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.
The first question that Stephanie expects participants to ask is: “Which is more
important for the Chinese, contacts or contracts?” Which of the following is the most
effective response Stephanie could give for this question?
A) Contracts are critical because of their extreme importance in Chinese business.
B) Face-to-face communications and personal relationships take priority over written
contracts.
C) Non-Chinese businesspeople should take time to agree on a legal contract before
developing personal relationships.
D) Business relationships are established only after successful legal dealings are
concluded.
Scenario: Sports Stuff Inc.
Herb Graham is vice president of Sports Stuff Inc., a business that develops,
manufactures, and markets sports products. The company is looking to expand its
operations into the European market. Herb believes that if the company expands its
product line to include products reflecting sports that are popular in Europe, the
company will achieve success there. Herb knows that much of the success his company
enjoys is due to the patents and copyrights that protect the company’s products. If
Sports Stuff chooses an entry mode in which it grants another firm the right to use its
intangible property for a specified period of time, it would be engaging in ________.
A) a turnkey project
B) franchising