Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Bachelor Thesis
Eat the food, drink the booze and settle the deal!
A study of intercultural differences in China from a Swedish B2B perspective

Authors: Nathalie Svedberg Tim Svensson

Subject:

Bachelor thesis Business administration

Supervisor: Examiner: Level:

Richard Owusu Soniya Billore Bachelor degree 27th May, 2014
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Course code: 2FE50E Date:

Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Abstract
Background: China is today regarded as Sweden’s most important business partner in Asia. Even if there are cultural differences between Sweden and China the intercultural distance has successively decreased. One of the reasons is the globalisation. Another reason is the consecutive development of Swedish-Chinese relations. The interpretation from common understanding has increased the level of trade between the nations. There is an on-going development of business co-operation between Sweden and China.

The Purpose: This Bachelor Thesis will examine the differences between the SwedishChinese business culture and how the cultural differences affect the Swedish B2B in China. The purpose is formulated by the basis of our main research questions; “How do Swedish B2B companies perceive the cultural differences between the Swedish and Chinese way of doing business?“ and “how do Swedish companies operating in China deal with business cultural diversity in China?”

Theoretical Framework: The basis of our Bachelor Thesis examines the theories within cultural dimension. The theoretical framework is based on proven studies from e.g. Hofstede’s Five Dimensions, Trompenaars Cultural Diversity, CVS, the GLOBE Study, Cross-Cultural- Communication & Adaptation and Guanxi.

Methodology: We have used an abductive approach with the basis of a qualitative research strategy. The primary data is gathered from six different case studies; Scania, Ludvig Svensson AB, Formox AB, Century 21, Business Sweden and Småland-China Support Office. The empirical findings will further be interpreted with the theoretical framework, analysed and we will finish up with our conclusion.

Conclusion: From the research examined we have identified a numerous of business cultural differences between Sweden and China. Even if the cultural barriers including communication, decision-making, co-operation, relations and business behaviour differs there are numerous of essential exploratory effort that can be initiated to prevent cultural misunderstandings and barriers. This fundamental will be presented as our suggestions.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Preface
This Bachelor Thesis is examined at the Linnaeus University during the spring term -14. First we would like to send our greatest thanks’ to our case study companies and respondents including Bo Martinsson (Scania), Hans Andersson (Ludvig Svensson), Louise Benediktsson (Century 21) and Andreas Magnusson (Formox). Furthermore we would like to thank our Swedish-China experts working at Business Sweden and Småland´s China Support Office, Hanna Elving and Wang Zhi.

Furthermore we would like to thank our supervisor Soniya Billore as well as the opponents who continuously have given us valuable feedback.

We would also like to express our gratefulness to our supervisor Richard Owusu for his feedback, concrete criticism, guidelines to help us during this Bachelor Thesis. Kalmar 27th May 2014

_________________________ Nathalie Svedberg

_________________________ Tim Svensson

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Definitions for keywords based on the Oxford Dictionary

Complexity: defines a composite entirety hard to understand and illustrate; something that is complicated or intricate. Culture: defines a collectivistic set of attitudes, behaviour, norms and values of a nation, group of people or social group. Intercultural/Cross-culture: defines something that takes place between two cultures; something that is the result between two cultures combined. Globalization: defines the process of businesses or organizations international development, influence or international start-up. Dynamic: defines something in continuous change, action or development. B2B: Business-to-Business; defines trade between businesses. Industrialization: defines the development of industries within a nation. Ideology: defines a set of ideas & ideals; often connected to economic and political concepts. Guanxi: defines a Chinese system based on social networks connecting relationships. The philosophy of Guanxi eases the business environment. Acculturation: defines the learning of culture. Supra-national: defines a multi-global organisation. Xenophobic defines mankind’s fear to other cultures. Hofstede’s five dimensions: defines a theoretical framework of cultural dimensions. Cultural diversity: defines the diversity of cultures within a specific nation, group or society. The Cultural diversity is used as a theoretical framework e.g. stated by Trompenaars’. The GLOBE study: defines the theoretical framework of culture, leadership & organizations.

(Oxford dictionaries, 2014)

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Table of content
1. Introduction ....................................................................................................................... 8 1.2 Background ................................................................................................................ 8 1.3 Problem discussion .................................................................................................. 11 1.4 Previous Research .................................................................................................... 13 1.5 Research questions ................................................................................................... 15 1.6 Purpose ..................................................................................................................... 15 1.7 Delimitation ............................................................................................................. 15 1.8 Disposition ............................................................................................................... 16

2. Methodology ..................................................................................................................... 18 2.1 Abductive Approach ................................................................................................ 18 2.2 Qualitative Strategy.................................................................................................. 20 2.3 Case Study ............................................................................................................... 21 2.3.1 Choice of Case Studies ..................................................................................... 22 2.4 Data Collection ........................................................................................................ 24 2.5 Primary Data ............................................................................................................ 24 2.5.1 Structure of Interviews ...................................................................................... 25 2.5.2 The Process of Interviews ................................................................................. 25 2.5.3 Criticism to primary data .................................................................................. 27 2.6 Secondary Data ....................................................................................................... 28 2.6.1 Criticism to secondary data ............................................................................... 28 2.7 Quality of Research ................................................................................................. 29 2.7.1 Validity ............................................................................................................. 29 2.7.2 Reliability.......................................................................................................... 30 2.8 Operationalization ................................................................................................... 31

3. Theoretical Framework ................................................................................................... 34 3.1 Culture ..................................................................................................................... 34 3.2 Hofstede's Five Cultural Dimensions ...................................................................... 37 3.2.1 Power Distance ................................................................................................ 37 3.2.2 Individualism ................................................................................................... 38 3.2.3 Uncertainty Avoidance .................................................................................... 39
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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! 3.2.4 Masculinity....................................................................................................... 40 3.2.5 Long-term & Short-term Orientation ............................................................... 40 3.3 The Chinese Value Survey....................................................................................... 42 3.4 The GLOBE study ................................................................................................... 44 3.4.1 Nine Cultural dimensions ................................................................................. 45 3.5 Guanxi ...................................................................................................................... 46 3.6 Trompenaars’ cultural diversity ............................................................................... 47 3.6.1 Universalism and Particularism ........................................................................ 49 3.6.2 Neutral and emotional culture........................................................................... 50 3.6.3 Specific and diffuse culture .............................................................................. 50 3.6.4 Achievement and Ascription ............................................................................ 51 3.7 Cross-Cultural Communication ............................................................................... 51 3.7.1 Hinders and Barriers to Cross-Cultural Communication .................................. 52 3.7.2 High Context Communication .......................................................................... 52 3.7.3 Low-Context Communication .......................................................................... 53 3.7.4 High- versus Low-Context Culture................................................................... 54 3.8 Cross-Cultural Adaptation ....................................................................................... 54 3.9 Theory synthesis ...................................................................................................... 57

4. Empirical Findings .......................................................................................................... 60 4.1 Respondents ............................................................................................................. 60 4.1.1 Bo Martinsson, Scania ...................................................................................... 60 4.1.2 Hans Andersson, Ludvig Svensson AB ............................................................ 60 4.1.3 Louise Benediktsson, Century 21 China Real Estate ....................................... 61 4.1.4 Andreas Magnusson, Formox AB .................................................................... 61 4.1.5 Hanna Elving, Business Sweden ...................................................................... 61 4.1.6 Wang Zhi, Småland´s China Support Office (SCSO) ...................................... 62 4.2 The Chinese Market ................................................................................................. 62 4.3 The Chinese Businessman ....................................................................................... 63 4.4 The Time Perspective & Orientation ....................................................................... 64 4.5 Building Relations ................................................................................................... 66 4.6 Hierarchy.................................................................................................................. 69 4.7 External Decision-Makers........................................................................................ 70

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! 5. Analysis ............................................................................................................................ 72 5.1 Culture defined as the complexity of dynamics ....................................................... 72 5.2 Hierarchy, external decision-makers........................................................................ 74 5.3 The Chinese businessman ........................................................................................ 78 5.4 The importance of relations, Guanxi........................................................................ 80 5.5 The time orientation perspectives ............................................................................ 82 5.6 Communication ........................................................................................................ 83 5.7 Adaption to the Chinese culture ............................................................................... 85 5.4 The Swedish-China Business Interaction ................................................................ 86

6. Conclusion ....................................................................................................................... 87

7. Limitations ....................................................................................................................... 90

8. Further Research ............................................................................................................. 90

Appendix 1 ........................................................................................................................... 91 Tables & pictures .................................................................................................................. 94 References ............................................................................................................................ 95

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

1. Introduction
In this chapter we will examine the background of our research questions. Moreover, we will discuss globalization’s influence on business culture and how the intercultural perspective between Sweden and China diversify the way of doing business. The problem discussion will further highlight the complications of globalization, the issue of cultural diversity and examine previous research of Swedish-Chinese business culture. From here we will present our research questions followed by the purpose, delimitation and disposition.

1.2 Background
Dong & Liu (2010) illustrate how companies today use the entirety of the world as a playground for doing business. Globalization is illustrated as dynamic. The dynamic is a constant change of behaviour. No longer is the domestic market the basis for business activity. Instead, business is referred to as a global opportunity. The world economy is today illustrated as one interconnected economy. Cai (2012) defines globalization as the transition of development. From here people turn a primitive segregation of certain geographic’s to a global community e.g. nations and societies turns to international clusters. Dong & Liu (2010) argues the cultural globalization process as a constant interaction that mix, share and redesign society’s culture. Furthermore Suarez-Orozco & Qin-Hilliard (2004) discuss that the globalization process is the basic transformation to what is called modern life. Suarez-Orozco & Qin-Hilliard (2004) illustrate globalization as “what happens when the movement of people, goods, or ideas amongst countries and regions accelerate”. Dong & Liu (2010) support Suarez-Orozco & Qin-Hilliard (2004) as they illustrate that companies continuously increase their internal- and external understanding of cultural diversification, a modernized pattern. Companies today are in a more continuous interaction with foreign partners. The design of internal employees forms a pattern of cultural interaction. The nation’s culture functions as the external influence on people’s behaviour. Each employee within an organization or society unconsciously and gradually adds another personal brick to the puzzle of culture. Each variable that is added to the organizations- or society’s internal culture is another external experience from the outside world. However the result of the puzzle is the design of the modernized pattern of present behaviour and knowledge.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Although, Suarez-Orozco & Qin-Hilliard further argue the world today as a contrary to history. Nowadays local societies are in constant transformation from the external outside. The reality is gradually affected by global impact. Furthermore, Suarez-Orozco & QinHilliard (2004) discuss that cultural systems today transmit values, norms and knowledge to the next generation. From an economic perspective the majority of world economics define globalization as growth. In contrary Ford, Gadde, Håkansson & Snehota (2006) illustrate globalizations role in the dynamics of business. From here the authors argue that there is no stabilization on the market. The dynamics of networks e.g. relationships and companies are all affected by globalization. The authors illustrate how globalization has forced companies to deal with a more competitive surrounding, but it has facilitated the flow and exchange of information. However, the economic globalization has increased the interlink, defined by Burtless, Lawrence, Litan & Shapiro (1998) who illustrate how the business development in turn has increased global wealth. The authors further argue how the world economy has promoted the capitalism and democracy in Asia. The result from globalization is an open world.

Fan & Zhang (2004) argue how globalization has increased the foreign awareness of the Chinese market. Zhang (2004) highlights the economic importance of the 21th century, the illustration of the foreign rush for Chinese opportunities. From here westerners entered the Chinese market forming joint ventures and acquisitions. In contrary, Cai (2010) illustrates how the Chinese economic boost started back in 1978. From his research Cai (2010) has presented figures illustrating that the Chinese rural and urban growth has increased more than seventeen times between 1978 and 2007. Furthermore, Cai (2010) illustrates increasing figures of trade. In 1978 China accounted for 1 percent of global trade. In 2007 the trade of goods accounted for 13.4 percent of global trade. The last decades has transformed the Chinese economy turning the nation into a superpower. The World Bank (2014) illustrate that China today is the second largest economy in the world after the US, with a positive graph of annual GDP growth, see Figure 1 below. Foremost, due to the low production cost, westerners early discovered the opportunity to outsource and move their operation and production to China. Nowadays it is not only the cheap manufacturing cost that attracts foreign companies. Instead westerners are aware of the potential of the Chinese market looking for sales and revenue. The middle class in China is growing rapidly which has increased the demand of products. Even the increased bargaining power can be related to

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influences from the western world, trade has boosted the Chinese economy (Sweden Abroad, 2013).
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Sweden China
1 2009 2010 2011 2012

0,1

Figure 1. GDP growth (annual %) (World Bank, 2014)

The Swedish Research Institute for Industrial Economics (2009) argues that the Swedish economy is integrated to the world business. This is the result of the globalization since the early 1990. Since the early 1990 to present time the Swedish total export has increased by nearly 100 percent. Furthermore, as a result of the Swedish globalization process in 1990, Swedish companies have continuously expanded their foreign operations. The Swedish globalization process is driven by financial markets as well as by the development of open economies, foremost the Chinese economic development. The Swedish government (2008) argues how Sweden became the first western country to develop a diplomatic relationship with China during the mid-20th century. In 1978 the trade between Sweden and China rapidly increased as the open politics were initiated in China. The Chinese open politic was the starting point for the business interaction between Sweden and China. Today China is Sweden’s most important business- and trading partner in East Asia. According to Sweden Abroad (2013) the Swedish trade to China increased by 12 percent during 2011 targeting approximately 40 billion Swedish Crowns, 3.3 percent of Sweden’s total export. Sweden Abroad (2013) further argues that due to the western conditions of economic stagnation, China is an important market for Swedish exporting companies. Furthermore, the overall forecast for Swedish large-, medium- and small enterprises on the Chinese market is looking promising.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! French (2010) argues that the term for business culture is hard to comprehend. The cultural impact and affection on business culture are referred to as a multifaceted definition. However, French (2010) illustrates how the multifaceted definition of culture e.g. has affected the Asian culture in terms of clothing, music and consumer behaviour. Granrose et al., (2000) illustrate the pattern of Chinese culture design. The complexity of the Chinese culture has been determined and re-constructed based on time, politics and economy. The definition of Chinese culture complexity is to be illustrated based on dynamic patterns from history. The Chinese culture complexity basis is the result of dynamic changes of national culture e.g. the dynasty governs, republican autonomy and the political regimes of communism and socialism. The dynamic of history has determined the national culture. Dong & Liu (2010) further discuss the importance of the Chinese development of market economy and the membership in the WTO (World Trade Organization). This was the first Chinese integration towards the world economy.

1.3 Problem discussion
French (2010) argues that the dynamic issue of examining cultural diversity focuses on the present and the past. The dynamic globalization generates a complexity which is the basis illustration, context or definition of a culture. If we could assume and generalize a predetermined definition of a certain culture, to use a determined definition and origin of a certain culture, managers most likely would have less issues dealing with cultural dilemmas. However, French (2010) states that there is no origin, predetermination or definition of a culture. Trompenaars & Hampden-Turner (2012) further explain French’s (2010) statement arguing the issue of cultures being in constant change due to the global evolution. The authors describe the changes of culture as a synthesis pattern of acculturation. The modernization has diversified society’s definition of culture. Further, Trompenaars & Hampden-Turner (2012) present an illustration that defines the dynamics and complexity of cultural issues; “we need to ask if cultures are continually evolving in parallel with the trends (modernization, globalization & evolution) and, if they are, whether that evolvement is accelerating”. French (2010) support Trompenaars & Hampden-Turner (2012) illustration of the dynamics of culture, citing Hartley (1953); “the past is a different country; they do things differently here”. These quotes define the evolution of cultural definition, the constant issue to handle.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Trompenaars & Hampden-Turner (1997) argue that cultural diversity continuously increases the importance of cultural understanding. The globalization has rapidly increased the interaction between cultures, societies gradually turn diversified. French (2010) states that the increase of multinational communities is due to the pattern of increased immigration and migration. This is the basis of cultural interaction and dynamic; the constant evolution of societies. Further Trompenaars & Hampden-Turner (2012) illustrate the scenario when two worlds collide. 70 percent of business failure is connected to the lack of cultural understanding, the lack of cultural integration. French (2010) argues that the internationalization of companies may create an increase of supranational issues. The authors define the issue for foreigners doing international businesses based on the implementation of globalization. Even if strategic alliances and joint ventures are established to increase cultural understanding, one may foresee the national culture perspective including politics and govern regulation. Hofer & Ebel (2007) and Buttery & Wong (1999) illustrate how the foundation of business relations defines the critical factor to be successful on the Chinese market. From here the trust is settled. The value of relationships is the hardest barrier to manage in business. This process requires effort, resources and patience. This aspect is often foreseen by foreigners operating in China. Foreigners tend to go straight to the point. Fang (1999) illustrates that relationships are so important that China has developed its own philosophy of “Guanxi”. Guanxi is the way of dealing, building and maintaining relations in China. In China business is settled the Chinese way. Yang (2004), Hofer & Ebel (2007) and Buttery & Wong (1999) argue that the philosophy of Guanxi in China is the definition of the Chinese business culture, the business ideology. It is important that foreigners in China adapt to the Chinese way of negotiating and utilize the relationship. French (2010) argues that research and analysis of cultural diversity constantly need to be examined. The perspective between two cultures continuously alters due to the cultures direction based on the constant global change and evolution. French (2010) further illustrates how cultural diversity creates repeated constrictions for business managers. The constriction includes variables of both independency and moderation that continuously affect each activity. Even if the Fang (1999) in previous paragraphs argue for a global and modern direction of world culture, French (2010) argues that each cultural direction has to be defined as indefinite and unpredictable. The cultures function will alter due to the global impact of e.g. external values, norms as well as material technology. Fang (1999) describes how cultures today are more transparent. The transparency has increased the research between

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! cultures. Further French (2010) discuss how the evolution of world cultures creates a constant demand of new research data including empirical data collection from present experiences. French (2010) illustrates the critical issue within cultural diversity; the stereotype perception. The authors argue that subcultures may alter from the “generalized” definition from that certain culture. In the context of stereotypes in cultural- contra subcultural diversity is even more complex for business to manage.

1.4 Previous Research
The majority of previous studies that examine the Chinese business culture represent the Western world from an American perspective. Still, the diversities between western cultures alter in the way that generalization cannot give a reliable answer to studies between two nations, two cultures. From the previous research given Friedman, Chi & Liu (2006) examines “An Expectancy Model of Chinese-American Differences in Conflict-Avoiding”. This study has a focus from the American perspective on cultural diversity, a frequent returning with support from Shi & Wang (2011) who examines the “Cultural Distance between China and US across GLOBE Model and Hofstede Model”. Furthermore, a majority of research focus on the general perception of cultural diversity in China. The general perception of Chinese business culture diversity can be found in e.g. research examined by Dong & Liu (2010) who studies the “Cross Cultural Management in China”. Within the same cultural perspective Liu & Davis (2000) examined the “Effects of culture on HRM decision”. However, there are several research studies that have been examined within the similar topic, Sweden-China cultural diversity. Last year Johansson & Terzic (2013) examined the cultural difference between Sweden and China in “The Chameleon of World Business”. This study focus on Swedish Sales Manager’s perception of intercultural diversity, examining the Swedish company Norden Machinery. Another research study was examined last year as Johansson & Terzic (2013) wrote “The Business Relationship between Sweden and China”. This research highlights the relationship between businesses, the importance of Guanxi. The research is based from a three-case-study including Norden Machinery, Avego and Swedpac Pro Green.

