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Laura Martinez Mata

on 21 April 2015

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Transcript of DMG-SHANGHAI

Why do you think that it is so important to cultivate guanxi and guanxiwang in China?
What does the experience of DMG tells us about the way things work in China? What would likely happen to a business that obeyed all the rules and regulations, rather than trying to find a way around them as Dan Mintz apparently does?
What ethical issues might arise when drawing upon guanxiwang to get things done in China? What does this suggest about the limits of using guanxiwang for a Western business committed to high ethical standards?
Tuesday, September 21, 2010
Vol XCIII, No. 311
Phenomenon: Guanxi
Doing business in China: WIN-WIN

Loyalty to social relationships: Guanxi friendship partnering

Frequent contact =Trustworthiness

Rewarded with information resources, favors, decency in the treatment,

This is a great example of the burden culture has while doing business across the world.

Tips to do business abroad:

- To know the culture of those to who you are trying to sell

- To know the laws and restrictions
Dan Mintz had no skills, no experience, no contacts.

China: where his company DMG is one of the fastest –growing advertising agencies in less than 20 years.

*China has a communist political system
being opened to economic capitalism.

The key of success? >>>>
The connections that a businessman makes can either make or break a deal.

It is very important to cultivate both guanxi and guanxiwang in China in order to adapt to the inner culture of the country.
DMG experience materializes the manner by which Chinese approach business, which is opposite to Western culture, rooted in individual equality and rule of law.
In China, personal ties and social position is more important than the law itself, so, if a business plays under the rules and doesn’t try to bend them in their favor, they won’t succeed.

If we were to operate within a western mentality then we could believe to be acting outside the legal framework, and we would be. But still we would be playing by the same rules as everyone else in China.
That depends on the individual ethos of the Company. According to Chinese people using guanxing would not be unethical, but thinking from a Western point of view it would be.

Ethical Clash?
Adapting to Chinese mentality: right guanxi is ethical for them
- Importance of the community and relations

Western mentality: bribery and nepotism considered illegal
- Importance of the individual and lawful actions

Full transcript