The purpose of this thesis is to analyze and provide a deeper understanding of how the national culture of China affects the use of formal and informal management control systems of Swedish firms, operating in China. In order to conduct this research, relevant theories concerning internationalization, culture and management control systems were gathered and analyzed in relation to each other. This resulted in a conceptual framework, which illustrates the interrelationships between the concepts. Thereafter, this was used as the ground to which the empirical findings were analyzed and compared to. The analysis chapter involves a discussion of the similarities and dissimilarities between theory and empirical data, which leads to the conclusions of this study. This is lastly followed by theoretical implications, practical implications and recommendations, limitations and suggestions for further research.   The study has been conducted with a qualitative research method, in order to obtain a deeper understanding of how national culture can affect the use of  management control systems of Swedish firms in China. Further, due to the unexplored and limited research area of this complex subject, the study followed an abductive approach.   The findings of this research indicate that the Chinese culture affects the use of formal control systems, in which they are used extensively within Swedish firms, operating  in China. However, the national culture of China does not have an effect on the informal control systems of Swedish firms. Nevertheless, the use of the informal control systems should not be undermined, as the use of these triggers for more innovation and creativity among the members of an organization. This in turn could lead to Swedish firms operating more efficiently in the Chinese market. This research can be valuable for Swedish firms that wish to internationalize to the Chinese market, as well as firms operating in China with concerns regarding the use of management control systems in relation to the culture.

Purpose: To describe the Relationship Marketing and Guanxi practices of a western company in China, and to create an understanding regarding the interconnection of Guanxi and Relationship Marketing as the foundation of such practices. Method: The research is qualitative with an inductive relation between theory and the empirical findings. With the research design of a case study of the western business-to-business service company ChinaNetCloud. The empirical material was collected through five semi-structured interviews done in China, with influencing persons of the case study organization ChinaNetCloud. Conclusion: Guanxi should be used to facilitate things and should not be established with anyone. To establish relationships are taking more time and will require many activities to maintain them. Relationship Marketing should be used to target other targets than the bases for Guanxi. The relationship are in China based on already existing connections and it is important that the western company is aware of that the relationship are in some cases of more importance than the product or service.  Face-to-face meeting should be used in order to establish relationships in the best way. Trust and commitment are also important dimensions in the relationships. A western company should use Guanxi and Relationship Marketing since it is important for both survival and success in China.

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China's transition from a planned economy to a market economy has brought about remarkably rapid economic growth. Year after year, China boasted of double-digit growth rates since the early 1990s. Attracted by China's so-called "economic miracle," foreign investors began entering the Chinese market hoping to benefit from the country's vast array of financial opportunities. Private equity, particularly a leveraged buyout, was an unfamiliar concept in China until late 1990s. Now China has become the most attractive destination among emerging markets for private equity investment. Global private equity firms are currently raising billions of dollars for funds focusing on China because of the potential for exceedingly high returns. In the early 2000s, there were several instances of the Chinese government approving large foreign private equity deals with a state-owned enterprises in industries deemed strategically sensitive. This is highly unusual because the Chinese government has been traditionally protective of sectors related to national or economic security. However, there were also cases when foreign private equity deals failed to gain regulatory approval even though the Chinese firm was not in a sensitive industry. This paper aims to illuminate the reasons behind this anomaly. By investigating the factors that Chinese regulators consider when reviewing private equity proposals through an analysis of four case studies, this paper will reveal a facet of China's evolving market economy. Based on the parallels drawn from the case studies along with other formidable challenges, this paper proposes that the future of China's private equity market may not be as promising as anticipated by foreign investors.

Thesis (MTech (Marketing))--Cape Peninsula University of Technology, 2008 / The opening ceremony of the 29th Olympic Games displayed a historical tapestry of Chinese culture to the world. At the same time, the 2008 Games presented new opportunities for Chinese people to experience aspects of the outside world, which may have previously been closed to them. Aquatic sport is one such example, especially recreational sailing and yachting, which are novel concepts within Chinese society. Given China’s rapid economic growth, this burgeoning market has potential for South African exporters, including the recreational marine sector. However, South African manufacturers have not promoted their products, many of which are of a high standard, in this market. Are there barriers, which may prevent successful exports of marine products to China? Would a deeper understanding of China’s unique business culture assist the local boatbuilding industry to successfully present their products in China? The purpose of this study is to assist South African boat builders to expand their business operations in China by developing guidelines for marketing strategy formulation. The entire research study shows that there are indeed opportunities to market boats in China, while the market is mainly located in coastal cities. The research reviewed South African trade with China, successful entry of South African companies into the Chinese market, and shows that potential does exist for penetration of the Chinese market by South African marine industries. Based on a further review of the internal marketing environment in China, it is established that a unique feature of Chinese business culture, termed Guanxi, might be a major barrier for penetration of the Chinese boat market by the South African marine industry.