Even if Sweden has to be regarded as a small nation Fang (1999) illustrates how Sweden as a nation with a population size less than the population of China’s major cities e.g. Shanghai, Beijing and Tianjin ranks among China’s twelve most important trading partners. The Swedish business industry is highly regarded, on a global scale, for its technical development

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

and innovation. Greater companies including Volvo, Scania, Ericsson and Spotify have put the Swedish business industry on the global map. This study could be used as a guide for Swedish companies already established in China as well as for Swedish companies in the progress to internationalize. There is a gap from previous research. The current gap of cultural research defines the frequent global evolution mentioned in the background. The gap can be defined due to the previous research examined on cultural diversity continuously and gradually will lack of reliability. The research of cultural diversification will always, gradually, face a lack of reliability. The research on culture is a perishable. The research and analysis of cultural diversity, focusing Swedish B2B operating China, is a study that gradually has to be re-examined and re-designed based on different variables, perspectives and parameters. There is never an updated and actual research that will define and solve the dilemmas of cultural diversity. Even if generalizations of certain cultures is hard to avoid, the number of respondents, personal experiences as well as certain industries used in the study of diversities unconsciously will be the basis for cultural understanding. The majority of previous research within cultural diversities may be criticized due to the generalization of the diversity between West and East. There is a gap between the majority of studies focusing on the cultural generalization and the minority of studies that targets a certain exchange between two certain determined cultures e.g. Swedish culture contra Chinese culture. The figure below, see Figure 2, illustrates the generalization from the majority of previous research defined as the cultural diversity between west and east. The gap that is neglected is the subcultural aspect within every defined generalized culture e.g. the diversity between western cultures exemplifying the cultural differentiation between Sweden, Spain and America and vice versa (eastern subcultures). All three countries are often generalized as the western culture.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Figure 2, the generalization of western contra eastern culture (own illustration)

1.5 Research questions
This Bachelor thesis will examine the issue of intercultural differences of the Swedish way of doing business in China. The research questions that have been defined focus on intercultural challenges and how to avoid uncertainties;   How do Swedish B2B companies perceive the cultural diversity between the Swedish and Chinese way of doing business? How do Swedish companies operating in China deal with business cultural diversity in China?

1.6 Purpose
The purpose of this Thesis is to examine the differences between the Swedish-Chinese business culture and how the cultural differences affect Swedish B2B companies in China. It will be based on four different Swedish B2B companies and two consulting companies operating in China. The aim is to generate knowledge about how Swedish B2B companies can more efficiently manage their intercultural business challenges with Chinese companies.

1.7 Delimitation
This thesis will delimitate the B2C (Business-to-Customer) industry, the focus is set on the B2B (Business-to-Business) perspective. With Hofstede's Five Cultural Dimension as a theoretical basis we will delimitate Trompenaars seven cultural dimensions due to the equality
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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

to Hofstede's study. Three of Trompenaars cultural dimension will be irrelevant to our research topic. The GLOBE Study will also function as an additional source based on the dimensions from Hofstede. Seven out of nine dimensions from the GLOBE Study will be delimited due to the origins and equality to Hofstede's work. Further, we will delimitate our research to the Swedish perception of Chinese business culture, not examining the opposite Chinese perception of Swedish business culture.

1.8 Disposition
The layout of this thesis is designed with the basis of the introduction chapter. This is from where the context of the thesis is introduced. Background, problem discussion, research question, purpose and delimitation are included in the introduction chapter. After the introduction the methodology chapter is illustrated. This chapter is the link between the research questions and the results, the method used to examine our research issues. The thesis is based on an abductive research strategy and a qualitative method. The Methodology chapter handles how the empirical findings are collected, analyzed and how the empirical data and the theory are interrelated. Our Theoretical Framework is presented which examines Cultural Dimensions, Cultural Diversities, Business Relations and Intercultural Theory. From the Empirical chapter the primary data is presented from our interviews with our case studies; four B2B companies and two B2B consultants. The next step in the layout is the Analysis from where we analyse and discuss our findings from the theories and empirical findings. The last part of this thesis is the conclusion, where we answer our research questions. The layout of our Bachelor thesis is designed in the model below, see figure 3.

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Cultural Diversities Swedish B2B operating in China

Research Question 1 How do Swedish B2B companies perceive the cultural differences between the Swedish and Chinese way of doing business?

Research Question 2 How do Swedish companies operating in China deal with business cultural diversity in China?

Theories
Hofstede’s Five Cultural Dimensions, Trompenaars Dimensions, Chinese Value Survey, the GLOBE Study, Guanxi, Cross-Cultural Communication and CrossCultural Adaptation

Empirical Findings
Scania, Ludvig Svensson AB, Formox AB, Century 21, Business Sweden & Småland-China Support Office

Analysis Conclusion

Figure 3, disposition (own illustration)

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2. Methodology
In this chapter we will examine how the Theoretical Framework will be linked towards the Empirical Findings. This chapter will present the determined structure of the thesis.

2.1 Abductive Approach
Ghauri & Gronhaug (2010) argue that the research methodology is based in the relationship between theory- and practical perspective. Patel & Davidson (2003) and Alvesson & Sköldberg (2008) explain the methodology form an inductive, deductive and abductive perspective; strategies used to combine theoretical- and empirical findings. From here Ghauri & Gronhaug (2010) argue for two main approaches. The inductive approach, with focus on the practical perspective, is based on empirical arguments. By using an inductive approach the writer structure his work based on general conclusions from observations. From the observations the writer thereby drafts the theoretical relevance. However, Patel & Davidson (2003) argue that the inductive approach not necessarily has to function as unbiased. Instead, the inductive approach often tends to be affected by the researcher’s subjective ideas and perceptions.

Bryman & Bell (2005) illustrate that the deductive approach focus on the relationship between theory and the logical. The deductive approach targets a certain “proven” strategy. The focus is based on relevant theory. Bryman & Bell (2005) further argue that the similarities between inductive and deductive approach are close related. Both approaches often tend to follow the same pattern. Alvesson & Sköldberg (2008) argue that the deductive approach has to be regarded as a low-risk approach; it is based on a general set that may interpret and define certain cases.

In the research methodology Alvesson & Sköldberg (2008) further argue for a third approach; the abductive perspective. The abductive approach could be seen as the approach combining the inductive and deductive perspective. Both the inductive and deductive approach are used and combined to develop the hypothesis and/or theory. On the other hand, the authors also illustrate how the abductive approach contains its own content. From this statement Dubois & Gadde (2002) examine the abductive approach as a perspective based on a continuous modification between theoretical- and empirical findings. Patel & Davidson (2003) argue that
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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! the abduction approach starts with an inductive hypothetical and/or theoretical finding that will function as the basis for the demanded research issue chosen. From the inductive approach the abductive strategy thereby assess the hypothesis/theory from a deductive approach; from here the writer combine the hypothesis/theory together with cases to (re)develop the theoretical findings. From here Alvesson & Sköldberg (2008) even argue that the hypothetical patterns should be examined if they are in line with the collaborating empiric pattern(s); this would explain the identified problem. With an ongoing modification strategy the authors argue that the abductive approach is suitable for research studies with a focus on case studies. Dubois & Gadde (2002) argue that the abductive approach suits the case study structure due to the researchers inconvenience to follow a set plan as well as when the writer will discover alternative variables or refine the theory given.

This thesis will be based on an abductive approach. The reason for not using an inductive approach is because we would not have been able to collect our empirical findings without any previous knowledge from the chosen theories. The reason for not using a deductive approach is due to the modified research process in our theoretical framework, which is to be matched with the empirical findings. This is the basis to answer our research question. This strategy is more suitable and in unity with what the abductive approach advocates.

Based on the inductive, deductive and abductive approach we have decided to examine this thesis based on “real-case-situations” from where issues are clearly defined. Therefore, we will structure this thesis using an abductive methodology. Patel & Davidson (2003) argue that the abductive approach will give the writer more freedom for expression and findings compared to the stricter inductive/deductive approach. The authors also argue that the abductive approach uses empirical findings as the basis for thesis research issue; a scenario applicable to our research strategy. From identifying a “real-case-issue” by using our network contacts we can apply the theoretical findings to the real scenario (issue). The first interviews that we scheduled with employees operating on the Chinese market expressed the issue of intercultural perception; this statement became the acknowledgement for the relevance of our research issue. As the research topic were set we started to collect theoretical data based on the issue including “Hofstede’s five cultural dimensions”, “intercultural differences” and the concept of “culture”. From the empirical perspective and from earlier researches (as mentioned in the background) we decided to angle our research topic by targeting the

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Swedish perception of the issue; this perception will exclude the Chinese people perception; thereby only Swedish actors on the Chinese market will be interviewed. The process of this thesis has used an abductive approach. The abductive approach allows a constant process of the theoretical framework and the empirical findings. We started by observing an issue taken from the reality. Further, we had identified the issue(s) we started to searched for suitable theories, this to learn more about the given topic. This way, we were able to collect relevant empirical findings from our respondents, suitable and matching towards the theory. During the process we realized that we gradually had to modify parts of our theory chapter to be able to answer our research question, this process is something that the abductive approach advocates.

2.2 Qualitative Strategy
Widerberg (2002) defines two research strategies; the qualitative- and the quantitative approach. The qualitative research method is focusing on the characteristics or the quality (nature) of “something”, while the quantitative method is concentrating on the collected amount of data, what creates the characteristics (Widerberg, 2002). Yin (2009) describes the origin of qualitative- and quantitative approach. Yin (2009) and Merriam (2009) illustrates how the qualitative research strategy is taken from scientific research as the qualitative research strategy origins from e.g. psychology and sociology. From the psychological and sociological perspective the researcher aims to understand the context between e.g. human behaviour and society. Furthermore Yin (2009) argues that the structured quantitative approach is based on data figures as the unstructured qualitative strategy instead highlights the importance of informative data collection. The function of the data collection will further be examined from a narrative structure e.g. empirical data presented from respondents.

Merriam (2009) and Alvesson & Sköldberg (2008) further illustrate the diversity between qualitative- and quantitative strategy as the two approaches differs to the content of how the research are to be examined; the choice of research methodology should be selected based on the choice of research question(s). Bryman (2012) argues that the difference is the basis of research structure. The quantitative strategy is determined by structure as the opposite qualitative approach is determined as unstructured. The structured quantitative approach is based on precise issue(s) as the qualitative unstructured approach is based on external data given from e.g. respondents. This data is further used as the actors’ meaning. The qualitative strategy highlights the researcher’s interest whether there is e.g. an uniqueness or a certain

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! structure of interest. A qualitative method is used when the research question is formulated as how and/or why. From this illustration the quantitative method is deselected in this thesis since the method focus on the amount of data from where the research questions often tends to be formulated based on; “who?”, “what?”, “where?”, “how many?” as well as “how much?” (Alvesson & Sköldberg, 2008). Since our research questions are “how do Swedish B2B companies perceive the cultural diversity between the Swedish and Chinese way of doing business?” and “how do Swedish companies operating in China deal with business cultural diversity in China?” our research strategy therefore is based on a qualitative approach.

A further argument for using the qualitative method can be related to what Merriam (2007) describes that the qualitative method is used to understand how other people or organizations observe the world which is very much in line with what this thesis aim to accomplish. For our research, the qualitative approach is more appropriate than the quantitative one as it will allow us to examine the issues of intercultural differences between Swedish companies and the Chinese market. How Swedish companies handle and experience cultural differences can be seen as very individual. Therefore we believe by using the quantitative research method we would have lost valuable and interesting information to our thesis.

2.3 Case Study
Ghauri & Gronhaug (2010) illustrate how a case study could be structured in several layouts. The case study is used to get a deeper understanding and knowledge of the issue that is to be researched. The determination of the structure is dependent on factors such as: the topic, the research question, the purpose as well as the quantity of persons to be interviewed. Based on a model containing four different layouts Yin (2009) describes a distinction between single or multiple case studies. The author as well argues for a holistic- as well as an embedded perspective of the thesis meaning that the structure is based on one holistic analysis or more embedded. Ghauri & Gronhaug (2010) argue that the structure of the case study has to be decided in the early stages. From here the authors claim that a single case study structure is more suitable for studies that focus on one certain issue, as the opposite of multiple structures targets a heavier scale of analyses.

From the case study methodology given by the authors Ghauri & Gronhaug (2010) andYin (2009) we have decided to structure our case study based on a multiple structure perspective. By using a multiple structure we can focus our research pinpointing, analysing and narrowing

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the topic of cultural differences; the multiple perspective focuses on a wider number of empirical sources. To answer our research questions we have structured our interviews based on targeting Swedish companies with employees who are (-) or has been operating on the Chinese market. Based on our research topics (within the frames of cultural aspects) we early decided not to structure the layout based on single structure. From here we argued that we were in need of a wider range of sources; this to be able to evaluate, analyse and find the differences of perceptions.

2.3.1 Choice of Case Studies
Focusing on a qualitative methodology, with a basis on empiric data, our source of accumulate data is set on personal interviews. Once our topic- and research questions were determined the first step was to decide how to evaluate- and how to reach our personal network; how to target the most valid and relevant respondent. From our personal network we have asked our friends, relatives, former colleagues for relevant respondents willing to share their experience. The main criteria for our respondent screening had to ensure the level of experience working with or towards the Chinese market, from a B2B perspective. From our network we got in contact with six persons willing to give a helping hand; all people categorized and equivalent with a relevant and beneficial background of the business relationship between Sweden and China. The outcome of the respondent screening also showed that each of the respondents are working for companies categorized as large enterprises. The first contact was established through a mail conversation; particularly as nearly all of our respondents are situated or travelling back and forth China.

The screening of relevant respondents pinpointed Scania, Ludvig Svensson AB, Johnson Matthey, Century 21 (China Real Estate), Business Sweden and Småland-China Support Office. All of these companies work in the B2B perspective through sales & development either consulting. From Scania we got in contact with Bo Martinsson who is the Sales Director at Scania China. From Ludvig Svensson AB we found a respondent in Hans Andersson currently working as the Technical Manager as well as responsible for the company’s investments. We got in contact with Andreas Magnusson at Johnson Matthey’s who works as the Business Development Manager targeting China. From the China Real Estate agent Century 21 we got a respondent in Louise Benediktsson working with Business Development & Sales. We also added the Sweden-China experts from Business Sweden, Hanna Elving, as well as Wang Zhi from the Småland´s China Support Office. These two

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! respondents have experience of doing business in China; both from a Swedish as well as a Chinese perspective. Today Elving and Wang operates as Swedish B2B consultants. The reason why we chose to interview Bo Martinsson, Hans Andersson, Andreas Magnusson and Louise Benediktsson was that our aim with our thesis was to examine experiences of cultural diversity of Swedish B2B companies in China. The motive for interviewing Hanna Elving and Wang Zhi was foremost because they work with Swedish B2B companies in China on a daily basis making them knowledgeable in the field of Swedish business China. Below we will present each of our case studies in more detail:

Scania AB is today one of the world´s leading manufacturers of trucks and buses. The company was founded in 1891 and the Head Office is located in Södertälje, Sweden. Scania is an international company with more than 100 sales and service organisations all over the world (Scania, 2014).

Ludvig Svensson AB is a company located in Kinna, next to Borås. Ludvig Svensson AB is a leading international textile company that produces high quality textiles and produce e.g. climate screens to greenhouses. The company business is to provide their customers with a climate screen division in order to help greenhouse growing climate for vegetables and flowers.

Formox AB is a global supplier of catalysts, serving the global span of formaldehyde producers with complete production facilities and new technology. The company is today a part of Perstorp AB, currently renamed Johnson Matthey.

Century 21 is an American-Chinese housing company that works with real estates. They focus on the Chinese secondary real estate market. In China the company has 905 sales offices in 24 cities.

Business Sweden is a company helping Swedish companies to operate internationally as well as to help foreign actors to invest in Sweden. Business Sweden was founded in 2013 and is a merger of the former “Exportrådet” and Invest Sweden.

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Småland´s China Support Office is a collaboration between the Regional Council in Kalmar Province, the Regional Council in Southern Småland Province and Linnaeus University. Småland´s China Support Office works with business support and development for Swedish companies in China as well as to increase the cooperative relations between Chinese Universities and Linnaeus University.

2.4 Data Collection
In research studies there are two ways of gathering data; primary data and secondary data. In a qualitative method primary data is used and built on relevant information gathered from the reality. This approach is commonly set to target data based on interviews (Ghauri & Gronhaug, 2010). The secondary data is based on data that is already collected from academics e.g. previous research, theories and surveys. Furthermore, the secondary data is explained and analysed. We have decided to focus on the primary data using interviews to examine our paper from a more present and secular perspective; this perspective may give us more in-depth data. We have also used secondary data in some parts throughout our thesis as it is more time-efficient. Another reason nowadays according to Bryman & Bell (2005), to use secondary data, is due to the even greater possibility to find secondary data of high quality.

2.5 Primary Data
The primary data is important when the information cannot be found using secondary sources as well as thought it is necessary to find new information to the topic. According to Ghauri & Gronhaug (2010) the qualitative method has several ways to obtain this kind of information e.g. using interviews, experiments and observations. The gathering of primary data can also be time-consuming as this research accumulation needs a structure of planning and organizing. However, the quality and information taken from primary data is often considered trustworthy (Ghauri & Gronhaug, 2010). We have decided to use interviews to gather our primary data. According to Bryman & Bell (2005) there is a space for flexibility; this is one of the factors that make the interview method beneficial. The quality of the information gathered from interviews depends on the interaction between the interviewer and the respondents; and also from how prepared the interviewer is. Therefore, before we did the interviews we structured and planned the interviews to receive the most relevant answers, but also to be able to gather as much vital information to make it possible to answer our research questions.

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2.5.1 Structure of Interviews
There are different techniques of how to perform and structure an interview. Bryman & Bell (2005) describe qualitative interviews as less structured in comparison to quantitative interviews. Performing a qualitative interview allows the interview to continue in different directions. A qualitative interview allows flexibility as well as to offer a more detailed answer (Bryman & Bell, 2005). In the qualitative interview method there is according to Bryman & Bell (2005) different ways of how to perform the interviews e.g. to use unstructured- and semi-structured interviews. The unstructured interview is based on few questions and this approach allows the interviewing person to associate and answer the question freely (Merriam, 2009). We will not use the unstructured approach while performing our interviews; this because it will be hard to compare the information given from each interview. Moreover, the information given from the interviewed respondent may not turn out to be relevant and beneficial for our research questions. Using the semi-structured interview the interviewer tends to prepare an interview guide. This guide holds the interview “on track”, using specificas well as theme questions, but it also allows the respondent to answer spontaneously. This approach also allows the interviewer to ask related questions; this technique gives the interviewer the chance to ask attendant questions (Merriam, 2009). We believe that the semistructured interview is the best approach when we do our interviews; in one way this approach is structured with organized questions but it also allows the respondent to add important information that we did not think of while formulating the questions.

2.5.2 The Process of Interviews
We have interviewed six different companies; companies situated in Sweden or companies with Swedish employees. By using six companies we are able to target different personal views and attitudes. Before we contacted our respondents we sent each person a basic guide of questions via e-mail; this to provide them with a background of what to come. Another reason sending the guideline was also to give the respondent time to reflect as well as the chance to prepare for the questions which hopefully gives us more thoughtful answers. Also, some of our respondents are working within companies listed on the stock market and wanted the guideline sent to them. From this perspective there is a greater chance that these companies are more “sheltered” due to their limitation of what can be said and not; leaking information can sometimes be regarded as sensitive information.

As mentioned before we did a semi-structured interview. We had prepared a detailed interview-guide with all the questions we wanted to be answered. However, we were also
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prepared to ask follow-up questions. We agree with what Bryman & Bell (2005) say about the importance of being flexible during the interview, because it can lead to new unexpected questions and new aspects. During our interviews we followed our interview-guide but we were also very flexible. For example sometimes the interview person answered questions that we had not asked yet and sometimes we asked the questions in a different order. Due to our subject intercultural differences and barriers for Swedish companies on the Chinese market, the interview person’s opinions and experiences can differ a lot from each other and therefore we allowed them to answer very openly and tried to not affect them in any direction. However, sometimes we had to remind them to answer our question when they drifted off topic. It is also according to us important to have some structure over the interview so we can compare the different answers on our questions.

To be able to understand, reflect and to receive the answers exactly as the interview person answered them we decided to record our interviews. Silverman (2010) supports recording interviews in a qualitative method, because it increases the reliability of the study. According to Saunders, Lewis & Thornhill (2003) recording the interviews allows the interviewer to be present during the interview which also makes it easier to ask follow-up questions. Due to geographical differences between Sweden and China we had to make four of our five interviews by using Skype. This did not according to us make a difference on the quality of the interviews. Today’s well-developed technology allowed us to have a “normal conversation and interview” as if it actually would have taken place face to face. However it is taken to consideration that the interview may not have played out exactly as it would have in a face-to-face situation because sometimes the environment can affect a person’s response and perception. The Internet solution via Skype gave us a great opportunity contact a relevant person who have wide knowledge in our research subject. Furthermore we find this selected interview person to be of high value due to the subject of our research topic, since they are actually present on the Chinese market. The one interview that we were able to have face-toface took place in Kinna with Hans Andersson, representing Ludvig Svensson AB. After the interviews the authors of this thesis with help of the recorded tapes, transcribed the information. According to Saunders et al. (2003) the process of transcription is time consuming and energy demanding. However, according to us the transcription allows us to listen to our respondent’s answers many times to understand and to reflect. It also helps us to highlighting the most relevant information for our thesis. After doing our transcription and

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! analysis of our interviews we offered our interview persons to read through the material to give them the chance to let us know if we have understood their answers correctly.

2.5.3 Criticism to primary data
The primary data, based on empirical findings using interview as a basis, has a strong focus on relevant and knowledgeable personnel. While selecting relevant companies (operating on the Chinese market) as well as trustworthy personnel our screening method has focused on a strong criticism. From this idea we have carefully selected only persons with a greater experience of cultural interaction working in China. From the company screening basis our interviews has been done using Skype except from the interview with Ludvig Svensson AB. The interview with Ludvig Svensson AB took place at the company’s headquarter located in Kinna, Sweden. By doing the interviews using Skype there is always a chance of confusion, misunderstandings and a negative aspect of the social contact for discussion. From a critical perspective the interviews made using Skype may lack of relevance. On the other hand we can still argue that the lack of relevance using Skype is upheld by the selected criticism of relevant interviewers. Altogether, our empirical material has a strong trust and relevance from the right selection of contacts. Kvale (1997) argues that a qualitative study may have a lack of relevance. The author argues that there is a common restriction in the qualitative strategy; the researcher’s integrity to the actual situation including his own perceptions and emotions may play a part in the way of assessing the data. Kvale (1997) argues that the relevance of interviews due to targeted questions from the researcher. The uncertainty of targeted question may lead to “demanded” answer from where the research may be affected by the own reflections and interpretations. Maxwell (2005) confirms the statements from Kvale (1997) by arguing that the qualitative strategy sometimes tends to be perceived from a risk of being subjective; our qualitative strategy may face difficulties of finding a generalization based on a smaller selection of participating companies/personnel. Instead, the quantitative strategy has a stronger relevance for doing generalizations based on a larger scale of survey’s being made. From another perspective Yin (2009) argues that the writer may use a generalization based on analysis. By using this perspective the author argues that the writer can use a link between theory and case study materials; a potential act of generalize an issue based on relevant and applicable theory. Therefore, we will connect the theoretical findings towards the case study materials to create a generalization much more relevant and (general) applicable to the general concept. From these statements we have tried to focus our research by carefully target the

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vital questions from where we need answers as well as being well prepared (knowledge) by studying the selected companies before the interviews.

2.6 Secondary Data
According to Bryman & Bell (2005) secondary data includes literature in form of books and academic articles. It also includes information from different Internet sources. Secondary data is a time - efficient and easy way to collect information. Bryman & Bell (2005) argue that since secondary data of high quality such as academic articles and books are written by competent researchers and published by big institutions are good sources to use. Further Bryman & Bell (2005) argue that secondary data is a useful tool for all people (e.g. students) that does not have the same knowledge in a certain subject as a reputable researcher. Secondary data also saves time of collecting and create a study and allows more time on analysing an already established study (Bryman & Bell, 2005). However, there are also disadvantages with looking at secondary data for example; it can be difficult to know if the information is from primary or secondary data and in what context the information is used (Bryman & Bell, 2005). It is important to questing the quality of the secondary data before analysing it. We have tried to find as valid and reliable secondary data as possible from academic articles and published books. We have also used background information of our case studies from their web pages to save time. We have also tried to look from several perspectives and articles to be able to write a trustworthy thesis.

2.6.1 Criticism to secondary data
As mentioned before according to Patel & Davidson (2003), while examining the collaboration between empirical- and theoretical findings it is important for the writer to present a critical assessment of the material being used (Patel & Davidson, 2003). This is to prevent confusion. The literature, we have used for this thesis have to be relevant, trustworthy and up-to-date. Even if some of the literature is of an older edition the methodological research theory is still used as valid and reliable sources. The literature also has a strong relevance due to the underlying trustworthy; we have during the thesis used “famous” and returning literature applicable to our topic. One of our greatest concerns concerning the theoretical literature highlights the general complexity of our research topic. Even if our main research topic has a narrow focus on a niched area of culture; the total area of cultural aspects could be seen as a diffused and complex issue to research. Another aspect for the cultural complexity is due to the globalization of our world; the rapid change of countries growth as

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! well as cross-cultural exchanges of nationalities continuously contributes to increase complexity.

2.7 Quality of Research
Merriam (2009) illustrates that it is far more complex to measure the credibility of a qualitative research compared to a quantitative research. However there are ways to increase credibility by two concepts, validity and reliability (Merriam, 2009). According to Yin (2011) a reliable research study should give a clear view of the relationship between the research approach, structure and the result of it, supported by the validity and reliability of the thesis. A trustworthy study, according to Morse & Richards (2002), has to be based on reliable sources and not on assumptions. Therefore the reliability and validity is important to achieve credibility. According to Bryman (2012) the validity and reliability in a qualitative contra quantitative research method is similar, nearly equal, but still differs in the context of measurement of issues. Therefore, the qualitative researchers have modified validity and reliability to match the qualitative research method better.

2.7.1 Validity
According to Bryman & Bell (2005) the validity of a thesis is regarded as a key criterion. From here the authors illustrate how the validity is measured on the level of trust based from the material used. Patel & Davidson (2003) illustrate how validity is determined from how the research is performed. Further, Bryman (2012) argues that there are two main perspectives when discussing validity; internal and external. Bryman (2012) and Merriam (2009) define the internal validity as to what extent the researchers observations (reality) is matched with the theoretical outcome. Merriam (2009) further explains the internal validity from how the collected information coheres with the reality. Bryman (2012) further defines the importance of validity within the research of sociology (human behaviour) and ethnographic studies. The studies of human society gives the researcher an opportunity e.g. over time to examine whether the accordance of theoretical concepts towards individual observations. According to Merriam (2009) external validity determines the level of the qualitative result that can be generalized and applicable to additional framework. Bryman (2012) defines the external validity as if the research is applicable and relevant to social situations.

There are some researchers including Guba & Lincoln (1994) and Denzin & Lincoln (1994) cited in Kumar (2012) who suggest that qualitative research should be measured by specified

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terms. According to Guba & Lincoln (1994), cited in Bryman (2012) and Denzin & Lincoln, cited in Kumar (2012) the terms of internal- and external validity has to modify between the quantitative and qualitative strategy. As the quantitative approach is connected to the internaland external validity, the authors instead argue that the internal- and external validity in a qualitative research has to be modified highlighting terms of credibility and transferability. Merriam (2009) illustrates that the credibility determines whether the outcome from a qualitative research study is trustworthy based on the perspective of the respondents interviewed. However, Maxwell (2005), cited in Yin (2011) illustrates the importance to return the empirical framework to the respondents for the chance to read through, check and give feedback to the information narrated. Furthermore, Maxwell (2009) cited in Yin (2011) argues for the importance to use strong data to the observations, respond and information given by each respondent. Feedback increases the validity. To avoid the difficulties of low validity Patel & Davidson (2003) advocate the importance of a strong theory chapter with high credibility. This will increase the validity throughout the whole research study. With other words, the validity and reliability of a research affects how trustful and credible the result is regarded.

We are aware that our six respondents, cases, cannot function as a generalization of every Swedish company operating within the B2B market in China. On the other hand, this thesis will bring an outcome of reality, how it may be, based on the cases of present corporates in China. Furthermore, we have used the six companies in a qualitative study. From the validity perspective we have carefully selected our responding companies based on the relevance and experience from the B2B market in China. Even if it is dangerous to generalize within a qualitative approach we have in detail and carefulness accounted for each company, company name and each respondent. We have in detail described the structure and the method used while performing each interview. We have also designed the structure of our interview guide using proven and relevant literature e.g. Bryman (2012). Further we have transcribed the empirical information given and moreover sent it back to each respondent, this to check and validate whether the information given was correctly understood from our perception.

2.7.2 Reliability
Bryman (2012) explains that reliability as well as validity has a different meaning in a qualitative research than in a quantitative research. Yin (2009) illustrates how the reliability in a qualitative research can be explained in the terms of dependability. According to Bryman &

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Bell (2005) the external reliability and the dependability, which is illustrated by Kumar (2012), in a research is connected to how the outcome would be if the same case would be repeated. Furthermore, Yin (2009) defines the reliability as the tool to measure the trust of a certain procedure (method). To simplify, Yin (2009) illustrates that if a scientist would follow the same pattern and method a previous study when conducting a new one, the outcome from this new study consequently would match the result from the previous research. Kumar (2012) illustrates how the human behaviour is not always rational. Instead, external and influencing factors will always affect how people perceive situations which in turn constantly will change the result in a qualitative research. Merriam (2009) explains that the researcher of a qualitative study can increase the reliability by describing and illustrating the presumption and the theoretical framework behind the research. Another tool to increase the reliability is to explain how the data was collected; this allows the reader to review the collected data. LeCompte & Goetz (1982), cited in Bryman (2012), illustrate that internal reliability means that if there are more than one researcher they should agree with how to observe and interpret the collected data.

Throughout this thesis, our constant aim has been to maintain a strong reliability. From the empiric collection we have consistently conducted each interview using the same basis, the same interview guide to each respondent. Furthermore we decided to rephrase our questions (including subqueries) when we interviewed Business Sweden and Småland’s China Support Office, this to adapt the questions to the consulting “overall” of Swedish B2B operating in China. The interview guide is attached in the appendix at the end of this thesis. Although we have used a semi-structured interview method we have tried to ask the questions as clearly and straight as possible, this to avoid misunderstandings. Further we have stayed objective during each interview, this to create reliability towards reality.

2.8 Operationalization
From a qualitative approach the research questions are based on two problems defined. The first defined issue includes how Swedish B2B companies perceive the cultural diversity between the Swedish and Chinese way of doing business. This research question is formulated based on the identified gap from previous research with the basis from Swedish companies operating in China. The previous research, discussed in the problem discussion, further includes a gap of previous examined theories. From here we have applied further and recent developed theories including the GLOBE study and CVS, which support the basis and

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adds another dimension to already proven theories from Hofstede and Trompenaars & Hampden-Turner. Even a second research question was added to support the first research question. From here we will examine how Swedish companies operating in China manage the cultural diversity. The second research question is formulated to support the first research question. The second question highlights whether the culture diversity between two different cultures is in need of adaption, adjustment and interaction. The first research question highlighting the Swedish perceive of cultural diversity is formulated towards the present theories including cultural dimensions. The second research question is formulated to illustrate the empirical findings given from each respondent’s individual experience of the Chinese business culture.

To be able to answer the research questions our focus will highlight the empirical sources from relevant respondents. The empirical data will further be interacted with the theoretical framework to determine if the research questions are viable or measurable (qualitative approach) in relation to the theory given. Furthermore we will connect the theoretical framework with the empirical findings to analyse the issues given. From the analysis we will complete our research study with a conclusion designed to answer our research questions.

The purpose from each respondent was to obtain vital empirical data from underlined core questions. From each interview we asked questions e.g. the company’s China market experience, inter- as well as cultural perception, personal experiences, major cultural barriers together with organizational issues e.g. relationship building, hierarchic structure and national regulations. The structure of our interview guide even contained a larger number of subqueries. From here, the subqueries given gradually encouraged an important discussion of certain keywords within cultural diversities matching our theoretical framework. From the discussion we illustrated the theoretical meanings of e.g. power distance, time orientation, uncertainty avoidance and “losing face”. These questions gave us an important laidback discussion including personal ideas of the Swedish-Chinese differentiations.

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Figure 4, Operationalization (own figure)

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3. Theoretical Framework
This chapter will illustrate the concept of culture. Furthermore, Hofstede’s Five Cultural Dimensions will form the basis for cultural differences. The Chinese Value Survey, The GLOBE Study, the philosophy of Guanxi and the Cultural Dimensions & Cultural Diversities illustrated by Trompenaars & Hampden-Turner will be used as complement and in addition to Hofstede's Five Cultural Dimensions. The additional theories, to the basis of Hofstede, will be delimited due to the repeated pattern of dimensions and irrelevance to this thesis. Further, we will examine the Cross-Cultural Adaptation and Cross-Cultural Communication, theories that explain how diversities can be managed. Finally, this chapter will summarize the theoretical selection of dimensions, the Theory Synthesis.

3.1 Culture
“If I were again facing the challenge to integrate Europe, I would probably start with culture”.

Jean Monnet, founder of the European Community, cited by Trompenaars & HampdenTurner (1998:8)

Jahoda (2012) illustrates how the definition of culture has been redesigned and interpreted throughout the history. Jahoda (2012) argues that the definition of culture has passed the mutable definition in terms of Greek spoken philosophy, development or producing as well as the French meaning of training. The definition of culture before had a different meaning, a mutable definition between nations and societies. Taylor (1924:1) established one of the first definition of culture, the presumption of society & values, as he began his paper with the definition “culture or civilization… is that complex whole which includes knowledge, belief, [etc.] and any other capacities acquired by man as a member of society”.

Kluckhohn (1951), cited by Hofstede (1984) & French (2010) argue that culture is a pattern of how we are thinking, feeling and reacting from the use of symbols combined with personified
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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! artefacts. Culture is referred to as a complex term described in numerous ways. From here the author argues that the core of culture is the basis of tradition(s) and idea(s). However, French (2010) illustrates the culture as an over-loose definition. The variations of definitions of culture have generated confusion. Furthermore, Hofstede (1984) argues that culture is a continuous system that programs programming mankind’s mind. Although nations tend to diversify Trompenaars & Hampden-Turner’s (1998) “culture illustration” has to be seen as an unambiguous structure of how cultures are to be separated. Even if the logical distinctions of culture seem to appear in the differences between western civilization and eastern civilization, Trompenaars & Hampden-Turner (1998) argue that it is usually the regional and local design (neighbouring cultures) that tends to illustrate significant variation. Each country has its own layout of significant cultural variables. Ferraro (2002: 20) defines that “culture is transmitted through the process of learning and interacting with one´s environment, rather than through the genetic process”. Parker (2000: 39) discusses the importance of internal culture within organizations as a key for shared understanding; “The culture of the factory is its customary and traditional way of thinking and of doing things, which is shared to a greater or lesser extent by all its members, and which new members must learn, and least partially accept, in order to be accepted”. Adler (2008) and Trompenaars & Hampden-Turner (1998) pinpoint the pattern of people’s behaviour. All people are born into an already existing culture. From here the culture is passed on through the different generations. So it continuous, a circle of traditions and behaviour is passed on. Although, Ferraro (2002) further states that culture could be defined as a set of “equal” individuals within the same organization or group. However, cultures are to be seen as continuous changes, dynamics, which are mostly related and determined based on external influences. Ferraro (2002) further illustrates that culture is defined as a “diffusion”. The diffusion is referred to as an exchange of assets between cultures. Cultures often tend to imitate objects from other cultures to substitute and reinvent, it is the external influences that interact which gradually mute and even change the cultures. Hofstede (1984) illustrates the society as a “mechanic system”, see figure 5. The author describes the mechanic system (figure 5) as a “homeostatic quasi-equilibrium”. From here Spicer (1971), cited in Hofstede (1984), argue that the system has been used as a model for people since long time history to design as well as to redesign identities based on social and national changes e.g. language, independence and deportation. Hofstede (1984) uses the
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figure below to illustrate how the consequences of institutions support the outcome of our societal norms and origins. Only mankind’s origin is affected by the external forces, not the norms. Hofstede (1984) further argues that the norms taken from a given society have less impact and are less mutable to external factors. Instead the norms given by societies are more vulnerable to the change and development of origins e.g. technology.

Moreover, Hofstede (1984) illustrates that cultural diversity also can be seen within organizations, workplaces and even the family. From the organizational perspective Root (1987), cited in Trompenaars & Hampden-Turner (1998), argue that the strategic business has a cultural definition in a “unique lifestyle”. This is a certain way of thinking which is constantly transferred from one generation to another. Parker (2000) argues that the explanation given for cultural prejudice regarding organizational success opposite failure has to be seen as indefinite or untestable. Instead Parker (2000) stresses that organizational success simply is the outcome of a set vision, where the collective manpower shows a positive turnout. In the opposite way, if the organization fails to reach the set vision, the cultural interaction within the group has been poorly adapted to the mutable environment.

Outside influences Forces of nature Forces of man: trade, conquest & scientific discovery

Origins Ecological factors: Geographic Economic Demographic Historical Technological

Societal norms Value of system: - Of major groups - Of population

Consequences Structure and functioning of institutions: - Family patterns - Role differentiation - Social stratification - Education - Religion - Political structure - Architecture

Support

Support

Figure 5, homeostatic quasi-equilibrium (Hofstede, 1984)

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3.2 Hofstede's Five Cultural Dimensions
Hofstede´s study (1980, 2001) is often quoted and referred to as the basis to understand culture and business communication. Hofstede´s work is based on studies examined from more than forty of IBM´s offices (International Business Machines Corporations) around the world. Hofstede´s work is simply describing a country´s behaviour tendencies and not the exact prescription. However, his work is often used to get a vision or understanding of different cultures behaviour. First, Hofstede developed four dimensions of culture: Power distance, individualism or collectivism, masculinity or femininity and uncertainty avoidance. Later a fifth dimension was added; the Long-term-short-term orientation which was added by Michael Harris Bond´s Chinese Value Survey with support by Hofstede. This dimension has its roots in the Eastern cultures and is based on “Confucian thinking”. (geert hofstede, 2012). Geert Hofstede (2012) has developed a national index comparison with 0 as the lowest on the ranking and 100 as highest. This national index comparison is applied to the cultural dimensions in Hofstede's study: Power distance index, Individualism index, Uncertainty avoidance index, Masculinity index and Long-term versus Short-term orientation index (geert hofstede, 2012).

3.2.1 Power Distance
The power distance dimension is related to what degree members of an organization or society accept an unequal distribution of power. According to Hofstede (1980) all societies are unequal but to a different level. In societies which tend to hold a “small” and unequal distribution of power the culture is most likely referred to as a hierarchic structure. Countries with high power distance in Hofstede’s model means that power is distributed to few people in a hierarchical top (Hofstede, 1980). With other words, there is a greater gap of power between subordinates and superiors. People in an organization with high ranking of power distance are being delegated tasks which give less room for own initiatives (geert hofstede, 2012). According to Velo (2011) societies with high power distance is more open and tolerable of stronger autocratic governments. Velo (2011) argues that in countries with low power distance the distribution of power is more equal. Leaders in organizations tend to allow more participation of their employees and encourage own initiatives. Further Velo (2011) explains that the origin of the level of power distance can be related to different factors e.g. the size of the country and how wealthy a country is. Money and wealth is often distributed to the top level in high power distance countries. In low power distance countries wealth is more distributed. Larger countries with a greater and diverse population often tend to have

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centralized government. It is easier for smaller countries with a minor population to allow and manage involvement from the population (Velo, 2011).

China scores 80 of 100 points on the ranking of the Power Distance Index. This score is relatively high compared to Sweden’s 31 points. In China the power distance between the subordinate and the superior is high. The Swedish business vulture is more of a decentralized structure with equal rights and the allowance of a “two-way” communication between the superior and the subordinate. In general, the Swedish leader is more seen as a coach rather than a strong autocratic leader (geert hofstede, 2012).

3.2.2 Individualism
On the opposite of Individualism we find the collectivism; dimensions which cover to what extent individuals are integrated into groups. In societies and organizations with a higher degree of individualism it is expected that individuals will look after themselves and their direct family only (geert hofstede, 2012). Hofstede (1980) argues that in an individualistic society or organization the mentality is often to think about the “ego” before the “duo”; “I” is more important than “we”. In a collectivistic society the mentality is opposite to the individualistic perspective; we think and work as a group (Hofstede, 1980). People see themselves as part of a group and it is important that the person within the group reaches the set goals together. Loyalty to the group is of high value; a person alone is not seen as success but welfare for the whole group is (geert-hofstede, 2012).

According to Velo (2011) in an individualistic society and organization the focus is set on the personal goal and high independence. Personal achievements are defining a person´s identity instead of the network that the person belongs to. In a collectivistic organization or society the network and relationship that a person belongs to is what creates an identity e.g. family, different clubs, school and work related groups. Thus, the loyalty to these kinds of groups is important (Velo, 2011). Further the author explains that the degree of individualism can be related to the wealth of a country. The wealthier people becomes the more independence is demanded from the population (Velo, 2011).

The higher ranking in the Individualism Index even the higher is the individualism in the society or within the organization. China scores 20 of 100 points on the ranking which means that the nation is formed by a collectivist culture (geert hofstede, 2012). Personal relationship

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! is important in China as well as to be loyal to people within the network. However, this does not mean that the Chinese people are equally loyal to the organizations and companies they work for (geert hofstede, 2012). Sweden is according to the Index score more individualistic determined with a total score of 71 of 100 points. This means that the general mentality in Sweden is to take care of himself. The hiring and promotion process between the employer and the employee is more or less based on the employee’s skills and merits; not on the exchange of a personal relationship (geert hofstede, 2012).

3.2.3 Uncertainty Avoidance
The dimension of uncertainty avoidance examines how uncertainty and ambiguity is received by members in a society or organization. This dimension can also be explained to what degree members feel uncomfortable in unstructured situations (geert hofstede, 2012). Hofstede (2005) describes that cultures with a low uncertainty avoidance which faces new and unfamiliar situations are referred to as exciting and positive challenges. From here it is often favourable if the situations are unstructured. On the opposite side, in societies or organizations with higher uncertainty avoidance, members tend to be uncomfortable and stressed if there is a too loose structure (Hofstede, 2005). According to Velo (2011) people within cultures of high uncertainty avoidance are often afraid to start up new business and find it too risky to try what is new and inexperienced. In these kinds of cultures structure and rules are tools that are used to keep the stability in the society or within organization (Velo, 2011). Cultures where high uncertainty avoidance appears institutions and beliefs are created to avoid ambiguous situations (geert hofstede 2012). Members of cultures with low uncertainty avoidance tend to be more open-minded towards changes and are more comfortable by the feeling that they cannot control everything (Hofstede, 1984).

Sweden is a culture with low uncertainty avoidance and scores 29 of 100 points on the uncertainty avoidance index ranking. This means that Swedish people in general like to be flexible and open for new innovations. China and Sweden are close on the uncertainty avoidance index ranking; China holds a score of 30 points of 100. The Chinese people are generally entrepreneurial and open-minded for changes; this is still an ambiguous statement because this tends to depend on the situation. The law- and regulation system in China is often seen as strict and controlled; this to avoid uncertain situations. However, in some situations the rules are twisted to suit the actual situation (geert hofstede, 2012).

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3.2.4 Masculinity
In societies, organizations and in different groups the mentality and attitudes can differ. Hofstede (2005) describes this differentiation as a masculine or feminine culture. The masculine culture is described by factors e.g. money, career and how the people are driven by competition and material success. The feminine culture is more related to the caretaking of relationships as well as emphasizing the well-being for the members within the society e.g. the organization (Hofstede, 2005). Furthermore, the attitude towards how the society and organizations handle the interference between the genders differs between the masculine and the feminine culture. In a feminine culture the genders are treated more equal as the masculine culture determination of genders are examined differently (Cheng & Seeger, 2012). Velo (2011) highlights that the feminine culture has an equal valuation between the both genders strive for success; both women and men work hard and strive to make a career. In contrary the masculine culture mainly targets men who strive for challenging careers; this means that it is harder to find women in top positions within organizations. Velo (2011) argues that countries which favour the feminine culture and values are striving for an equal society where everyone has the possibility to live a healthy and dignified life. In a masculine society the closest family members and friends are the most important than the “common good” (Velo, 2011).

China scores 66 of 100 points on the masculine index ranking. This means that China is driven by success and career. The Chinese are protective of their family and work hard to make money; there is hunger for the recognition e.g. the importance of title. Sweden is regarded as a dominant society of feminine values with a score of only 5 points of 100 on the masculinity index. Sweden is famous for involving everyone in the society; everyone is a part of the Swedish society. Solidarity and equality are two important values in Sweden (geert hofstede, 2012).

3.2.5 Long-term & Short-term Orientation
The fifth dimension, long-term & short-term orientation, was added in 1991 by Michael Bond, see chapter 4 for Bond’s (1988) “Confucian Work Dynamics”, with the agreement from Geert Hofstede (Hofstede, 2005). According to Velo (2011) the reason to add a fifth dimension was because Hofstede had foreseen and not considered “the distinctive cultural characteristics of East Asian cultures” (Velo, 2011:37). This dimension is based on a value survey examined based on students from 23 different countries. The influences of the “Chinese Confucianism” and the outcome from the survey became the long-term versus short-

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! term orientation dimension (clearly cultural, 2004). Asian characteristics are described as patient, frugality and diligence. Long-term oriented cultures are according to Velo (2011) focusing on planning and preparing for the future. The mentality of people in long-term societies is to save money before spending it. According to Hofstede (2005) long-term oriented societies tend to strive for future reward and adapting for changing circumstances. The long-term oriented cultures have a long-time horizon of life. Short-term oriented cultures on the other hand, according to Hofstede (2005), have a short-time horizon. This means that people in short-term cultures tend to work and strive for fast and immediate results. This also describes that people has a great focus on the past and the present; people has a strong focus to live in the present but respect and care for traditions and social obligations; what is taken from the past (Hofstede, 2005). Short-term oriented countries and societies tend to spend money directly as well as to even borrow money to be able to spend it. In short-term oriented countries the companies are looking for new employees based on their academic skills and personality. Companies in a long-term oriented country on the other hand spend more effort and time on personal training. From this aspect the company tends to shape a person so he will fit and be adaptable to the company culture (Hofstede, 2005).

China scores 118 of 120 points on the ranking list of the long-term versus short-term orientation index. China has the highest score of ranked countries on the long-term oriented list (clearly cultural, 2004). According to Hofstede (2005) this means that Chinese has a long time horizon e.g. when it comes to the act of negotiating. According to Clearly Cultural (2004) Sweden contrary to China scores relatively low on the ranking with 33 points of 120. This means that Sweden generally is time efficient; time is valuable when it comes to doing business.

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120 100 80 60 40

Sweden
20 0

China

Figure 6, Five Dimension Model (geert hofstede, 2014)

3.3 The Chinese Value Survey
Matthews (2000) illustrates that Hofstede’s Cultural Dimension Model is a proven and well established study for cultural research. However, since the development of the model in ‘80, further research has been examined and continuously developed the dimensions illustrated by Hofstede. Michael Bond from the Chinese University of Hong Kong together with the Chinese Culture Connection in 87' developed the Chinese Value Survey, CVS. The aim of the CVS was to provide a value study seen from a Chinese perspective (Boden, 2008). From here Bond developed a questionnaire based on a “deliberate non-Western bias”. The questionnaire had a clear structure and focus on the Chinese culture values which were to be developed by Chinese social scientists. In contrary to the non-Western bias, Bond designed the survey based on biases taken from the Chinese culture. Minkov & Hofstede (2012) further explain that the CVS is based on 50 female and 50 male university students from 23 different countries. Boden (2008) argues that the students in the survey were asked questions about filial piety, moderation, observation of rites and rituals and so on. The search for virtue prevails is highly valued within Eastern societies, as less it is in the Western culture.

Matthews (2001) further illustrates how Bond designed a questionnaire based on three correlate coefficients, all coefficient existing in the Western culture. In addition, Bond

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! innovated a fourth dimension that was described as unrelated to the Western culture. Bond (1988) argues how the fourth dimension illustrates the Chinese Value Survey based on the philosophical system of “Confucian dynamism", the study of Confucius. Bond referred to his study as the "Confucian Work Dynamism" defined with the basis of a long-term contra shortterm orientation based on life, values and ethos. According to Boden (2008) the values examined in the CVS are difficult conceptions for Westerners to understand. Boden (2008) further illustrates that the values given from the survey sometimes even can be perceived in a different way, seen from the Western culture, than in Confucian cultures. Boden (2008) argues that Guanxi is a philosophy that origins from the Confucian thinking. The term involves the culture of exchange of favours within the personal network. The exchange of favours can be perceived and related, from the Western perception, as a form of corruption. The Confucian thinking rather emphasizes the support of the family in contrary to the individual, competition is not that important in life (Boden, 2008). Matthews (2000) argues that the Confucian values of life still have strong roots in the Chinese society even though China gradually has undergone economic- and political changes over time. The Confucian thinking and the importance of values are influencing individuals as it encourages the wellbeing of the basis of family. Bond (1988) illustrates that there was an obvious gap taken from previous studies in terms of value perception, especially perceptions taken from the Eastern culture. Previous research only considered the western perspectives of values. The CVS's role was to measure values simply origin from East Asia. Bond (1988) further illustrates that the values studied are to be considered as unique for the Confucian philosophy e.g. the respect of tradition, honouring family and to “protect one's face”. However, Hofstede (1991) states that the values examined in CVS do exist in western societies, thus not to the same extent. Although, the values examined in the CVS is not as significant and important in the Western world as within Eastern societies e.g. China, Singapore, Hong Kong, Taiwan.

According to Fang (2003) China, Taiwan, Singapore, Japan and Thailand are countries that are top-ranked on the long-term orientation. Typical short-term oriented cultures consist the United Kingdom, US, Germany and Australia. In 1991, the CVS study was implemented and added as a complement to Hofstede's Five Cultural Dimensions. The definition of the LongTerm & Short-Term Orientation was established as Hofstede's fifth dimension (Minkov & Hofstede, 2012). Minkov & Hofstede (2012) argue that the CVS resulted in four factors, but later were re-designed as Hofstede applied the study to his fifth dimension, see chapter 3.2.5 for Long-term & Short-term perspective defined by Hofstede. The study examined by Bond
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(1988) was referred as two opposing poles based on a long-term contra short-term orientation, a time perspective that illustrated the long-term axis referred to as the positive pole of future orientated culture with a basis of dynamics. The list below will illustrate the variables examined for the positive pole long-term oriented perspective (Minkov & Hofstede, 2012).

1. Persistence 2. Ordering relationships by status 3. Thrift 4. Having a sense of shame

In contrary to the negative pole, which further would be defined as Hofstede's Short-term orientation, is associated to the past and the present. The Short-term orientation axis is by Bond (1988) referred to as static. The list below will illustrate the variables examined for the negative short-term oriented perspective (Minkov & Hofstede, 2012).

1. Personal steadiness and stability 2. Protecting your face 3. Respect for traditions 4. Reciprocation of greetings, favours, and gifts

3.4 The GLOBE study
Even though Hofstede’s Five Cultural Dimensions was not the first study on Cross-Cultural Research, this work is often seen as a base when examining cultural differences in nationaland organizational level. More recent a new study has been developed referred to as the GLOBE study: “the Global Leadership and Organizational Behaviour Effectiveness”. This study was published by House, Hanges, Javidan, Dorfman & Gupta in 04’ and is considered as a more “up-to-date” study, as a complement and in addition to Hofstede´s Cultural Dimensions (Shi & Wang, 2011). This is supported by Lustig & Koester (2010) who argue that the GLOBE study increase the understanding of cultural interaction in the business world and is also relevant due to the constantly change and development of how to perceive cultures. The GLOBE study is based upon work of well-known authors with in the subject e.g. Trompenaars, Hofstede, Kluckhohn and Strodtbeck (Javidan, Darfman, Sully de Luque & House, 2006). The research program focuses on culture and leadership from 62 different nations. It is based on a survey of thousands of middle managers in three different industries;

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! food processing industry, finance industry and telecommunication industry. Several organizations within each industry were examined from at least three societies and from each major geographical region of the world (House et al. 2002). The research is a long-term project that is designed to study the complex effects of culture on leadership, economic competitiveness of societies, organizational effectiveness and human condition of members of the societies (Shi & Wang, 2011). The GLOBE study examines nine cultural dimensions that differ between societies. Six of nine dimensions originate from Hofstede’s study from 80’ including Uncertainty Avoidance, Power Distance, Collectivism I & II, Gender Egalitarianism and Assertiveness (House et al. 2002). Further Javidan, Sthal, Brodbeck & Wilderom (2005) associate a seventh dimension equal to Hofstede’s studies, the Future Orientation, similar to the long-term orientation.

3.4.1 Nine Cultural dimensions
According to House et al. (2002) uncertainty avoidance and power distance are constructed exactly the same as in Hofstede's study. Uncertainty avoidance means the extent to which members of a group or society or organization relies on social norms, rules and laws to avoid uncertainty. Power distance discusses to what degree members of a group, society and organization agree that power should be distributed equally. The collectivism and the gender dimension are designed different compared to Hofstede´s, the collectivism & individualism and masculinity & femininity. The collectivism is divided into “institutional collectivism” and “in-group collectivism”. Institutional collectivism measures societal on collectivism, with focus on laws, social programs or institutional practices. Collectivism II measures in-group collectivism regarding family and/or organizations. Further House et al (2002) explains that the masculinity dimension in the GLOBE study is divided into two dimensions, gender egalitarianism and assertiveness. The gender egalitarianism dimension reflects how an organization or a society minimizes gender differences and gender discrimination. Assertiveness reflects the degree on how individuals in organizations and/or in societies are assertive and aggressive in social relationships (House et al, 2002). According to Javidan, Sthal, Brodbeck & Wilderom (2005) the seventh dimension in the Globe Study, future orientation can be associated to Hofstede´s Long-term & Short-term Orientation. This dimension cover to what extent individuals has future-oriented behaviour, such as planning and investing in the future. Javidan et al. (2005) further discuss the eight dimensions in the GLOBE study. This is the performance orientation that illustrates to what extent a society or organization rewards members of a group for improvement and excellence. The last

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dimension is the human orientation. House et al. (2002) define this perspective as to what degree individuals in groups, societies and organizations encourage and reward individuals for being fair, friendly, generous and kind to each other (House et al., 2002). Brewer & Venaik (2010) explain that for each dimension in the GLOBE study, values and practices is measured. This means that for each country there are eighteen culture scores. The practices are related to “as is” and measures the tangible factors of culture such as exciting regulations and policies. The values measures the intangible factors, how it “should be” such as cultural norms and values (Brewer & Venaik, 2010).

3.5 Guanxi
According to Boden (2008) Guanxi is an important concept, philosophy, within the Chinese societies that origin from the Confucianism thinking. The western world does not have a similar definition as Guanxi, but the term can be explained as the culture of exchange of favours within the personal network. Lee & Dawes (2005) explain that the word Guanxi can be divided into two; “Guan” that can be translated to gate and “xi” can be explained as a tie or connection. This means when translating Guanxi to English it means “pass the gate and get connected”. According to Fang (1999), building close relationship is the key to do business in China. Without rooted business relationships the chances of doing business in China is close to zero. Kwock, James & Tsui (2013) explains that building business relationships is timeconsuming. It is vital to create trust between the involved parties. As further mentioned, the Confucian thinking has a strong influence in the Chinese societies. It emphasizes moral standards such as respect and trust using strong bonds and relationships. This is explained as Guanxi. Kwock et al. (2013) describe that the Confucianism also value and emphasize the avoidance of direct confrontation and not to disagree before reflecting and thinking things over. Further Kwock et al. (2013) explain that within building and maintaining close relationships, the exchange of gifts is a repeated symbol in business. This gesture is embedded in the Chinese society and is something that is considered necessary even in politics as in business context. According to Gold, Guthrie and Wank (2002) personal- and business relationships are not separated to the same extent as it often is in the Western part of the world. Furthermore, within the network you have to compromise and doing things for others to gain something for yourself.

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3.6 Trompenaars cultural diversity
“Every culture distinguishes itself from others by the specific solutions it chooses to certain problems which reveal themselves as dilemmas.” (Trompenaars & Hampden-Turner, 1997:8)

Trompenaars & Hampden-Turner (2009) illustrates the world business as a globalization of environment. Today, leaders and managers within organizations are more concern about cultural obstacles and issues which globally and repeatedly arise. Trompenaars & HampdenTurner (2009) illustrates culture as the people’s way of solving problems. Furthermore, the authors divide the cultural aspect in three levels, levels from where cultural diversity tends to arise. The national-, corporate- and professional level. The national level has a global focus on national aspects describing societies, the western- compared to the eastern society. The national level is analysed from the theory given by Trompenaars & Hampden-Turner (1998) from where the authors argue for regional (societal) cultural differences. This illustration is examined from a measurement structured from an index (points). The index is designed to highlight the structure of how cultures differentiate. From the theory the authors describes the Scandinavian people as less strict than the American, but on the opposite has a strong disapproval in showing emotions. According to the theory examined by Trompenaars & Hampden-Turner (2012) the authors argue that South East Asia including China has a cultural perception of deep respect towards each other. Therefore, East Asia has a strong cultural exchange of esteem. The second level includes the corporate aspect of culture. This level is based on how attitudes are perceived in an organization. From the corporate culture Trompenaars & Hampden-Turner (2012) illustrates the “Eiffel Tower culture”. This perspective measure the bureaucratic contra hierarchic structure of organizational culture. By using the Eiffel Tower as a metaphor to organizational structure the theory argue that the shape of the Eiffel Tower describes the bureaucratic cultural structure; “steep, symmetrical, narrow at the top and broad at the base, stable, rigid and robust” (Trompenaars & HampdenTurner, 2009:166). The third level of culture Trompenaars & Hampden-Turner, 1997 illustrates as the professional level. This level examines the equality of people within the same function. Professions tend to share the same ethical orientation. The professional level of cultures within an organization creates a certain direct of values and norms whether you are working within e.g. marketing or development.
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Trompenaars & Hampden-Turner (1998) illustrates that the definition of culture could be seen as the structure of an onion. The first layer, the outer layer, describes the “visual behaviour” including clothes, language and food. The cultural diversities gradually decrease as the world is turning global. From the middle layer the authors visualise mankind’s norms and values. The norms define what human refer to as right or wrong. The values illustrate human’s perception of good or bad. On the other hand Trompenaars & Hampden-Turner (1998) further argue that the “globalized” outer layer often visualises the artefacts. The conclusion of the cultural definition is found within the onions inner layer, this is where the actual context is identified, the complexity and dynamics. According to Trompenaars & Hampden-Turner (1998) the inner layer consists of assumptions and routines that are designed towards mankind’s everyday challenges. The understanding of the inner core of the onion is the difference between success and failure of cultural understanding.

Trompenaars & Hampden-Turner (1998) also divide the cultural knowledge in two parts; the normal distribution and the stereotypical perspective. The normal distribution examines the average patterns of cultural identifications. This pattern often tends to design a similar identity between e.g. eastern countries. The opposite direction to normal distribution is the stereotypical idea. Trompenaars & Hampden-Turner (2009) illustrates that the stereotypical view is an extreme form of idea perceived from behaviour. It is referred to as the stereotypic idea. This is the most dangerous perspective. The stereotypic perspective of cultural differentiation illustrates the seen from a limited perception.

Moreover, the research theory made by Trompenaars & Hampden-Turner (2009) deal with the aspects of cultural differences; cultural diversity and knowledge for cultures. Trompenaars & Hampden-Turner’s (2009) illustrate how each culture diversifies. Trompenaars & Woolliams (2003) argue that there are no rights or wrongs concerning the individual idea and perception of “different cultural orientations”. Furthermore the authors argue for the respect of others values and norms, the respect towards other cultures. Each cultural idea has to be accepted from the way that others interpret the world. Trompenaars & Woolliams (2006: 28) stress that the general individual perception of cultures is illustrated from one’s cultural classes; “we don’t see the world as it is, only as we are”. From the opposite view the authors illustrates that the lenses of one’s another tends to be different. The perception of cultures differentiates

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! between individuals. From here the authors argue how solutions are interpreted which in turn can reveal a certain dilemma. The theory is based on a dimensional model examined from research taken from 50 nations. Each nation differs in culture inequality and to what level of solving issues are managed. The Dimension Framework designed by Trompenaars & Hampden-Turner (2009) function as “how to understand” the complexity of culture differences. This function is set to increase efficiency and decrease misunderstandings between cultural exchanges. Although, the framework examined by the authors allow us to characterize constant dilemmas. Further, each characterized dilemma depends on the tension from values origins. Below, the dimensions from Trompenaars & Hampden-Turner (2009) are presented:
   

Universalism vs. Particularism Neutral vs. Emotional Specific vs. Diffuse Achievement vs. Ascription

3.6.1 Universalism and Particularism
Trompenaars & Hampden-Turner (1998) describes the dimension of universalism and particularism as the measurement of relationships. The author’s question whether the rules or the relationship are the most important. Trompenaars & Woolliams (2006) further question whether organizations are determined by the standardization either flexibility. Trompenaars & Hampden-Turner (1998: 8) illustrates how the universalistic culture has a strong connection to general rules and obligations; “what is good and right can be defined and always applies”. The universalism has a strict approach to follow rules; even if close friendships are involved in the process e.g. even if it is important to stick to set objectives and deals. On the contrary, the particularistic culture focuses on certain circumstances, the importance of friendships, which are more vital than the set regulation or law system. As the universalism argues for a standard of rules, the particularism dimension highlights the specific relationships. The relationship between friends and families always has a stronger bond than the set rules. It is the certain circumstance which determines the response. Trompenaars & Hampden-Turner (1998) illustrates how the particularistic culture in some ways has a negative attitude towards the universalistic society. The particularistic idea argues that it is the relationship that handles the business outcome; not the contract signed. The particularistic culture even favours the

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establishment and maintenance of relationship and networking as a key to business. In contrary, the universalistic culture illustrates the strict deals e.g. contracts.

3.6.2 Neutral and emotional culture
The third dimension developed from the theory by Trompenaars & Hampden-Turner (1998: 9) is the neutral and emotional perspective. This perspective deals with the way of how emotions are expressed, a way that tends to differentiate itself from one culture to another. The authors ask themselves “should we stick to our objective nature of neutralism or is it acceptable to show your emotions?”. Trompenaars & Hampden-Turner (1998) also argue that this dimension deals with how emotions are handled. Some cultures have a greater tendency to express feelings and emotions as others do not. Cultures that are defined as emotional have a characteristic of not hiding the expression. Emotions are a part of the culture and feelings are express from an open expression. Trompenaars & Hampden-Turner (1998) argue that the western part of the world has a mechanical structure of how to handle business. The western man often tends to stay objective as he strives for his set goal. The westerners may turn off their emotions to increase efficiency in doing business. The authors argue that most southern countries tend to do business the emotional way; this includes the eastern part of the world. The way of expressing your emotion is a part of doing business e.g. we laugh, we express a body language and we show happiness and anger depending on the situation given.

3.6.3 Specific and diffuse culture
In the perspective of specific and diffuse Trompenaars & Hampden-Turner (1998) examines in what level people will get involved in projects. The characteristics from a specific individual define the separation between work and personal relationships. The specific perspective has a lack of privacy that is separated from the individual’s privacy. The specific characteristic argues that the personal relationship do not have any impact on the working condition; the set projects. Although, the specific character do believe that relations is important. Two persons can work together without having a good relationship. On the opposite, the diffuse culture examines the importance of getting to know your counterpart. This perspective has a strong focus towards building relations. The diffuse culture dimension could be defined from people with a strong value of building relations. The understanding of the counterpart’s characteristic is a vital factor for building trust and doing business. From the diffuse perspective Trompenaars & Hampden-Turner (2009) argue that the characteristic definition has an interaction between personal relationships and working conditions. The idea

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! is based on the collaboration between good relationship and set objectives at work. The way of dealing with a relationship is at the same level both at work as in personal life.

3.6.4 Achievement and Ascription
The Achievement and Ascription perspective is defined by Trompenaars & Hampden-Turner (1997) based on who you are. The achievement dimension defines that who you are is dependent on what you do, it does not matter who you are as long as your actions will define your identity. Instead the society will judges you from what you have done, from what you have achieved in life. This is a form of status confirmation within cultures with the definition of e.g. your profession or education could be the identity of who you are. Further, the achievement dimension is determined from the individual’s hard work for recognition or vice versa. Trompenaars & Hampden-Turner (1999) illustrates how the ascription perspective is defined in the opposite way. The definition of ascription culture refers to your “being”. The ascription perspective has nothing to do with what you have achieved. Instead focus is set on a logical outside e.g. your gender, age and birth. The ascription perspective defines the social status given from birth. To simplify this perspective, ascription is what you are born into e.g. monarchies and caste systems from where the identity status is transmitted by birth. Furthermore, your identity is formed and defined from your network. The level of education and the size of your personal network will illustrate your identic status. The title is the definition of mankind’s identity.

3.7 Cross-Cultural Communication
Today business between countries is a natural, repeated and common interaction. This is increasing the cross-cultural communication which often increases the issues for international companies. In the global world of business, negotiating, leading and exchange of information ideas are all based on the capacity and how to communicate successfully with colleagues, suppliers and customers from different cultures (Adler & Gundersen, 2008). To be successfully in cross-cultural communication Gore (2013) stress that one need to have knowledge about many different factors e.g. social structure, cultural values, and the decisionmaking process within the foreign culture. The definition of communication is illustrated by Adler & Gundersen (2008) from the exchange of meaning, doing this by using both verbal messages including words and nonverbal messages and expression e.g. the behaviour or the tone of voice. The sent message from one person from one culture can be perceived differently of the receiver from another culture. Therefore it is important to encode the message which means that the sender of a message has to externalize or symbolize the

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information into words and behaviour. Further, the receiver has to decode the words and behaviour back into the message (Adler & Gundersen, 2008). Gore (2013) support this explanation and adds that the communication process is complete when the recipient understands the message. The messages within communication between different cultures can often be misunderstood.

3.7.1 Hinders and Barriers to Cross-Cultural Communication
According to Trompenaars & Hampden-Turner (1998) the greater the differences are between two cultures, the greater is the chance for cross-cultural miscommunication. Adler and Gundersen (2008) agree with the previous statement by arguing that people from different cultures interpret and experience both verbal and nonverbal messages differently. Steir (2009) pinpoint that cross-cultural communication implies in situations where two cultures meet and tries to transfer and understand a message. Problems and challenges when trying to communicate between two cultures can be related to different attitudes, norms, values and language. Sue & Sue (1977) argue that three factors can be a hinder in cross-cultural communication between cultures. Language Variables defines the ability to use Standard English and verbal communication. Class-Bound Values defines how strict people from different cultures e.g. stick to time schedule. Culture-Bond Values defines the degree of how individual-centred, open and emotional people are from different cultures and how their physical well-being is. Adler & Gundersen (2008) illustrates how misunderstanding within cross-cultural communication is coping with the nature of perception. The perception is defined, according to Adler & Gundersen (2008), as selective, learned, culturally determined, consistent and inaccurate. Perception is selective. People always screen out what they see in front of themselves. People tend to select information based on the perceptual filter. Mankind is not born to perceive the world in a specific way. Instead he is taught by the experiences that affect how he perceives the world. The cultural background is the foundation of how people perceive and observe events. People’s value, interest and background are variables that affect what he chooses to see or not.

3.7.2 High Context Communication
Tuleja (2005) defines the High-Context Communication Culture to be more connected to the indirect, a maintaining of harmony within the relationship and to be more reserved. Certain cultures defined as High-Context Cultures according to Samovar et al. (2009) includes Japan, Taiwan, China and the Arab countries. According to Tuleja (2005) High-Context is related to non-verbal codes meaning that the tone of the voice and body language is observed rather

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! than what is stated in words. People from Chinese societies often spend time observing and listening, eye contact is also of importance when communicating according to the HighContext Cultures. Samovar et al. (2009) support the previous statement by adding that people from High-Context Culture often express themselves by being emotional in a non-verbal way. Family background, title, education are factors that affect the communication. It is more important “how” something is said that “what” is said in words (Samovar, 2009). HighContext Communication has several descriptive and expressive words together with an illustrative body language (Cotton, 2013). The relationship is of high value in these cultures, the degree of High-Context Communication is higher when the relationship is closer (Wang, 2008).

3.7.3 Low-Context Communication
Tuleja (2005) defines the Low-Context Communication as direct, open, precise and often based on intentions. Germany, Switzerland, Scandinavia and North America are all according to Samovar et al. (2009) cultures that repeatedly are related to Low-Context Cultures. The verbal- or the spoken words are of high importance, little is embedded in the context. These kind of cultures are often perceived as direct and do not have the need to build close and personal relationship before discussing business (Samovar et al. (2009). Cotton (2013) argues that Low-Context Communication is more objective than subjective, especially in business related communication. People from Low-Context Cultures also use body language, but not to the same extent as people from High-Context Cultures (Cotton, 2013). Silence in a conversation can often be perceived as uncomfortable for a person from a Low-Context Culture which is the opposite to what a person from a High-Context Culture think. Too much as well as “demonstrative” body language can also be perceived as embarrassing for a LowContext person (Wang, 2008). People from Low-Context Cultures give less information about what they feel and do not show emotions as strong as a High-Context person do (Cotton, 2013). Further, Cotton (2013) argues that if you know if a person you are about to communicate with is of High- or Low-Context it can be profitable and efficient to adapt your way of communicate towards the counterpart. If you do so, you can communicate even better and more efficient with the person regardless of the person’s culture (Cotton, 2013).

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Figure 7. High- and Low-Context Cultures

3.7.4 High- versus Low-Context Culture
To be able to be successful or at least overcome some of the barriers that can arise in CrossCultural Communication is according to Adler & Gundersen (2008:25) “to be aware of that you know that you do not know”. It is more effective and wise to assume that there is a difference between the cultures given, until the similarities are proven, Adler & Gundersen (2008) argue. Another key to be successful in Cross-Cultural Communication is to be aware of how culture affects the total context of communication (Tuleja, 2005). Edward Hall is a famous anthropologist who categorized and defined cultures as being either High- or Lowcontext. He did so by examining the setting rather than the exchange of words (Samovar, Porter & McDaniel, 2009). Hall (1976) argues that a culture where communication mostly occurs through language is of low context. It relies more on the spoken words and on the importance of the task. Not as much on the context of relationships. High-Context Cultures are emphasizing tacit actions and are not as direct in its communication as cultures with LowContext. The relationship is essential here. Silence is a symbol that means that the other person is thinking, observing and reflecting over his respond (Tuleja, 2005).

3.8 Cross-Cultural Adaptation
Kim (2001) defines Cross-Cultural Adaptation (CCA) as how individuals are affected when they interact with a new- and unfamiliar culture. Kim (2001) further illustrates that individuals who immigrate to a new country have to adapt to the host country’s culture as well as build “reciprocal relationships”. Reciprocal relationship is definedas the exchange from two parts that holds a level of responsibility of wealth fare towards the counterpart. CCA is a common and repeated pattern for e.g. expatriates and diplomats. Kim (2001:31) illustrate

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! CCA as “the dynamic process by which individuals, upon relocating to new, unfamiliar, or changed cultural environments, establish (or re-establish) and maintain relatively stable, reciprocal, and functional relationships with those environments”. According to Najoli (2009) CCA theory examines the communication, behaviour and how individuals develop their understanding of new cultures. Kim (2001) defines an individual who enters a new culture as a stranger. Kim (2001) explains that the CCA theory assume that strangers are open-systems. Furthermore, Kim (2001) defines the theory based on three assumptions:


Assumption 1: Humans tend to have a natural drive to grow and adapt to external environmental challenges.



Assumption 2: The adaptive changes of the internal individual continue through the communication in one’s social external environment.

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Assumption 3: The adaption process from the intern individual and the external environment is a complex and dynamic process.

Kim (2001) illustrates that the human being strive for adaptation, this is something natural and a constant behaviour when facing challenges from the external environment. The external influences are in constant change towards the internal structure, the personality. Kim (2001) further explains that communication including sending- and receiving messages, both verbal and nonverbal, constantly affect the adaptive change of people. Moreover, Kim (2001) argues that a person’s adaptation is perceived as a dynamic and complex process due to the multiple dimensions and variables. The personal- and internal system as well as the external environment constantly influence and interact to each other.

Kim (2001) argues that when strangers enter a new culture they will realize that their past cultural behaviour will not be enough (as efficient) as when interacting with new cultures. Language and norms will no longer be of value. Therefore, to be able to adapt to a new culture Kim (2001) illustrates a process including three factors: enculturation, deculturation and acculturation. Enculturation refers to cultural factors that people are born into e.g. attitudes, social norms, how to act and so on. It is easier to interact with others that are of the same or similar culture identity. People of the same culture learn to communicate with each other, they learn verbal and nonverbal messages and they learn how to decode and encode messages between the members of the group. Members of the same culture even express themselves similar using the tone voice in similar ways as well as they often share the same
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language. This creates a cultural identity. Kim (2001) argues that when a stranger enters a new culture he needs to start over with the learning process. While facing a new culture, this will create internal conflicts with the culture of origin. The new environment will place strangers in a position where they have to put aside- or even abandon patterns of their old cultural identity. Strangers have to learn new social systems. This learning process is what Shibutani & Kwan (1965), cited in Kim (2001), define as acculturation. To be able to learn new cultural elements Kim (2001) argues that strangers need to “unlearn” some of their past cultural elements. Kim (2001) defines this as the deculturation. This does not mean that strangers change their identity from the culture of origin, but more overt the role behaviour. The host culture influences the stranger’s way of communicating. The stranger has to find ways to interact with the new unfamiliar system. The highest level of acculturation and deculturation is the assimilation. This is where the stranger’s internal conditions are as close as possible to the natives of the host culture. This level is regarded as the end of the CrossCultural Adaptation process and takes long time to reach.

According to Kim (2011) some strangers tend to adapt to new cultures faster than others. Some even achieve a higher degree of adaptation than others during the same time period of time. Kim (2011) further argues that there are some key dimensions and factors that can identify why some strangers adapt more efficient than others. Kim (2001) explains that communication is the most successful tool for strangers to adapt to a new culture and environment. To successfully adapt, the stranger has to be open-minded and learn the host culture’s symbols and codes. He also needs to obtain knowledge and understanding of the host’s cultural beliefs, history and language and so on. According to Kim (2001) strangers can prepare themselves to be open-minded as well as to embrace the new culture given. This mind-set will affect how fast the stranger adapts to the new culture. Kim (2001) illustrates that when strangers gradually adapt to a new culture their intercultural identity increases. This means that they neither are part of- nor apart from a particular culture. Their internal identity changes from belonging, to one monoculture, to be more flexible.

Kim (2001) argues that a stranger needs to understand the adaptation potential. The stranger must estimate how similar or different his ethnicity including e.g. culture, language, values, norms and beliefs is to the ethnicity of the host environment. It is not easy to change who- and what you are, but what is important is to be aware of how your cultural background affects the

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! adaption process. If the stranger knows the cultural differences between the home culture and the host country it is easier to avoid misunderstandings. The stranger needs to make decision based on how willing and capable he is to make changes and to face challenges in the host environment. Moreover, the willingness to change parts of the original culture traditions is necessary to be successful within a new environment, a host culture. Kim (2001) illustrates that the process of adaption is mostly a slow and gradual process. Even if the stranger is positive to change as well as to interact with the host environment, this can be a struggling process. Kim (2001) illustrates that the process of adaptation involves entering unfamiliar situations which often includes the result of challenges. However, this experience leads to personal growth and better adaptation towards the host culture.

3.9 Theory synthesis
The theoretical synthesis is an important tool, see figure 8 below, to increase the readers understanding of the theoretical framework presented, used as a guideline. Therefore, we will illustrate and clarify the interaction, relation and determination of the theories used to answer our research topic.

The model, figure 8 below, illustrates how the theories of cultural dimensions are interacting creating a basis of understanding. This model will function equal to the onion model illustrated by Trompenaars using layers that will define each step. From here, Hofstede's Five Dimensions will function as the core to cultural variables, identifications and understanding. The theory will function as the definition towards national- and societies characteristics of culture. From the basis of Hofstede’s Five Cultural Dimensions we have added four cultural dimensions used as a complement taken from the theory examined by Trompenaars. From the Seven Dimensions examined by Trompenaars we have selected the relevant dimension and screened the equal content from previous research illustrated by Hofstede’s Cultural Dimensions. It is irrelevant to use a superfluous theory of relevant to neither the thesis topic nor the empirical findings. Therefore, the fusion of Hofstede’s, Trompenaars, CVS and GLOBE will generate a core of ten cultural dimensions to add to our research:
   

Power distance Individualism or collectivism Masculinity or femininity Uncertainty avoidance
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     

Long-term & short-term orientation (CVS) Universalism vs. Particularism Neutral vs. Emotional Specific vs. Diffuse Achievement vs. Ascription Gender egalitarianism

Furthermore, previous research has added the important perspective from the Chinese Value Survey. This theory will be used as complement together with the GLOBE Study to the fusion of Hofstede’s Five Cultural Dimensions and the dimensions added from Trompenaars work listed above. The Chinese Value Survey adds a third direction; the GLOBE Study adds a fourth dimension to the theoretical basis. Although, all four theories will function in coherent creating Eleven Dimensions, fusion collaboration needed to examine the cultural diversity. The Guanxi philosophy is added as an external source and dimension with the focus on relationship. The Guanxi theory will function throughout the entire theory; this is the basis of Chinese business culture. The empirical findings, the data collected from the companies and respondents, will function as the orbiting source. This is the data that will be examined to the theories given to present an analysis.

All around, we have enclosed the theoretical core illustrated above, with the empirical findings that will function as the basis of reality cases. All together we will use this model as our Theoretical Synthesis (even referred to as the Conceptual Framework) that will guide us through the issues of cultural diversities, theoretical and empirical findings towards a final conclusion, our solution.

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Figure 8, the Theoretical Synthesis (Conceptual Framework)

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4. Empirical Findings
In the Empirical Chapter we will examine the discussion of cultural differences, uncertainties and barriers. This chapter will be discussed by four Swedish companies operating on the Chinese market together with two experts in Sweden-China business relations.

4.1 Respondents
Below we will briefly introduce each respondent. From here we will give our readers an identity towards each respondent including the background, previous studies and work as well as each current respondent’s present activity to Chinese business.

Disclaimer
The statements, opinions and experiences shared by the respondents do not necessarily reflect their colleague’s opinions.

4.1.1 Bo Martinsson, Scania
After completing his studies back in the 1970, Bo Martinsson was employed as a trainee at Scania 1979. After spending nearly twenty years based in Katrineholm working for Scania Buses, Martinsson in 1999 continued his career at Scania as he settled in the northern part of England, working for Scania GB in the British market. In 2011 Martinsson was relocated to Shanghai from where he today operates as the Sales Director, Buses & Coaches, for Scania China. Martinsson describes the Chinese relocation as a new experience and adventure both on a personal level as well as on a business level; “since I arrived in Shanghai two years ago I have been struggling and continuously learning the hard way” as he admits that he still has much to learn about China and the Chinese market.

4.1.2 Hans Andersson, Ludvig Svensson AB
Hans Andersson has worked for Ludvig Svensson since 1989. In 1996 he started to work towards the Chinese market. Andersson is working as the Technical Manager and is responsible for all new investments within the company. Andersson is also responsible for all overseas markets including China, South Korea and Japan as well as in charge for the running of the subsidiary in China. Andersson is not permanent located in China but travel back and forth between the Swedish Headquarter and the subsidiary in Shanghai, approximately every month. Ludvig Svensson AB is a company located in a famous textile town called Kinna, next to Borås. Ludvig Svensson AB is a leading international textile company that produces high

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! quality textiles and produce e.g. climate screens to greenhouses. The company idea is to provide their customers with a climate screen division in order to help greenhouse growing climate for vegetables and flowers.

4.1.3 Louise Benediktsson, Century 21 China Real Estate
Louise Benediktsson spent a one-year exchange period at the Chinese Hong-Kong University examining cultural differences and the Chinese economic development. After a visit to the mainland China during her studies in Hong-Kong, Benediktsson was determined to once go back. After Benediktsson’s graduation at Hong-Kong University, including a short spell back in Sweden, Benediktsson agreed with her husband who supported the idea to set sail for China. From here they decided to start looking for jobs. During their two-years-spell in China Benediktsson was working for an American-Chinese housing company, Century 21 Chinese Real Estates, from where she was employed as a consultant working through a business visa. Benediktsson operated within Business Development and Sales.

4.1.4 Andreas Magnusson, Formox AB
Andreas Magnusson (2014) completed his studies at Lund’s University back in 1999. After his graduation he started his career working for Alstom in Switzerland. From here Magnusson (2014) continued his career in Sweden, now as an employee at Formox AB. In 2007 he transferred to Alfa Laval operating as Marketing & Sales Manager for the Pulp & Paper industry in Lund. In 2011 Magnusson (2014) decided to return to Formox working as the Business Development Manager targeting the Chinese market. Overall, Magnusson (2014) has a great experience of the Chinese market as he has been travelling between China and Sweden some 25 times since his return to Formox in 2011. Since last summer, 2013, Magnusson (2014) is working as Product Manager, Plants, responsible for Formox AB’s plant offerings.

4.1.5 Hanna Elving, Business Sweden
Hanna Elving is working for Business Sweden in Shanghai since four years ago. Before Elving started her career in China she was working with politics in Sweden. Business Sweden is a company that helps Swedish companies to grow on international markets and for foreign companies to invest in Sweden. Business Sweden was established in the beginning of 2013 and is a fusion between the former Swedish Trade Council and Invest Sweden.

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4.1.6 Wang Zhi, Småland´s China Support Office (SCSO)
Wang Zhi graduated as an engineer and started his career with developing wind power in Småland. Today he works as a consultant for Småland-China Support Office. Since August 2012 he has been travelling back and forth to Shanghai where Småland-China Support Office shares office with Business Sweden. Wang Zhi has a daily contact with Swedish companies and his task is to help them with their interests on the Chinese market.

4.2 The Chinese Market
Elving (Business Sweden) and Wang (Småland´s China Support Office, SCSO) argue that the Chinese market is interesting due to the continuous growth. The middle class is rapidly growing which in turn demands high-qualitative products. Wang (SCSO) argues that the western countries for a long time have seen China as a strategic “facility” for efficient and cheap manufacturing. However, today the Chinese market also offers an enormous growing potential of sales distribution. Martinsson (Scania) explains that the reason why he moved to China was due to the Scania’s demand to relocate and develop its operation in China. Martinsson’s (Scania) first task was to find out if there was a potential market for Scania’s products (buses and coaches) in China. Later, Martinsson (2014) was involved in the establishment of Scania’s organization in China. This was an important step for the company. Magnusson’s (Formox) and Andersson’s (Ludvig Svensson) both explain that the Chinese government investment in their companies industries was the reason for targeting the Chinese market. In Magnusson´s (Formox) case the Chinese investment for the nation’s basic industry made the Chinese market interesting for the Company. Moreover, Magnusson (Formox) argues that the Chinese market is interesting due to the Chinese government interest in the nation’s industrialization. The Chinese government who financially support the basic industry is the main customers to Formox AB. Andersson (Ludvig Svensson) discuss that Ludvig Svensson AB´s interest to enter the Chinese market started in the late 80´s due to the potential of the growing market. Furthermore, Andersson (Ludvig Svensson) explain that the Chinese government decided to develop and invest in environmental technology and greenhouses. The environmental project called “The Green Basket” was established by government funds with the vision to provide the population with fresh vegetables on a daily basis. The investment resulted in Ludvig Svensson AB´s partnership with an institute in China. Together the two parties established a subsidiary. The subsidiary began to produce products in Shanghai which reduced the overall production cost. This also gave them a strategic position in East Asia to reach customers.

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4.3 The Chinese Businessman
Andersson (Ludvig Svensson), Elving (Business Sweden) and Benediktsson (Century 21) argue that the Chinese businessman favours their own way of doing business. Benediktsson (Century 21) and Magnusson (Formox) argue that the Swedish and Chinese cultures are “easy” to interact. All respondents describe the Swedish businessman as flexible and adaptable to the Chinese businessman. Andersson (Ludvig Svensson) further illustrates the Chinese helpfulness, which eases the interaction between the Swedish- and the Chinese culture. Andersson (Ludvig Svensson), Martinsson (Scania) and Benediktsson (Century 21) argue that the Swede has a favourable reputation in China as long as the Chinese people do not mix us with the Swiss people. However, Benediktsson (Century 21) illustrates how the westerners often tend to stereotype the perception of China towards Japanese culture. From the stereotypic perspective the Chinese businessmen has an expressionless, strict and govern ideology similar to the Japanese. According to Benediktsson (Century 21) this is in contrary. The Chinese culture is different both on a visual- and personal culture. Benediktsson (Century 21) argues that the Chinese businessman is brusque, funny and relaxed. Magnusson (Formox) illustrates the Chinese open-mind and unpretentious. The Chinese businessman is not afraid to express his emotions, even if it just may be his strategy of negotiating.

Furthermore, Martinsson (Scania), Magnusson (Formox), Elving (Business Sweden), Benediktsson (Century 21) and Andersson (Ludvig Svensson) argue that the Chinese business culture and the Chinese businessman is determined by his hunger for money, success and assets; no more, no less. However, Andersson (Ludvig Svensson) and Benediktsson (Century 21) argue for the alternative part of society. This can be seen from how the Chinese businessman values relationships, networks and the family. In contrary to Andersson (Ludvig Svensson) Elving (Business Sweden) adds that the hunger for money is often based on the utilization of relationship networking for his own gain. According to Wang (SCSO) China is often described as a collectivistic society. China is even more complicated. The Chinese business culture has a major basis of individualism, but rather refers itself to collectivism. This is a contrary to itself. The economic development in China has turned mankind greedy. There is a spirit in man’s selfish interest. In contrary to the individualistic culture Wang (SCSO) describes China as a patriotic collectivistic society which favours the nation’s interest. The Chinese businessman has a strong ego. Elving (Business Sweden) and Benediktsson (Century 21) also define the Chinese business culture based on a communistic ideology. However, Elving (Business Sweden) illustrates reality as an individualistic
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complexity. The business culture simply favours the individual gain. Further, Martinsson (Scania) and Andersson (Ludvig Svensson) define the Chinese businessman as an individualist. Everything is about the individual “I” including the closest family members. On the other hand, Martinsson (Scania) argues that Scania China frequently has tried to change the internal culture. Martinsson (Scania) illustrates how Scania today have a more feministic culture at the office with a stronger focus on e.g. team spirit.

Andersson (Ludvig Svensson), Martinsson (Scania) and Benediktsson (Century 21) discuss the context of the word “face”. This is one of the most important concepts in the Chinese culture. To “lose your face” means that you lose your pride, honour and dignity. Therefore, it is according to all respondents important to not make the Chinese businessman uncomfortable or make them feel less important.

4.4 The Time Perspective & Orientation
Martinsson (Scania) argues that Swedish businessmen in comparison to the Chinese businessman (in general) have a stronger vow for the product quality. The Swedish product development and innovation is far ahead of China. Martinsson (Scania) illustrates how Scania today has around 3000 employees in Södertälje whose daily work consists of innovation- and product development. From here Martinsson (Scania) argues that the Chinese businessman, instead of spending effort on innovation and development, in general tend to copy an already existing product. In addition Martinsson (Scania), Magnusson (Formox) and Benediktsson (Century 21) argue that the Chinese businessman focus on the cost issue. Magnusson (Formox) argues that the Chinese businessman find it hard to connect the price of the product with the life-time quality. From here Magnusson (2014) illustrates how the Chinese businessman favours to reinvest in new product in prior to maintain the existing product. From the “low-cost value perspective” Martinsson (Scania) argues that it is hard for Scania to penetrate the Chinese market. Scania’s selling proposition is the quality of the product. From here Martinsson (Scania) and Wang (SCSO) both illustrates the Chinese government’s strategy e.g. the government only allows the busses to operate for eight years. After eight years the operating busses are taken out of service. Scania’s buses are constructed to operate twice as long which affects the company’s depreciation and revenue. Furthermore, Andersson (Ludvig Svensson) argues for the Chinese “low-quality perspective” as a reflection to the nation’s culture. Andersson (Ludvig Svensson) states that Swedish companies sometimes decrease the quality to increase competitiveness towards the Chinese price perspective.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! However, Andersson (Ludvig Svensson) and Elving (Business Sweden) have a positive attitude towards the Chinese future perspective towards increased quality. Further Elving (Business Sweden) predicts an increased domestic demand of foreign brands in China due to the association of higher quality.

Andersson (Ludvig Svensson) argues that the Chinese businessman value every chance to earn money. The Chinese businessman tends to gamble for money even if there is a risk that they end up on the street. According to Wang (SCSO) the time orientation of the Swedishand Chinese businessman is a contradiction. Even if the Chinese businessman strives for money there is still an important strategy towards building relations. Wang (SCSO), Benediktsson (Century 21), Martinsson (Scania) and Magnusson (Formox) further add that the Swedish businessman has a long-term orientation, from a time perspective. The Swede tends to analyse and reconsider the outcome before he sign the deal. Wang (SCSO) argues that the Chinese businessman tends to act with haste, but in contradiction he later tends to modify the deal. Andersson (Ludvig Svensson) and Martinsson (Scania) connect the Chinese time perspective to the individualistic ego. The Chinese businessman has no problem to walk over corpses within the company. Magnusson (Formox) exemplifies the expression by illustrating that the Swede can make a joke that if the Chinese businessman spent more than three years at the same company he should be rewarded by what we call “the golden watch”. This foresight is the contradiction to the Swedish loyalty towards the company. Martinsson (Scania) agree with Magnusson (Formox) and adds that the Chinese companies have a higher degree of employee turnover.

Martinsson (Scania) argues that the Swedish and Chinese culture is hard to interact. There is a great distance of cultural diversity; national, corporate and profession culture. Martinsson (Scania) argues that the greatest issue for Scania in China is rooted in the domestic corporate culture. Even though Scania is a globally recognized company the Chinese market issue still concerns Scania’s limited brand recognition. Martinsson (Scania) argues that the Chinese penetration process continuous in the right direction, but it is like starting from scratch. Martinsson (Scania) distinguishes similarities between the start-up in Europe during the mid20th century as in today’s China expansion. From here Martinsson (Scania) illustrates how Scania has to establish a new organization in Shanghai. This is the only chance to establish a network of retailers. From a corporate culture perspective Martinsson (Scania) argues that the hierarchic structure is another dilemma for Scania. It is hard to know who to target, who to
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bond with and who to bring out for dinner. There is no transparency of who to contact. Martinsson (Scania) further argues that the differences of professional’s culture between Europe and China have created a greater barrier than expected. The interaction between two European businessmen is far easier than between a European contra a Chinese Businessman.

Martinsson (Scania) further adds the uncertainty of Chinese regulations which affects Scania’s Chinese business strategy. The combination of laws, regulations and the domestic price war between Chinese manufacturers makes it difficult for Scania today to show a higher revenue for a high quality Scania coach compared with a Chinese coach. As Martinsson (Scania) states “perhaps we have a too good product today but we will win in the long term!”. Magnusson (Formox) and Andersson (Ludvig Svensson) argue that their industries are highly dependent on the Chinese government regulation. The Chinese politics and business goes hand in hand. The Chinese government is a repeating uncertainty.

4.5 Building Relations
Martinsson (Scania), Andersson (Ludvig Svensson), Elving (Business Sweden), Magnusson (Formox) and Wang (SCSO) argue that everything you do within business in China has a connection to relations. According to Martinsson (Scania) the Chinese people speak about Guanxi. The meaning of Guanxi is how relations are valued and how trust is established. From Guanxi relations are perceived as more important than the product itself. From the ideology of Guanxi Magnusson (Formox), Martinsson (Scania), Benediktsson (Century 21) and Andersson (Ludvig Svensson) defines a more complex business perspective to deal with in comparison to the business culture in Europe. In the western civilization you visit a customer to talk business. In China you are probably not speaking business until e.g. the fourth-fifth meeting. First you talk about life, family and the weather. Even if there are differences between the Swedish- and the Chinese culture however Benediktsson (Century 21) and Martinsson (Scania) argue that it is easy to merge the cultures creating an intercultural understanding.

Furthermore, Benediktsson (Century 21) argues that Sweden and China has a philosophy of building relationships which contradicts. From here Benediktsson (Century 21) first illustrates the Chinese definition of professionalism. The perception of consuming alcoholic beverage at dinner diversifies the cultures. The alcohol consuming socialization is embedded in the Chinese business culture. There is nothing wrong with turning tipsy. From the alcoholic

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! socialization perspective Benediktsson (Century 21), Andersson (Ludvig Svensson), Magnusson (Formox) and Martinsson (Scania) argue that the Chinese businessman foremost can trust you as tensions are loosen up. If the Chinese businessman cannot trust and accept the western businessman there is a higher chance that the signed deal will lack in quality. The Swedish definition of professionalism is of another signification. Even if the Chinese way of consuming alcohol is a repetitive pattern for westerners while doing business in China, the Swedish ideology is in contradiction to this behaviour. Benediktsson (Century 21) describes that drinking during business meetings is not acceptable to the same extent in Sweden. This is what the Swede refers to unprofessional business behaviour.

According to Andersson (Ludvig Svensson) the main key to success in China is to build close relationships to the people you work with; “you have to invest a lot of time together with the people you work with”. It is also important to entertain and maintain the relationship. When Andersson (Ludvig Svensson) travels to China he personally has to call every Chinese distributor and customer just to inform that he is in town. This social act is highly valued within Chinese business culture. This generates a feeling of importance and care. Wang (SCSO) argues that Swedish companies, from his experience, do understand the literal basis of Chinese relationship building. However, Wang (SCSO) further argues that he does not believe that the Swedish companies know the actual value of Guanxi. Wang (SCSO) does believe Swedish businessmen value the corporate level of relationships. In addition, the Chinese businessman highly values the personal relationship.

Andersson (Ludvig Svensson) argues that a common mistake for foreign companies is to bond with persons based on the level of English spoken. Based on Andersson’s (Ludvig Svensson) China experience this is the wrong strategy to negotiate. In turn, the persons with the highest level of English spoken often tend to be the younger generation. In general, the younger generation has no power for decision-making. Furthermore, Magnusson (Formox), Elving (Business Sweden), Benediktsson (Century 21), Wang (SCSO) and Andersson (Ludvig Svensson) describe that the language barrier is one of the underlying difficulties to build and maintain a relationship in China. Elving (Business Sweden) says that Swedish companies usually have an interpreter while doing business in China as Magnusson (Formox) stresses that the companies need domestic employees in China. This is to optimize the understanding. However, even if the language is of significance while doing business in China Wang (SCSO) and Elving (Business Sweden) argues that the most important communication tool is to
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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! understand your counterpart’s way of thinking. This is to understand the antithesis culture. From here Wang (SCSO) argues that an interpreter generally is not enough. The risk will appear as the interpreter has to translate something outside his area of expertise. From this perspective barriers will occur. Wang (SCSO) further argues that it is important to have a partner with a Chinese mother tongue and equal business understanding.

Based on communication Martinsson (Scania) argues for the importance to create an intercultural mix. From here Martinsson (Scania) illustrates the importance and value of relationship loyalty between employees and managers within organizations. The Chinese decision-making departments and business employees tend to build strong bonds within the organization. This gradually generates a spirit of loyalty. If a Chinese manager would leave the company it is common that the employees will take his back and leave too. Martinsson (Scania) argues that the intern loyalty in the Chinese business organization is less common within the Swedish culture; “even if you can be headhunted it is less common that a Swedish manager would bring some of his workforce to his next job”. Martinsson (Scania), Magnusson (Formox) and Andersson (Ludvig Svensson) illustrate that it is important to invest effort and time to build close relationships with the people you want to work with. The external importance of relationships is explained by Andersson (Ludvig Svensson); “Chinese people is loyal to people within the company, but not loyal to the company itself”. He further explains a situation from where the CEO for a Chinese company decided to leave and start up his own business. All customers of the firm followed the CEO which resulted in that the foreign investors became empty handed without any customers. Furthermore, Elving (Business Sweden) argues for the importance to establish an intern long-term ideology while operating in China. The most important strategy for a Swedish company in China is to operate with patience; “everything takes time”. Elving (Business Sweden) argues that a lot of Swedish companies target the Chinese market with the hope to establish a profitable business activity within a one-two-year period. It is more likely that a company will account negative figures over this short-time perspective, Elving (Business Sweden) states.

Martinsson (Scania) explains that everything is about services and favours within Chinese relationships. The perspective of exchangeable favours has created an (from a Swedish business perspective) criminal negotiation technique. This has made it even harder for Scania to do business in China; “we have a clear policy working against bribes”, Martinsson

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! (Scania) states. Martinsson (Scania) further clarifies and admits that it would be easier to do business in China if he would negotiate with the business ideals of corruption. Although, this is not the way Martinsson (Scania) is doing business, nor is Scania. Martinsson (Scania) further discuss the corruption in China which connects bribes to low quality as well as the definition of corruption. “You could buy something that is not the best for you company or your business, but you do it because you get something of personal value straight down your pocket”, Martinsson (Scania) states. Martinsson (Scania) ends the discussion of corruption and bribes as he argues for a constant reduce of corruption in China. This way of doing business will disappear over time. Furthermore, Martinsson (Scania) argues that relations are used to the gain for money, both in a good- and a bad perspective; “relations are based on trust and reliance. This goes hand-in-hand with the business itself. The Chinese relations sometimes tend to find alternative routes, directions that the western businessman does not support. Even if it is about corruption and bribes the relationship is still the underlying source of trust towards each other; it is about keeping the secret”. Martinsson (Scania) further adds that the businessman (the business culture) will do anything for money; every extra penny you can make out of your business is high valued.

4.6 Hierarchy
Wang (SCSO) and Martinsson (Scania) illustrate how the basis of the Chinese hierarchical decision structure is rooted in the Chinese history. Wang (SCSO) illustrates how in China it is important to respect and to listen to the older generation e.g. the CEO of a company, the Emperor or anyone of higher authority. This is something that everyone in China is born into. One example can be taken from the Chinese schools from where students are not encouraged to ask questions; this affects how they act, Wang (SCSO) states.

Andersson (Ludvig Svensson) compares the decision-making process with the definition of the hierarchical structure in Chinese business. Andersson (Ludvig Svensson) explains that the CEO makes all the decisions and the employees often feel more comfortable with clear instructions at work. Another example is how importance of status in China. Andersson works at the Headquarter. Therefore he is considered as a man with strong authority. Sometimes he only needs to be present during business meetings to give some sort of value to whatever is discussed. He does not even have to participate, Andersson (Ludvig Svensson) states. Benediktsson (Century 21) agrees for the importance of a title within the Chinese hierarchic structure. The Chinese manager likes to show the foreign businessman his office. He clearly

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wants to highlight what he is proud of. Benediktsson (Century 21) also argues for the importance of a significant title; “a title in China will benefit. This will ease the way of doing business”.

According to Andersson (Ludvig Svensson) it can be difficult to know who actually take the decisions in a Chinese company. Everyone tend to give the appearance that they are the most important people in their company and have the mandate to make decisions, but this is not the case (Andersson, Ludvig Svensson). Elving (Business Sweden) has a different view of the decision-making process in China. Elving (Business Sweden) argues that no one wants to be responsible; the employee rather turn their back than make the decision. Elving (Business Sweden), Magnusson (Formox) and Andersson (Ludvig Svensson) explain that Chinese businessmen tend to approve agreements which later tends not to mean anything. Benediktsson (Century 21), Elving (Business Sweden) and Andersson (Ludvig Svensson) argues that the value of a handshake in China tend to be of different significant in western culture. The Chinese businessmen can easily change their mind or sometimes they do not even have the mandate to decide.

Martinsson (Scania) continue to explain that Chinese businessmen are afraid to make a decision. Most of the Chinese companies have an intern culture to punish the wrong decision. Payroll deduction tends to be the price. Due to the ideology of punishment Martinsson (Scania) argues that every issue or question has to be granted by the top level within each organization. Martinsson (Scania) argues that this scenario has developed into an issue for foreigners who are doing business in China. This is according to Martinsson (Scania) the opposite idea of how a Swede would deal within the same situation; “instead we encourage people to talk about the decisions which turned out to be wrong; from this perspective we can learn and move on”. This situation could also be referred to how Scania deals with uncertainties between the cultures. From here Martinsson (Scania) explains that he has fought for the encouragement of each individual to take decisions, to do wrong and to learn from the outcome. Furthermore, in context to the uncertainty avoidance, Martinsson (Scania) says that Scania China frequently is working and developing their internal culture; the Scania culture.

4.7 External Decision-Makers
Each respondent agrees that China is a hierarchical society. The structure has influenced the organizational design. According to Andersson (Ludvig Svensson) the Chinese government

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! always plays a part in doing business. Therefore, Ludvig Svensson AB not only has to make an impact on the Chinese company they are selling to. In addition they have to impress the government. Elving (Business Sweden), mostly operating within the environment sector, argues that the Chinese business-politic is interlinked. Several foreign business scenarios as well as national business activity require political support. Elving (Business Sweden) further discuss the importance to have a sustain contact with the local- and central authority. These are the departments that decide e.g. the regulation level of pollution, emissions and waste of energy. Martinsson (Scania) further develop the department hierarchy. The hierarchical structure within Chinese company has created a complexity of departments, departments mostly referred to as decision-makers. Magnusson (Formox) further explains how the hierarchical design of Chinese corporation is in line with the Chinese government regulation. It is more or less the Chinese government who funds the mining industry. It is the government who control the regulation of assets available. Most of the customers to Johnson Matthey are companies who are government controlled. The customer segment mostly targets the national mining sector. Magnusson (Formox) argues, as mentioned before, that Johnson Matthey has a great advantage on the Chinese market due to the Chinese industrialization. The industrialization progress is all controlled by the government. It is the government who decide what to invest and where to invest. The reconstruction of the Chinese basic industry is the key-aspect for fabric sales, Magnusson (Formox) argues.

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5. Analysis
In this chapter we will analyze the Empirical Findings together with the Theoretical Framework. The analysis chapter is divided between our two research questions. Further, each research question is divided into suitable sub-headings within the theme given.



How do Swedish B2B companies perceive the cultural diversity between the Swedish and Chinese way of doing business?

5.1 Culture defined as the complexity of dynamics
Hofstede (1984) & French (2010) argue how the culture is perceived as a complex and dynamic pattern of certain Geographic’s. Continuously, the complexity and dynamic of a culture influences the society given. Further Hofstede (1984) discuss the culture as a continuous programming of mankind’s mentality, Kim (2001) argues that mankind is born and raised into a cultural identity and Trompenaars & Hampden-Turner (1998) illustrate the unambiguous structure that separates and divide a group of people. Further, Trompenaars & Hampden-Turner (1998) define each culture designed as the structure of an onion. Each layer defines the pattern of culture; the inner layer values the core of the cultural identity. The cultural diversity can be measured due to the logical geographic distance, thus the local and/or regional design may illustrate significant cultural variables even in what is perceived as “similar” clusters. From the empirical findings each respondent argues that the Chinese culture has to be defined as a complex dynamic. Thus, the Swedish culture and behaviour is flexible and easy to adapt, Martinsson (Scania) argues. Andersson (Ludvig Svensson) argues that the Chinese people are open-minded and helpful which ease the interaction process between Chinese- and Swedish people while doing business. On the opposite, Elving (Business Sweden) & Benediktsson (Century 21) illustrate how the Chinese businessman can be perceived as stubborn. The way of doing business is determined based on his own conditions. Further, Benediktsson (Century 21) describes the Swedish businessman as curious, spontaneous, flexible and adaptable. Benediktsson (Century 21) further ads that the Chinese businessman can be seen as funny, but also refers the nation’s behaviour as in a constant contrary. From the complex and dynamic perspective, defined as the Chinese culture, we can

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! distinguish, illustrate and analyze the empirical ideas and perception as a pattern of logic. This logic is mostly perceived as an underlying unconsciousness of how to label the culture as well as the Chinese businessman. From this logic pattern the overall perception of the Chinese businessman underline the consequences, values and attitudes taken from the deep rooted structure and evolution of the Chinese society. There is no doubt about it; the Chinese history has clearly contributed to the biases given; biases that tell us the complexity of the Confucian ideology generalizing as well as stereotyping the present contexture of the Chinese society. From the answers given by each respondent we can interpret the mutual intercultural idea saying that the Swedish and Chinese culture are manageable to interact; it is manageable to interconnect. Furthermore, the theory that determines each culture as the structure of an onion may be connected to the illustration of the personal attributes, values and norms that defines the Chinese businessman. You have to peel each layer of the onion to reach the core, the core is what characterize as well as diversify the identity of the culture given. Even if the present attitude and business behaviour of the Chinese businessman may be perceived as openminded and helpful, determined and egoistic, there is still an impression that it is the Swedish culture climate and identity, perceived to be defined as flexible and adaptable, that determines the level of intercultural interaction. Even if the Chinese businessman has the “home advantage” operating on the domestic Chinese market, we believe from what we have perceived, that the most important interaction between Sweden-China B2B is highly dependent on how the Swedish actor conduct, act and engage towards his Chinese counterpart. Further, based on the empirical findings, the Chinese perception from a Swedish perspective tends to question and label how the present society today is defined as greedy. From this perspective we may connect the definition of current China with a clash of the history given. Although, it is not necessary to obey the present society based on a negative clash, instead we can categorize the societal clash as the Chinese interaction towards globalization. This can be connected to the pattern that successively influence, develop and re-design the Chinese attitudes to the global dynamic. Perhaps the Chinese culture has to be defined as complex, although, perhaps the complexity has to be defined as the natural dynamic that stir the Chinese complexity with external (foreign) values, technology and an increased global awareness which gradually will increase the curiosity of others.

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5.2 Hierarchy, external decision-makers
Taken from the power distance graph geert hofstede (2014) illustrates how China scores 80 of 100 points. On the contrary Sweden holds a score of 31 points. The overall impression from each respondent agrees with the determined categorization of Sweden and China. China is perceived as a hierarchy in contrary to Sweden’s flat organization, the decentralization structure of organizations. The respondents argue that the hierarchic structure of Chinese business pervades the overall society. Wang (SCSO) clarifies the hierarchic structure as the pattern of centralization, a centralized structure deeply rooted in the Chinese school system. The students are not encouraged to ask questions. The low score from Sweden, 31 points, further indicates and pinpoints from each respondent that the Swedish organization culture allows as well as favours the two-way communication. Furthermore, Martinsson (Scania) argues that it is important for the internal culture to promote the decision-making initiative, an individual independence and freedom to decision-making. Martinsson (Scania) argues that this perspective tends to categorize the Swedish overall business climate. In connection to the theory given Hofstede (1984) illustrates that nations which are equal to a high-rank of power distance has a distribution of power limited to a smaller group of decision-makers. This is referred to as the hierarchical top. From the empirical data each of the respondents illustrate the Chinese structure based on a strict hierarchical determination. This is one of the greatest issues for Scania, Martinsson (Scania) argues. He further illustrates the hard work to find and connect with the right person of interest while doing business in China. The question is; who to bond with? Even if you may bond with a person of interest, within the relevant topic, it is still a greater chance that this person has a lack of mandate to make decisions. From here, the time spent on building relations, bonding and socializing might turn out to be an irrelevant source of information. From the theories and empirical response given we still see a greater gap between the decision-makers within the Chinese organization. The high level of departments seems to be one of the greatest diversity between the Swedish- and the Chinese business climate. Further, each respondent argues that the distribution of power within Chinese business as well as the actual freedom to make decisions is both limited as well as determined to the minority of the people. This statement from each respondent can be illustrated as an obstacle including the consumption of time that is required while doing business in China. Even if the decision-making process in China may take time, it moreover seems to be hard to know if the decision that was presented, stated and agreed on actually is the counterpart’s final decision. There is a great lack of mutable understanding between the Swedish- and Chinese culture defining agreement and determinations.
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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! The way of dealing, value and care for the concept of an agreement seems to differ between the two cultures. From the empirical findings we might illustrate the Chinese businessman who does not inhibit himself from breaking a determined agreement; even though the contract is signed. Perhaps it is, carefully stated from one respondent, that the value and importance of a Swedish handshake, signature or verbal agreement defines a different value and perception within the Chinese business climate. The cultural diversity of how a contract is perceived is in contrary to the Swedish-, as for the Chinese culture, which presumably creates a repeated conscious of uncertainty. How can you know that you will get what you paid for, if you cannot tell if the contract you signed is valid, fulfilled or of common understanding? Obviously, the intercultural understanding of values and meaning tends to vary between the Swedish- and the Chinese way of doing business. The obvious perception of Chinese hierarchy and decision-making although has to be considered as a confusion. Although, no one should be blamed, as long as you have the individual knowledge of the possible outcome. This is an important knowledge and conscious efficient to possess which determines that values and conditions may alter due to misunderstandings; even the diverse and diffuse perception of the signification of an agreement. Andersson (Ludvig Svensson) further illustrates how the Chinese employee requires a clear and structured direction while at work. Otherwise, he may be too stressed. This perspective may be connected to Hofstede’s (1984) perception of the uncertainty avoidance. This is defined based on how the uncertainty and ambiguity is received by the members within an organization. Furthermore, Hofstede (2005) argues that this dimension moreover can explain to what certain degree e.g. a member of a society may feel uncomfortable in unstructured situations. From here Hofstede (2005) illustrate how both Sweden and China are determined by a low uncertainty avoidance, both nations seem to be flexible. From the theory given each of our respondents argues for the equal flexibility, an important aspect that could be seen as a benefit the intercultural adaptation of shared values. In contrary to Hofstede (2005), Trompenaars & Hampden-Turner (1998) defines the dimension universalism and particularism as the measurement of relationships. From here the authors question the most important; rules before relationship or vice versa. Trompenaars & Hampden-Turner (1997) further argues that the Chinese particularism highlights the value of friendship. From this perspective it is often common that a family member either friend is protected from the law. From the contradiction between the two authors above, obviously there are some diverse meanings while speaking of the regulation system. Even if the Swedish people tend to follow

