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1、PHDResearchProposalTitle:TheExtentofGuanxibetweenChineseSuppliersandTheirWesternCustomersSubmittedby:TerryJiRuan1TableofContentsofthisProposal1.Introduction2.Aimsandobjectives3.Topicsjustification/scopeandlimitations4.Literaturereview5.Methodologyanddatacollection6.ProposeddevelopmentB
2、ibliography21.IntroductionChinastarteditseconomicreformsince1979andnowbecomesthesecondbiggesteconomyintheworldduetothedramaticriseofChineseeconomicdevelopment.MoreandmoreattentionshavebeenfocusedonhowtheChinesedobusinessandhowtocooperatewiththemthroughculture.Likewise,asfortheChinesebu
3、sinessmen,theyarefacingtheoutsidewordandneedtolearnmoreaboutothercultures.Therefore,InterculturalbusinesscommunicationbecomesabigissueduringtherisingoftheChineseeconomicdevelopment.OwingtotheChineseculture,Chinesebusinessmenspendalotoftimeandmoneyonestablishingpersonalrelationshipwitht
4、hedomesticcustomers,whichiscalledguanxiinChina.Guanxi,aphasefromChinesePinYing,canberoughlytranslatedaspersonalties,whichpresentsthetotalityoftherelationshipbetweentwopersons.ItissocomplicatedandquitedifferentfromtheWesternbusinessrelationship(SoandWalker,2006).Ininternationalbusinesss
5、ection,dotheChinesepeopledothesamewayastheydototheirdomesticcustomers?Anddoesguanxiwork?Becausewhenwetalkaboutguanxi,itusuallyreferstotherelationshipamongtheChinese.InChina,whenapersonhasalotofpowerfulguanxi,itwillbeeasierforhimorhertosucceedinbusiness.Asfortheinternationalbusinesssect
6、ion,isitconducivetothesaleiftheChineseestablishguanxiwiththeirforeigncustomersbytheChineseways,likebigdinner,valuablegiftsandbigentertainment?Whatextentdoesguanxiexitbetweenthem?MostoftheresearcheshavefocusedonguanxiinChinesesociety,whereas3researchonguanxibetweentheChineseandtheWester
7、nersisscarce.Moreover,guanxiandculturaldimensions,thesetwoareasofwork,haveneverbeenbroughttogetherbefore.ThispaperwillfocusontheguanxibetweentheChineseandtheWesternersbythemeansofanalyzingtheculturaldimensionsandso-called“guanxidimension”.Andaresearchwillbecarryonfromthecooperationbe
