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Corporate Dating: How Swedish companies manage relationships with Chinese customers
Linnaeus University, School of Business and Economics, Department of Organisation and Entrepreneurship.
Linnaeus University, School of Business and Economics, Department of Organisation and Entrepreneurship.
Linnaeus University, School of Business and Economics, Department of Organisation and Entrepreneurship.
2014 (English)Independent thesis Basic level (degree of Bachelor), 180 HE creditsStudent thesis
Abstract [en]

The aim of this study is to examine how Swedish companies manage business relationships and cultural barriers with Chinese customers. In order to achieve this, two research questions were formulated. The literature review includes material regarding business- to business relationship management, relationship quality and cultural differences between Chinese- and Swedish business culture. These theories have been combined and a theoretical synthesis model was outlined. The thesis conducts a multiple holistic case study, using a qualitative method and an abductive approach. Five Swedish firms were interviewed and the gathered data is presented in the empirical chapter. This data was later interpreted and compared with the literature review in the analysis chapter.

 

The conclusion of the study is as follows: the case companies manage business relationship with Chinese customers through continuous interaction, learning and adaptation, which generate interorganizational understanding. Furthermore the case companies manage cultural differences through understanding and adaptation. The cultural knowledge and understanding needed for successful business on the Chinese market is dependent on the approach of which contact with Chinese customers is conducted. 

Place, publisher, year, edition, pages
2014.
National Category
Business Administration
Identifiers
URN: urn:nbn:se:lnu:diva-35922OAI: oai:DiVA.org:lnu-35922DiVA: diva2:732299
Subject / course
Business Administration - Other
Educational program
International Business Programme, 180 credits
Supervisors
Examiners
Available from: 2014-07-04 Created: 2014-07-03 Last updated: 2014-07-04Bibliographically approved

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Corporate Dating(846 kB)244 downloads
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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf