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Scenario: Stephanie Wong
Stephanie Wong, a Chinese-American, owns a consultancy that advises clients on strategies for
business expansions into China. Wong is to lead a symposium for small and mid-sized exporters
who are planning on expanding their businesses in China. Therefore, she is preparing answers in
advance for questions that symposium participants would most likely ask.
82) Stephanie also expects participants to ask: “Are the Chinese as formal and business-oriented
as Americans are?” Which of the following would most likely be Stephanie’s response?
A) The Chinese operate very much like Americans, for them business is more important than
pleasure.
B) The Chinese dislike guessing games; give them your sales pitch right away and let the
meeting develop.
C) Don’t overlook the importance of personal relationships; friendship comes before business.
D) The Chinese are very flexible and will easily adapt to your culture’s way of doing business.
83) Another question that Stephanie anticipates concerns the acceptability of certain topics of
discussion like: “Should we avoid discussing our families and spouses?” Which of the following
represents the most effective response to this question?
A) Absolutely, family is kept completely separate from business in China.
B) Yes, because it is considered very rude by businesspeople to discuss family.
C) No, Chinese businesspeople may invite business partners to family functions.
D) It’s fine to discuss family, but never agree to go to a business partner’s house.
84) Trademark protection typically lasts indefinitely, provided the word or symbol continues to
be distinctive.