Ändra sökning
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf
Negotiating with the Chinese: A socio-cultural analysis
Stockholm School of Economics, Stockholm, Sweden.ORCID-id: 0000-0002-6668-1190
2001 (Engelska)Ingår i: Journal of world business (Print), ISSN 1090-9516, E-ISSN 1878-5573, Vol. 36, nr 3, s. 303--325Artikel i tidskrift (Refereegranskat) Published
Abstract [en]

China has been one of the most favorite markets for Western firms for the last decade. However, doing business with China is considered difficult, mainly because negotiating with Chinese counterparts is quite complex. This paper analyses the negotiation process with China from a socio-cultural perspective. A Swedish multinational, Ericsson, is followed for several years and its negotiation process for different Chinese projects in the telecommunication industry is studied in depth. Based on these cases and literature a model is developed and some conclusions are drawn. Finally, managerial implications presented as four Ps: Priority, Patience, Price and People sum up the essence of Chinese business negotiation process.

Ort, förlag, år, upplaga, sidor
2001. Vol. 36, nr 3, s. 303--325
Nationell ämneskategori
Företagsekonomi
Forskningsämne
företagsekonomi
Identifikatorer
URN: urn:nbn:se:su:diva-56395DOI: 10.1016/S1090-9516(01)00057-8OAI: oai:DiVA.org:su-56395DiVA, id: diva2:410932
Tillgänglig från: 2011-04-15 Skapad: 2011-04-15 Senast uppdaterad: 2022-02-24Bibliografiskt granskad

Open Access i DiVA

Fulltext saknas i DiVA

Övriga länkar

Förlagets fulltext

Person

Fang, Tony

Sök vidare i DiVA

Av författaren/redaktören
Fang, Tony
I samma tidskrift
Journal of world business (Print)
Företagsekonomi

Sök vidare utanför DiVA

GoogleGoogle Scholar

doi
urn-nbn

Altmetricpoäng

doi
urn-nbn
Totalt: 101 träffar
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf