SHIAW - advisor
  • Files
  • etd-0726114-133245.pdf
  • indicate access worldwide
    Date of Submission 2014-08-26

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