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1、Too Much Red Tape,刘雨洁 张琬梨,杜春梅,许越兰,Case Introduction,Eric is an American businessman of making“American”cookies.He felt that his business would prosper in a Chinese maker,though Eric had heard much about the red tape involved in doing business in China.He believed he could handle it.,He had relativel
2、y little difficulty in locating his first shop after several weeks of paperwork,and he was open for business sooner than he had thought possible.The local bureaucrats with whom he dealt had seemed favorably impressed.,As Eric began applying for the necessary permits with the local government agencie
3、s he was met with responses such as”weve never encountered this request“,or“this Procedure requires additional information”.,Erics different situations in opening the shop in China:,Case Introduction,Eric was optimistic about the prospect of his business.Hisbusiness was quite successful in first few
4、 months.People were eager to buy his“unique”product.,Afterseveralroundsoftryingtounderstandtheofficialrules,Ericbecame increasingly frustrated.Afterallhehadbeenabletoacquirethepermitstoopenshop.Moreover,hisattemptstosecureadditionalsupplychannelswereasyetunfruitful.Itseemedthatallsupplierswere“alrea
5、dyatfullcapacity”,or“unsureoffutureresources”.,Case Introduction,Erics different attitude:,Case Analysis,1.“Doing”orientation:seek to change and control what is happening,e.g.:He had heard much about the red tape involved in doing business in China but felt he could handle it.,Case Analysis,2.Indivi
6、dualism:Cooperation with people who are not members of ones group plus group members,e.g.He had indicated his desire to use local workers and even train local managers.,Case Analysis,3.Collectivism:,A.great readiness to cooperation with in-group memberse.g.Chinese are unsure of future resources,and
7、local businessman was announcing the opening of several shops around town.,B.collectivists tend to give a higher priority to relationshipse.g.The owners of local businessman had worked through the same government agencies.,Case Analysis,4.Individualism cultures emphasize competition among individual
8、 members to increase productivity while collectivist culture stress group harmony and cooperation to achieve efficiency,e.g.He wanted to get a jump on his new competition.,Case Analysis,5.Decision making in a collective culture may be a slower process than in an individualist culture,but the impleme
9、ntation of the decision may it be a change in policy.,e.g.This procedure requires additional information.,7.Indirect communication emphasis:The use of indirect communication is prevalent and accepted as normative.,e.g.We have never encountered this request.,Case Analysis,1.How isErics home culturein
10、fluence his behaviorand his business strategy?,QA,a.“Doing”orientationseek to change and control what is happening e.g.He was optimistic./He heard much about the red tape,but he still felt he could handle it.,b.Individualismcooperate with people who are not members of ones group plus group memberse.
11、g.He had indicated his desire to use local workers and even train local managers.,C.Individualism cultures emphasize competition among individual members to increase productivity while collectivist culture stress group harmony and cooperation to achieve efficiencye.g.He wanted to get a jump on his n
12、ew competition.,2.WhatshouldEricdotomeethisbusinessgoals?,QA,He should have an in-depth knowledge of Chinas red tape and adapt it gradually.He should increase the chance of cooperation with Chinese businessmen to coexist peacefully.When in Rome,do as the Romans do.He can use some Chinese etiquette to expand his Guanxi network in Chinese society.,
