Trust is acknowledged as a central tenet of business relationships. Yet for all the attention it receives, rarely has trust been investigated in the Chinese business setting. This paper uses an emic approach to unearth some within-culture ‘truths’ about Chinese notions of trust in business...

China will boast a population of almost 500-million young people under age 30 by 2015. The sheer size of the Chinese youth market and young people’s discretionary income make this market one of the most sought-after in the world. The status and continuing development of Chinese youth...

In the general framework of globalization and internationalization, the paper focuses on the advertising strategies adopted by top companies in the luxury sector. The article reports on the preliminary data of a study to determine the importance of local culture in advertising content by...

Changing economic epi-centre from the west towards the east is accompanying the luxury goods markets and the emerging Chinese market is becoming impossible to overlook for the luxury goods brands. Potential purchasers buying process of conspicuous and hedonic values enabled Luxury goods differ...

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China entwickelt sich mit rasanter Geschwindigkeit zu einem der größten und wichtigsten Konsumentenmärkte der Welt. Für ausländische Anbieter von Konsumgütern stellt sich damit z.B. die Frage, wie chinesische Konsumenten agieren und welche Einstellungen sie gegenüber ausländischen...

The purpose of this article is to discuss the risks for Chinese companies that are interested in pursuing international business opportunities. Drawing from personal industry experience, experience teaching Chinese entrepreneurs/managers in China, and marketing management class lectures, I...

This paper examined culture's effect on the processes and outcomes of buyer-seller negotiations conducted through instant messaging (IM). The effects were examined by comparing Hong Kong (H.K.) Chinese intra-cultural negotiations with U.S. intra-cultural negotiations. The high-low context of...

The case requires students to choose a positioning, communication and distribution strategy for Yue Sai, L’Oréal’s troubled Chinese luxury brand, by analyzing extensive information about the Chinese cosmetic market and the history of the brand. The case illustrates the challenges that even...

Since Internet has been seen as global, few studies have examined the influence of the context in the digital marketing strategies. This paper wants to contribute on the debate about standardization-adaptation, focusing on the digital strategies, defining how companies adapt them to the Chinese...