MKT 4676 – Managing the Chinese Organization

Presented by:Jeremiah Koh

Kiana Wai Hin KeLim Chia Yeo

Oh Shan ChunVivio Szeto Kar Hei

Objective

• To portray the differences between Western and Chinese culture in four aspects:– 1: Indirect v.s. Direct Conversation– 2: Face Value– 3: Power Distance– 4: Dining Etiquette

Introduction of characters

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

ABC CompanyHeadquarters3 California DriveCA932802

Characteristics:“Bossy, Straight forward, with lack of understanding of Chinese culture”

ABC CompanyHeadquarters3 California DriveCA932802

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

ABC CompanyHeadquarters3 California DriveCA932802

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

ABC CompanyHeadquarters3 California DriveCA932802

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

Story Plot• ABC Cosmetic Company is expanding into China • Hired 3 local Chinese to support expansion• First Business Meet-up between the western boss and 3 new recruits

Western Boss

New Recruit New Recruit New Recruit

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!

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.

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.

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?

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.

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.

Should Sarah have expressed her disapproval of Guowei in front of everyone?

3. Power Distance

4. Dining Etiquette

Scene Summary:Sarah humiliated Guowei in front of everybody. In Chinese culture, preserving face value is crucial in a business setting.

What could be done better?