Abstract
This study of multinational companies in China focuses on the role culture plays in relationship cultivation. The author interviewed 40 participants from 36 multinational companies in China. The findings revealed that characteristics of Chinese culture, such as family orientation, guanxi, relational orientation (role formalisation, relational interdependence, face, favour, relational harmony, relational fatalism and relational determination) had an influence on multinational companies’ relationship cultivation strategies. Multinationals from Western countries were found, however, to be more persistent in maintaining their own cultural values in relationship building than multinational companies from Asian countries.
| Original language | English |
|---|---|
| Pages (from-to) | 264-281 |
| Number of pages | 18 |
| Journal | Journal of Communication Management |
| Volume | 8 |
| Issue number | 3 |
| DOIs | |
| Publication status | Published - 1 Jul 2004 |
Scopus Subject Areas
- Communication
- Strategy and Management
User-Defined Keywords
- Culture
- Multinational companies in China
- Public relations
- Public relations in China
- Relationship management