China's luxury market plays an increasingly important role on the world stage. And females are termed as the most massive consumers of luxury goods in China. Understanding consumer behavior is the gateway for luxury goods companies to target China's female market. There is a lack of study of Chinese female consumers on the luxury market; the primary purpose of this study is to research what factors affect female consumer behavior on the luxury goods markets in China.   In order to do the research, a qualitative study has been conducted via doing semi-structured interviews with ten Chinese females aged between 35-45 and who own luxury bags. Thematic analysis was applied in this study and connected with the human behavior model closely and deeply.   The study revealed that attitude to behavior is an essential factor for female consumers to purchase luxury goods. The behavioral and control beliefs are consistent with the needs of status, which also influence Chinese female consumers. Therein Chinese culture is an undeniable factor affecting them. However, normative beliefs have little impact in this field. These findings are favorable for Luxury companies to make appropriate female consumer-oriented marketing strategies in China’s luxury goods market.

Purpose: The purpose of the study is to extend the knowledge on how Swedish companies canbecome more embedded in the Chinese market by building relationships with political actors. Research question: How do Swedish managers develop and maintain relations with politicalactors in China, and how do they perceive the outcomes from such relations? Method: Qualitative approach with semi-structured interviews. Results: The results of the study shows that managers initially use local middlemen orconsultancies to get in contact with political actions. Further, they participate in variousactivities to build upon and develop that relationship, something that is argued by therespondents to be more time-consuming and extensive than in western countries. The outcomeof having these relationships is that firm could gain a competitive edge and the managers tobecome more efficient in their role. Contribution: This study contributes with additional research to the Extended BusinessNetwork and relationship building with non-business actors in China from a Swedishmanagerial perspective.

Aim: The aim of this study is to understand how trust influence quality Guanxi in the Chinese business context.   Method: An inductive qualitative research method is adopted in this study; a single case study, interview questions and semi-structured interviews are applied to collect primary data.   Result & Conclusions: Quality Guanxi needs to build deep trust by combining cognition- and affect-based trust together in Chinese business context.  Meanwhile, Renqing gradually builds Ganqing (affection) through reciprocal behavior and empathy, and eventually leads to affect-based trust in Guanxi networks. Furthermore, cognition-based trust could be understood as initial trust in Guanxi networks.   Suggestions for future research: Due to the limited number of interviews, the result and conclusion of this study is based on only one company (Vigor) and one country (China) perspective. Therefore generalization cannot be achieved. For further studies on this field, it is necessary to increase the scope and number of interviews, such as different industries, different positions, etc.   Contribution of the thesis: This study contributes to the further understanding of Guanxi as a unique way of developing business relationships in China from the perspective of trust.  It shows how the quality Guanxi can be developed by deep trust relying on cognition- and affect-based trust. / 目标：本文主要解析了在中国的商业环境中信任是如何影响优质关系的。   方法：本文采用归纳定性研究方法； 应用单一案例研究、访谈问题和半结构化访谈来收集主要数据。   结果/ 结论：在中国的商业活动中，只有通过结合基于认知的信任和基于情感的信任，从而建立深度信任，才能最终建立优质关系。同时，人情通过互惠行为和同理心逐步建立感情，最终建立关系网络中基于情感的信任。而基于认知的信任又可以理解为关系网络中的初始信任。   对未来研究的建议：由于访谈数量有限，本文的结果和结论仅基于一个公司(上威集团)和一个国家(中国)的视角，因此不能泛化。为了进一步研究这一领域，有必要增加其访谈的范围和数量，如不同行业、不同职位等。   本文的贡献：本文有助于从信任的角度进一步认识关系，这种作为发展中国商业关系的一种独特方式。并说明了如何依靠基于认知的信任和基于情感的信任，从而建立深度信任来发展优质关系。 / Objetivo: El objetivo de este estudio es entender como la confianza influencia la calidad del Guanxi en el contexto de negocios Chino.   Método: Para este estudio un método inductivo y cualitativo ha sido adoptado. Preguntas de entrevista y entrevistas semi-estructuradas han sido aplicadas en la recolección de la información primaria.   Resultado y Conclusiones: Para lograr calidad en la red Guanxi se necesita construir confianza “profunda” mediante la combinación de confianza cognitiva y afectiva en el contexto de negocios chino. Renqing puede construir gradualmente Ganqing a través del comportamiento reciproco y la empatía, lo cual con lleva eventualmente a la generación de confianza afectiva en la red de contactos Guanxi. Además, la confianza cognitiva puede ser considerada como la confianza inicial en las redes de contactos Guanxi.   Sugerencias para investigaciones futuras: Debido al número limitado de entrevistas, los resultados de este estudio solamente están basados en una compañía (Vigor) y un país (China). Por lo tanto, la generalización de los resultados a otros países no es aconsejable. Para futuras investigaciones en este campo, es necesario aumentar el número de entrevistas de empleados de diferentes empresas pertenecientes a diversas industrias y países.   Contribución de la tesis: Este estudio contribuye al mayor entendimiento del concepto chino “Guanxi” como una forma única de construir relaciones de negocios en China, mediante el desarrollo de la confianza “profunda”. Para ello, se muestra como la calidad del Guanxi puede ser desarrollado mediante la confianza profunda la cual se basa en la confianza cognitiva y afectiva.

