跨文化案例.docVIP

Case1: Chinese merchants tend to pursue the profit in the future. So in order to accomplish it, they will sacrifice the profit in the presence. In this case, Mr. Sheng is the typical of Chinese merchants. He suggest that David to cut the price to match other brands first; once the Chinese brand was established and recognized by the consumers, both sides could profit from economy of scale. However, as an American businessman, David didn’t accept the suggestion. For him, the profit in the presence is what he was looking for. If he didn’t see any profit in the short time, then he will quit and look for another opportunity. Case2: In this case, the Chinese company seemed reluctant to work with overseas companies in the first place. The underlying reason may be that they are not willing to take risks in overseas business which they are not familiar with. Their success in the domestic market was satisfying enough. Benjamin, from his risk-taking background was not willing to deal with ambiguity. When Benjamin visited SP and Deng did not have dinner with Benjamin on the first night, Benjamin considered it a signal that SP was not very interested in the export business. He was very offended by a comment that made by the salesman. He utilized a simile that implies that most Chinese people live in a metaphorical cave. Case3: According to Hofstede’s research, U.S is a little more masculinity oriented than China. So at the meeting with SP, first Fritz and then Benjamin were very determined to get a solution which they thought was the goal of their trips to China. The Chinese representatives had a more passive approach until Benjamin declared his direct intention not to leave until this was settled. The American “hard ball” approach forced the Chinese side to a response. Case4: From an individualistic cultural grid, John thinks that the suggestion is his own possession and it should be mentioned with his own name. That anybody using the suggestion without mention John’s name is