10 Finnish business actors' perceptions of their Chinese business partners and key personnel

Abstract

The market impacts caused by globalization and the internationalization of companies are requiring the ability to operate in demanding, diverse and changing business environments but also requiring the consideration of differing cultural norms.

This study will explore the perceptions of a number of Finnish business actors who have worked and conducted business with Chinese business actors and personnel. The empirical part of this thesis is based on a qualitative study as a research approach. To this end, thematic, semi structured face-to-face interviews have been conducted in Helsinki and Espoo. The ten interviews’ themes concern (1) sources of misunderstanding which are identified and considered as being caused by intercultural differences ; (2) the ways they assess and solve issues that they believe hinder, challenge or foster business communication, as well as issues that obstruct cooperation and negotiation with their Chinese counterparts; (3) instances of professional communication, cooperation and negotiation and situations that they experienced with their Chinese counterparts, in particular, the kind of attitude, skills or behaviors they might find more appropriate when dealing with Chinese business partners and key personnel. Their testimonies will be examined and the different resources and communication competencies Finnish business actors actively mobilize when interacting or adjusting to these multicultural encounters, will be addressed. This study is aims to explore these perceptions and to grasp the cognitive, affective and behavioral strategies and approaches of the interviewees on the ground, when dealing, for instance, with possible critical incidents or merely questioning relatively new business environments such as those encountered by foreign actors in China.