本研究定位為探索性(exploratory)研究，所欲探討的問題為「組織中人際信任之形成」。其中包含組織中人際信任如何形成？組織中人際信任在何種系絡(context)下形成？以及組織中人際信任在其所處的系絡中形成之後，呈現出什麼風貌？研究目的在於理解人際信任形成之過程，組織系絡對於形成組織成員之間的信任之影響，以及有助於組織建立適當的人際信任。 本研究從個人與系絡的層次上探討組織中人際信任的形成，理論基礎為社會交換理論與交易成本理論。首先，由人際信任的形成開始探究，討論人際信任形成的過程，而後導出一個人際信任形成的概念架構；其次，將人際信任的形成置於組織成員的人際系絡下探討，藉由理論基礎以發掘出人際信任的型式，並透過探討組織中人際系絡的影響，以說明組織中人際信任所形成的各種型式；最後，於結論中提出本研究的發現：組織中人際信任的形成過程分為預設、預測、及評估三階段，組織中人際信任的形成受到權威系絡與關係系絡的影響，不同的行動值預測導致相異的信任程度，組織中人際信任具有移轉性，且據此提示管理者、一般組織成員、以及人力資源實務工作者，有關組織中人際信任形成所帶來的啟示。 / Designed as an exploratory study, this study attempted exploring the formation of interpersonal trust within organizations, including how and which context is interpersonal trust within organizations formed, and what is it after being formed. The purposes of the study were to realize the process of forming interpersonal trust within organizations, the influence of forming trust within organizational members in organizational contexts, and to wish to be useful to built appropriate interpersonal trust within organizations. The study based on social exchange theory and transaction costs theory explored the formation of interpersonal trust within organizations at individual and contextual level. At first, the study discussed the formation of interpersonal trust , which put emphasis on the process of forming interpersonal trust, and thereby evolve into a conceptual framework of forming interpersonal trust. Moreover, the formation of interpersonal trust were discussed in interpersonal contexts within organizational members, found four types of interpersonal trust through literature review, and then examine types of interpersonal trust within organizations with discussing the influence of interpersonal contexts within organizations. In conclusion, the findings of the study were that (1) presumption , prediction, and evaluation consist of the forming process of interpersonal trust within organizations, (2) guanxi and authority contexts affect the forming process of interpersonal trust within organizations, (3) different action predictions lead to different levels of trust, and (4) interpersonal trust within organizations can be transferred to another specific organizational member. Besides, it had implications for supervisors, usual organizational members, and HR workers.

The Chinese inbound tourism market to Australia has been acknowledged as an emerging market and a major export earner. However, Australian inbound tour operators experience difficulties in establishing and developing viable partner relationships with Chinese travel agents. Recognising the size, importance and complexity of this market, the major purpose of this research is to explore and investigate the crucial process of developing Sino-Australian partnership relationships in the tourism industry, and to educate Australian tourism operatives about this process to facilitate the establishment of business relationships with Chinese travel agents. Hence, the principal research question posed in this thesis is: How might Australian tourism product suppliers and marketers establish and maintain partnership relationships with Chinese travel agents to help Australia become a preferred tourist destination for Chinese tourists? This study is exploratory in nature and draws on applied marketing, management and cross-cultural theories on networking to explore the process of developing partnership relationships in the Chinese inbound tourism market to Australia. The literature on networking, and the development of networking relationships, has been theorised drawing principally on the marketing and management literature. The impact of cross-cultural differences and the effect of guanxi (connection), a key feature of Chinese business networking, on partnership relations between Chinese travel agents and Australian inbound tour operators, is also reviewed and discussed. One of the main contributions of this research is its multidisciplinary nature, drawing on relationship marketing and network theories and applying them to tourism research. Little research has been undertaken into tourism-based partnership relations in the cross-national context. Given the limited research conducted on this topic and its cross-cultural nature, a qualitative research method was adopted for this study. Specifically, this study utilised in-depth interviewing techniques to explore the relationships between Australian inbound tour operators and Chinese travel agents. This study identifies that the process of developing partnership relationships between Chinese travel agents and Australian inbound tour operators is, as expected, highly culturally embedded but in unexpected ways. Although all the Australian inbound tour operators in the study are of Chinese descent, they have adapted to Australian culture and business ethics, giving rise to communication problems that affect partnership relationships. A new stage model of the development of partnership relationships between Australian inbound tour operators and Chinese travel agents is therefore developed by incorporating cross-cultural factors into Western theories on networking and relationship marketing. In particular, the thesis identifies important factors in each stage of the process of developing business relationships. For example, resilient trust and mutual commitment, the pricing issue, word-of-mouth, and quality of services are all considered crucial in attaining long-term stable partnership relationships. Disproving popular myths about guanxi in some of the previous literature, the findings from this research demonstrate that, in China's economic transition period, guanxi plays a significant, but not decisive role in the process of developing partnership relationships between Chinese travel agents and Australian inbound tour operators. However, guanxi relationships can provide added value to the partnership relationships of Australian operators.