Customer Reviews

Inside Chinese Business : A Guide for Managers Worldwide

5 star:		(2)
4 star:		(1)
3 star:		(3)
2 star:		(2)
1 star:		(5)

 

 

I found this book a real disappointment, especially considering the author's apparent qualifications. It amounts to little more than a book report on other published sources and I actually see no evidence of "inside" information at all here. The author doesn't seem to have done a single personal interview for the book, which is unfortunate.

What's worse is that the book takes a chauvinistic approach to doing business with the Chinese. The essential advice here is that Western business people should never say no to Chinese counterparts and should accommodate them in every way possible. After doing business in Hong Kong and Guangzhou for more than 15 years, I fully understand the importance of "saving face": but this book advocates the kind of kowtowing that got many American companies into deep trouble in China...providing everything for their partners and losing their shirts. I am sure the author had honorable intentions but the point of view taken in this book is quite naive...if not dangerous.

That said, Inside Chinese Business is a quick and enjoyable read. If you have never read anything about Chinese business practices, it could be a useful introduction. Just take it with a grain of salt.

For anyone who has spent time in China (Hong Kong and Taiwan), or has read a book or two on business in Asia, much of the book will be simplistic to the point of being boring as it covers issues of "face", familial loyalty, reciprocity, etc. The impact of the Asian financial crisis is taken into account, but not the Nasdaq fall and subsequent worldwide tech slump. I imagine the author is just the victim of unfortunate timing, but several Asian tech companies, now dead and buried, are praised for their ability to navigate crises. Whoops.
There are lessons to be learned from a study like this, but the book strays dangerously close to the sort of blind fawning westerners saw of Japanese business in the late 80s and early 90s, before economic realities revealed the woeful shortcomings of Japan, Inc.
I have just begun reading another book, "The Coming Collapse of China"; while (so far) quite insular and anecdotal, it does provide a counter to what's quickly become an over-hyped view of China's future in global business.
I was expecting far more from "Inside Chinese Business", but perhaps the author will follow-up this work with a more in-depth study.

Professor Chen draws on a cultural perspective to help Western business people understand how to work with Chinese customers, suppliers, and partners. Those who have known Chinese business people will find they know most of what is here. Those who have read much Chinese history and philosophy will find little new here also. People who know almost nothing about the unique qualities of Chinese business will find the book a good starting point in learning more. As far as the book goes, it is very well done. The book would have been even more valuable in educating Westerners by also looking at case histories of the most successful relationships in depth that Western companies have achieved and included interviews with key Chinese and Western executives.

The book focuses on explaining the differences among the overseas Chinese, those Chinese who have always lived in the PRC, and those who have returned to the PRC from abroad. As a context for these explanations, you get a smattering of history (China was once the most advanced nation, still considers itself a cultural leader, and is concerned about being exploited by foreigners), belief systems (how Confucius overlays family and social relationships), and strategic thinking (the indirection of Sun Tzu).

The book has outstanding sections on developing business relationships, communicating with Chinese business people, and a discussion of the differing purposes of Chinese (support the family) and Western businesses (support the shareholders).

Professor Chen also points out the many ways that traditional Chinese and current Western practices are being combined by the best overseas Chinese companies.

I found the many tables that made the comparisons explict to be good summaries of the book's key points.

Personally, I got the most benefit from the many case history sidebars about Westerners who made faux paux which were harmful. Those examples drive the points home in ways that simply stating the principles would never do.

After you read the book, I suggest that you have several meals with different Westerners who have been doing business in China for at least 10 years to get the benefit of their experiences and observations.

Look at circumstances from the Chinese perspective first, if you wish to have good relations and success!

Very little in this book is original. Even the title is borrowed from "Inside Chinese Organizations" written earlier by Kai-Alexander Schlevogt (a sound empirical study)! The style, emphasis and content is very similar to "New Asian Emperors" by George Haley and Chin Tiong Tan (a much better written book with a more complex grasp of the terrain of Chinese management).

The author does tackle some concepts such as "face" etc., but these provide very little insights for any but the most extreme novices.

Disappointing.

I found Ming Jer Chen's book very interesting and recommend it for a quick and easy, though somewhat superficial, understanding of Chinese business and culture. I especially found his chapters on negotiating with the Chinese useful.

Little in this book is new though and much of the work on the influences of Chinese culture and family business has been covered much better in previously published books such as "New Asian Emperors: The Overseas Chinese, their Strategies and Competitive Advantages" (by George T. Haley, Chin Tiong Tan and Usha C. V. Haley) and "The Spirit of Chinese Capitalism" (by Gordon Redding) -- neither of which the author even cited!

One major problems that I found with this book is that the author did not interview directly any heads of companies or strategic decision makers (no names were given, if he did) -- relying exclusively on newspaper reports. This lack of first-hand access gives the Haley et al. and Redding books an edge and much greater credibility.

I would like to reiterate though, that for outsiders, this is a quick and easy view into Chinese business culture and practices.

Given the build up for this book, I found it very disappointing. It completely ignores the fact that most American companies have failed in China -- precisely following the strategies the author advocated! If you know very little about China, and have eaten at a Chinese restaurant a couple of times, this book should provide an easy introduction. Otherwise, pass on it! I would much rather recommend "New Asian Emperors: The Overseas Chinese, their Strategies and Competitive Advantages" by George T. Haley et al. for a more complex understanding of business culture in the region.

Disappointingly, this book covers tired old terrain -- treat the Chinese with "respect", take a long-term view, etc. The history and culture are covered better in "New Asian Emperors" as is the strategic decision-making; the business environment by "The Chinese". For negotiating with the Chinese, I strongly recommend "Asian Mind Games" over anything in this book.

I see that several readers have panned this one... it may very well be some old info, as pointed out by some apparently "old China hands"... but don't rush to judgement... there are many of us who are just getting started there.

I picked up the book in the Hong Kong airport on my way into China for the first time, on business.

It was a treasure on that trip. First of all, it is not too heavy. Much more importantly, readers can get a great overview of what they might be facing. Mir-Ching Jen grew up and studied in China, including classic Confucius and other studies. This may make him almost unique in the ranks of "about China" books. some of his insight is very helpful... the book reads well the 2nd and third time.

If you are looking for a first pass intro, get this book. Then, as we all have and will, continue to get and read more. There is no one (or two) books that will cover it all for any of us. This is a great start.

The philosophical paradigm of this book is that culture determines the way people value and behave in the business world.

This book is relevant to readers who are new to the Chinese business world. Professor Chen from Darden Business School defines `Chinese business world' to encompass Chinese in the mainland and overseas. As the Chinese business world is very culturally-determined, he concludes that traditional cultural values govern how people undertake and organise their businesses in various aspects. Salient cultural values include family-oriented, guanxi and networking, the middle way, and patience.

Professor Chen concludes that Chinese culture and business practices are diametrically different from the West. If readers are quite familar with the Chinese world, they will find a bit frustrated because there are too many management studies that have fallen on this subject. Another limitation of this book is that Professor Chen assumes that cultural values and business practices of Mainland and Overseas Chinese are analogous. He fails to understand that the way to conduct business is different between mainland and overseas Chinese. For example, entrepreneurs from Mainland China tend to be more speculative or opportunistic and less ethical than other Chinese entrepreneurs in Hong Kong, Singapore, and Taiwan.

Professor Chen's "Inside Chinese Business" is an extraordinary compilation of Chinese history, culture and traditions, and how they relate to modern business practices. It is indeed a very helpful "guide for managers worldwide".