Country_Navigator-Profile_China&Austria

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1、CULTURALPROFILEProfileComparison:Chinavs.AustriaCOUNTRYNAVIGATORCULTURALPROFILE2ProfileComparison:Chinavs.AustriaThescalepositionsareindicatedasfollows:=TheChineseposition=Overlappingposition=TheAustrianpositionThetrafficlightcoloursindicatehowcloselythescoresmatch:=Maximumdifference=Moderat

2、edifference=Minimaldifference©TransnationalManagementAssociates2012·www.tmaworld.com·www.countrynavigator.comCOUNTRYNAVIGATORCULTURALPROFILE3TheChinesePositionRelationshipsplayacentralrolefortheChinese.“It’snotwhatyouknow,it’swhoyouknowthatcounts”.Theterm“guanxi”describesthenetworkofrelation

3、shipsorconnectionswhicheveryoneneedstogetoninlife.Networksarecomplex,withintricateconnections.Itiscommontousego-betweensforcontactstounknownpartners.Arrangementsareconsideredreciprocal.Favoursarealwaysrepaidatsomepointintime-butnotalwaystotheoriginator.Theycanevenbepasseddowngenerations.Thef

4、amilyisthemaininstitutioninChineselife:“Ifthefamilystickstogether,everythingwillbealright”.With“guanxi”the“extendedfamily”canbeverylarge.RelationshipsinthefamilyareorderedaccordingtotheteachingsofConfucius.Youngerfamilymembersmustdefertotheoldestbrotherorsister.Childrenareexpectedtotakecareo

5、ftheirparentswhenelderly.Sincerelationshipsarebuiltoverthelong-term,newentrantsinbusinessneedtoputgreateffortintogainingtrustandprovingtheirlong-terminterestfromthestart.Preliminarymeetingsareheldwithnomentionofbusiness,wherethesolepurposeisforpartiestobecomeacquaintedwitheachother.Innegotia

6、tions,moralandethicalprincipleswillbeargreatweightwhilelegalconsiderationsmaybelessimportant.TheChinesewillwanttothinkthroughtheimpactthedealcouldhaveontheircurrentrelationshipswithsuppliers,endusersandgovernmentbodiesandofficials.RelationshipsmaycomefirstwiththeChinese,butthisdoesnotruleout

7、averyfocused,pragmaticapproachwhengettingdowntobusiness.Moneyandsuccessarestrongdrivers.TheAustrianPositionAustriansarebalancedbetweentasksandrelationships.Theycanbeopenandpolite,butalsoformal.Theyhaveapracticalsidewiththeabilitytofocusontheworkath