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a set of standard one should not forget that even China has a clear structure determined by the government. From here we have to argue that the research from Trompenaars & HampdenTurner (1997), in contrary to Hofstede’s (2005) dimensions lack of validity. Even if there is a path of structure, rules and standards the Swedish society has to be considered as an opensystem from where we e.g. have the freedom of speech as well as the potential to easily establish business. On the contrary to the Chinese, even if we agree with the equal figures given from Hofstede (2005) there may still be a higher value of friendship before the law system in China. From here we can attach further dimension that previously have been analysed including the individualistic contra collectivistic thinking as well as masculinity contra feminine perspective. Even the philosophy of Guanxi has to be considered as a perspective towards the determined system. Another perception to the level of power distance and decision-making in China, Andersson (Ludvig Svensson) argues, has to do with the personal title. The hierarchic system favours the determined title, Andersson (Ludvig Svensson) illustrates, which in turn gives him a favourable advantage while doing business in China. Benediktsson (Century 21) support the importance of title as she argues that it is common that Chinese managers favours and appreciate their own authority and power. The Chinese managers, Benediktsson (Century 21) illustrates, gladly show their possession of what they have, what they have done as well as what they may have the authority to do e.g. the office, the picture on the wall illustrating the manager handshaking a Chinese politician signing off the deal or the newly established manufacturing facility officially opened yesterday. The title of higher “authority” seems to increase the value of the spoken word, we may consider. There is a connection between the given title, the authority and the respect given. The title symbolizes the power given. Further, in contrary to the Swedish business climate, the Chinese society in general tends to accept the inequalities between people, geert hofstede (2012) argues. The author further defines the Chinese hierarchic structure from the gap between subordinates and superiors. Martinsson (Scania) & Andersson (Ludvig Svensson) agrees with the gap that theory is given. There are several levels of departments from which each decision has to be passed on its way to the final decision-maker. It is unusual that the ordinary Chinese employee has the mandate to take decisions, instead each subordinates within Chinese business mostly prefer clear direction, the respondents argue. The overall reflection from each respondent is that the Chinese businessman has no need or dare to make some personal decisions. Furthermore, the

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! theory illustrated by Hofstede (1984) argues that the power distance within companies tend to create a clear structure of power. Employees that are often delegated with tasks in terms decrease the personal level for initiatives. Velo (2011) further illustrates that the society as a whole, with a high level of power distance, is more or less supporting the autocratic govern. From the theory given by Velo (2011) & Hofstede (1984), both perspectives are deeply rooted within the Chinese history, Wang (SCSO) argues. Further, Wang (SCSO) illustrates how the Chinese people tend to worship the government rule, the businessman normally show great respect to the older generation. This may be associated to the Chinese Confucianism, mentioned above, which in some directions influence the Chinese people to respect the old, the past, as well as to avoid direct confrontation. You do as you are told to do; no more, no less. Furthermore, each respondent clarify the governments influence as they all argue that the Chinese government has an impact on each resolution level. Elving (Business Sweden) argues that there is an interlink between the national interest of business connected to the politics. From here Martinsson (Scania) exemplifies how the Chinese government control the industries, from where he is supported by the industry govern of Magnusson (Formox AB), Andersson (Ludvig Svensson) and Benediktsson (Century 21). Every bus that is operating in China has to be replaced every eight year; this is due to the set regulation determined by the government. Martinsson (Scania) further adds that the life-time of a Scania bus is equal to twice the life-time as the Chinese government's requirements. In addition, as well as in contrary to the Chinese Confucianism, Andersson (Ludvig Svensson) argues that more Chinese people in present time will appear and act as they are authorized with a greater mandate to power than reality actually tells. From this statement one can connect the increased demand of authority as we may analyze and consider the pattern of history based on power distance in China. Perhaps the strict govern of power and authority from history could be seen as the Chinese businessman’s way of revolutionizing the national pattern of hierarchic governs. Perhaps a constant repeated pattern tends to create the divers outcome of what is presumed. Obviously there seems to be a connection between the history of Confucianism, the pattern of globalization and the increased self-esteem from the Chinese businessman. From here, people seem to and may resist the harsh culture of power distribution by defying the determined structure of being a constant subordinate. Perhaps the theories of the dynamic globalization can be connected to the statement by Andersson (Ludvig Svensson) as external cultures may loosen the predetermined structure by influences from cultures where governed

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power distance and inequality are neglected. Although, on the opposite, Elving (Business Sweden) argues against the statement from Andersson (Ludvig Svensson) as she determines the Chinese businessman who always avoid the confrontation towards decisions. There is never a dare to take a decision, nor a willingness to confront the set standard of rules. If something has to be decided, the dispatch will be sent to the top of the hierarchy. Martinsson (Scania) support Elving (Business Sweden) as he argues that the Chinese businesspeople in general avoid the idea of decision-making. Martinsson (Scania) further adds that the Chinese way of dealing with power distance includes a system of punishment. From the paragraph given, there are some great contrary between the statements from Andersson (Ludvig Svensson) and argues from Elving (Business Sweden) and Martinsson (Scania). The revolutionary behaviour which in turn rejects and contradicts Confucianism instead, from the words of Elving and Martinsson, tends to be an expensive project for the Chinese businessman. In contrary to the Confucianism thinking including the avoidance of decisionmaking, Martinsson (Scania) argues for the importance to increase the Chinese knowledge and willingness towards decisions and initiatives. He further argues that the Swedish business climate in general encourage the employees to express themselves and make decisions. This, in contrary to the Chinese history, is something that Martinsson (Scania) tries to implement within Scania’s business operation in China.

5.3 The Chinese businessman
Andersson (Ludvig Svensson), Martinsson (Scania) and Magnusson (Formox AB) all illustrate how the Chinese businessman strives for his own success and wellbeing. There is a constant hunger for money. The Chinese businessman favours himself in front of everything else, except the closest family; this is still the most important value in life. Further Hofstede (1984) argues that the individual person has a self-image that refers to the “I” before “we”, a perspective strengthened by Wang (SCSO) who argues that the Chinese businessman has a strong ego. Further Trompenaars & Hampden-Turner (1997) illustrates the dimension of achievement, which are to be connected to the respondent’s illustration of the Chinese hunger for money and success. From here, there is a connection between the statements from the respondents interlinked with Hofstede’s individualistic dimension. According to the author, the individualistic society is defined as where people only look after themselves as the collectivistic society, in contrary, favours the group, the entirety.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Furthermore, this perspective could also relate to the masculinity contra femininity. Andersson (Ludvig Svensson) further ads that the Chinese businessman values every chance to earn money, he may even take the risk of ending up on the street. This is what Hofstede (1984) refer to as a high level of masculinity. The masculine theory defines how the individuals tend to strive for money, career and competition. From here Hofstede categorize China with the score of 66 of 100 points. On the opposite of the individual businessman, each respondent argues for the importance of the relationship while doing business in China. Wang (SCSO) further illustrates how the relationship is regarded as the basis to success. Andersson (Ludvig Svensson) argues that the Chinese businessmen always are friendly, forward and helpful as Martinsson (Scania) further adds that it usually takes four to five meetings before the Chinese businessman start to talk business. First, he wants to get to know you. This, in contrary to the labelled masculinity of the Chinese businessman can be connected to the feminine culture dimension. The feminine perspective defines to care about other people and take care of the relationship. Furthermore, Velo (2011) argues that the feminine culture dimension also defines a society where women and men at a higher extent are treated equally. This theory is somewhat supported by Elving (Business Sweden) who argues that the business culture to a high degree are to be regarded as a masculine society. However, Elving (Business Sweden) argues, there is a large number of women today working within the masculine business culture. Andersson (Ludvig Svensson) illustrates how the majority of the Chinese women today work hard. Even after giving birth, the Chinese businesswoman tends to be back at the office within no time. Velo (2011) argues that both genders within the Chinese business climate strive for success and to make career. Further, the GLOBE study examined by House et al. (2002) can be applicable to the topic. From here House et al. (2002) define the gender egalitarianism from which reflects how an organization or a society minimizes the gender diversity and discrimination. Benediktsson (Century 21) further illustrate how the last decades, since the communistic area collapsed, have increased the influence of women within Chinese business. There is a strong connection between the respondent’s arguments and the connection to the theory examined. Even if the respondents highlight a masculine society, there are still some arguments that involve the feminine side as we speak about the significance of relationships as well as to be loyal. The Chinese businessman may be associated to his greediness for money and success, but in contrary one may not forget that there is a greater underlying care for what is possessed, the family.

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5.4 The importance of relations, Guanxi
Furthermore, each respondent values the importance of relationships. It is important to build and maintain relationships which seem to be the constant topic within intercultural diversity. The Chinese businessman tends to highly value the gesture of e.g. gifts and dinners. From the empirical statements, the perspective of relationship building can be connected to the collectivist ideology highlighted by Hofstede (1984). The collectivist, Hofstede (1984) argues, highly values the loyalty to the group and network of relations. The collectivistic perspective could be determined by a higher level of care. More or less, it seems that it is the personal network and the personal relationship that identifies who you are as a person. This perspective may also be connected to Trompenaars & Hampden-Turner’s (1998) illustration of the specific contra diffuse. This perspective examines how the relationships separate the work from the personal relationship. This can be connected to each respondent who argue that the way of doing business in China highlights the personal interaction, even outside the work. Hofstede (1984) further argues that China has a low score on the graph of individualism contra collectivism. This defines China as a collectivistic nation. On the contrary to the highly valued relationship, each respondent in one way or another question the actual level of true friendship. From this perspective we may illustrate a strong connection, between contrary assumptions, that the relationship importance defines the Chinese businessman who utilizes the contact network for his own gain. This assumption is still complex, so is the interpretation between the theory given and the respondents statements. From the perspective, the assumption of the utilization of relations has to be connected towards the individualistic thinking. From the Chinese society structured and raised upon Confucianism thinking, from where it is wrong to act individualistic, both in time and connection to the economic growth may have become even more individualistic lately. This may refer to the clash mentioned in the first paragraph of the analysis. From here, everything can be seen as a twist and turn or a contradiction from both perspectives. The response given from the respondents, in some way at least, has to be considered as a contradiction to what Hofstede (1984) argues. The motives illustrated by each respondent possess a to strong connection and equality to Hofstede’s definition of individualism as the motives highlight that there is a stronger demand for the individual hunger than for the collectivistic society seen as a fellow society. This can be linked towards the theory of individualism arguing that the personal achievement defines what you are.

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Moreover, taken from the friendship perspective, Boden (2008) defines the concept of Guanxi explained as the culture of exchange of favours within the personal network. Guanxi originates from the Confucianism and has influenced the Chinese culture. Fang (1999) defines the close relationship as the key to do business in China. This is something that each respondent agree with while arguing that everything you do within business in China has a connection to relations. Martinsson (Scania) describes that the meaning and concept of Guanxi are perceived as more important than the product itself. On the other hand, from here we may see that the concept of Guanxi can create a moral dilemma for Swedish companies operating in China. Martinsson (Scania) explains that everything in China is about services and favours within the relationship. This, according to Martinsson (Scania) makes it harder for the company to do business in China. This behaviour, seen from a Swedish perspective, often is categorized as a criminal negotiating technique, what we refer to as bribes. The complexity of what is important creates a two-way perspective, hypothesis, towards every aspect. Even if the Chinese perspective of valuing the collective, the family, still there is a constant feeling that each saying has an underlying skepticism depending on how and if you are willing to twist and turn every aspect. Further, Benediktsson (Century 21) illustrates the consumption of alcohol as a common and repeated process during business meetings in China. She further argues that drinking during business meetings, the way they do in China, is not acceptable to the same extent in Sweden. However, Benediktsson (Century 21) argues that the alcoholic socialization is embedded in the Chinese business culture. According to Andersson (Ludvig Svensson), Magnusson (Formox) & Martinsson (Scania) the alcohol socialization could be seen as a synonym to the release of tensions. Further everyone explain that it is important for the Chinese businessman to trust and accept the counterpart while doing business. If not, this can affect the outcome of the business deal negatively. For what can be understood from the overall theory given of Guanxi and the trust for relations connected to respondent’s experience, the importance of building and maintaining relationship seems to be the most vital part for doing business in China. Guanxi seems to be one of the key to understand the Chinese culture as well as structure. Even the concept of relationship in business context seems to differentiate in China compared to the Swedish perception of friendship. In China you do not only build business related network, instead you tend to build personal network on a far more complex and dynamic way than the Swedish business network. Even if the Swede may be regarded as

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open-minded to business networking, there is still a great diversity between how the interacted relation stays at work either enter your privacy.

5.5 The Time Perspective & Orientation
While Elving (Business Sweden), Martinsson (Scania) and Andersson (Ludvig Svensson) argue for the Chinese demand of quality products, this is cannot be valued to the same extent as it is in Sweden. It is hard to connect the price of the product with the quality of the product. Martinsson (Scania) explains that Scania encounters challenges by operating to the Chinese market due to the quality of the products offered. Quality is equal to a higher price. From here Hofstede (2005) describe that the Short-Term dimension strive for immediate results and focus on the present time, instead of thinking about the future. According to Hofstede (2005) the Long-Term Oriented societies have a time horizon which strives for the future reward. Due to this Short-Term Orientation Andersson (Ludvig Svensson) explains that Swedish companies have increased their amount of sold goods as they have reduced the price. On the opposite, the companies have also decreased the quality. Another aspect of how the Chinese business culture tends to be Short-Term Oriented is what Wang (SCSO) & Andersson (Ludvig Svensson) illustrate from “making fast money”. According to Andersson (Ludvig Svensson) the Chinese businessman tend to take risky decision, just to get rich. Further, Wang (SCSO) explains that the Chinese businessmen tend to act with haste, just to close a deal. Magnusson (Formox) also explains that the Chinese businessman does not have the same loyalty to stay in the same company for a longer time. According to Hofstede (2005) A Longterm society is constantly planning and preparing for the future. This perspective is open for adaption and change. According to Velo (2011) China is top-ranked on the scoreboard of companies regarded as Long-term Orientations. Boden (2008) illustrates that the CVS study is based on Confucianism from the Chinese perspective examining the Chinese long-term & short-term orientation based on values and ethos. The negative pole in the CVS is in Hofstede’s model referred to as the short-term orientation. The four elements that illustrate the negative pole include the personal steadiness and stability, protecting your face, respect for traditions, and reciprocation of greetings, favours and gifts. All of the mentioned elements can be found in the empirical findings given by the respondents. Elving (Business Sweden) highlights the importance of not losing your face. This is one of the reasons why the Chinese businessman avoids the decision-making process. Further Elving (Business Sweden) argues that you cannot expose the Chinese businessman which puts him in a position from where he may make a fool of himself.
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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Furthermore, each respondent argue that the Chinese businessman has a strong respect to his own traditions; business is made based on his own conditions. On the contrary to the positive pole given by Boden (2008) the four elements includes persistence, ordering relationships by status, thrift as well as having a sense of shame. Even this perspective has some strong connection towards the Chinese businessman. From the thrift we can make parallels that connect the Chinese businessman towards his ideal looking for cheap products, instead of valuing the quality. The ordering of relationship by status is a repeated aspect including the importance of the title. According to Magnusson (Formox), Martinsson (Scania) and Elving (Business Sweden) it is time consuming to establish personal relationships. The importance of building trust, loyalty within the personal network is something that can be related to what the theory says about Long-term orientation; relationships are simply established from a longterm perspective. Moreover, the theory is a contradiction to the empirical findings while speaking of the degree of long-term and short-term orientation within the Chinese society. Although, our empirical findings in contrary argues that the Chinese businessman has a shortterm perspective; there is a great gap between the Swedish- and the Chinese businessman in the perception of long-term and short-term thinking. Obviously, the diversity from the CVS and Hofstede’s re-design tends to highlight various criterions.  How do Swedish companies operating in China deal with business cultural diversity in China?

5.6 Communication
One of the biggest challenges on the Chinese market according to all our respondents is the language barrier. According to Trompenaars & Hampden-Turner the greater the differences are between two cultures, the greater is the chance for cross-cultural miscommunication. Further, Adler & Gundersen (2008) argue that people from different cultures interpret and experience both verbal and non-verbal messages differently. China is considered as a relatively high context culture whereas Sweden is defined as a more low-context culture. Samovar et al. (2009) explains that high context cultures tend to use more non-verbal communication tools. Family background and title are some of the factor that affects how high context cultures communicate. It is important “how” something is said rather than “what” is said in words. However in low context cultures the verbal- or the spoken word is according to Samovar et al. (2009) is more significant when communicating. We can

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see evidence of this description of what Andersson (Ludvig Svensson) explain how his presence and title is of significant value Another cultural difference between the Swedish business culture and the Chinese business culture is how important it is to entertain business relationships in China. As Andersson (Ludvig Svensson) explains that he constantly has to make phone-calls or visit his Chinese partners and customers to show that he values and cares about the relationship. As mentioned the language barrier is one of the biggest challenges to operate on the Chinese market according to all of the respondents. According to Adler & Gundersen (2008) it is important to understand that you now that you cannot understand everything to be able to overcome the communication barrier between two cultures. From this statement we can see that Wang (SCSO) does not believe that an interpreter is enough when Swedish companies communicate on the Chines market. Wang (SCSO) further explains that it is important to have a partner with a Chinese mother tongue but also equal business understanding. This is also something that Andersson (Ludvig Svensson) has understood from his experiences on the Chinese market. Andersson (Ludvig Svensson) argues that it is not enough to communicate in English; you have to have a Chinese partner that understands the Chinese culture and language. Andersson (Ludvig Svensson) continuous to explain that one mistake foreign companies sometimes do is to choose to negotiate with a younger, English spoken Chinese person. In general, the younger generation has no power for decision-making. Magnusson (Formox) also explains that Formox hire domestic employees to overcome the language barrier but also the misunderstandings that can arise. As we can determine from the mentioned theory about overcome cross-cultural barriers and the overall expression from the empirical findings is that the importance of the Chinese language cannot be avoided, neither can the non-verbal communication. It is important to understand how cultures affect how people within it express themselves. Further, we can see that the respondents’ work hard to adapt to the Chinese way of communicate. As mentioned one of the biggest challenges on the Chinese market is the language barrier. It is not only important to communicate in Chinese it is important that the person who translate really understand the context of the message. Elving (Business Sweden), Andersson (Ludvig Svensson), Magnusson (Formox) and Wang (SCSO) all argues that it necessary to have a Chinese partner or someone within the business that both speak Chinese and understand the company’s business idea.

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5.7 Adaption to the Chinese culture
In the theory about cross-cultural adaptation Kim (2001) explains how the “stranger” is forced to adapt when entering a new country and culture. Kim (2001) further explains that communication constantly affect the adaptive change of people. The adaption of a new culture is influenced by internal (personal) and external (environment) factors. Our respondents have all described how they have to adapt to the Chinese business culture to be able to do business there. Magnusson (Formox), Andersson (Ludvig Svensson), Benediktsson (Century 21) & Martinsson explains that they have to spend a lot of time to build and maintain strong relationships in China in order to survive on the Chinese market. This can be connected to what Kim (2001) describes as three factors in the adapting process, the first is called enculturation, meaning that people are born into a special set of attitudes, norms and of behaviour patterns. Facing a new culture, this new environment will create internal conflicts with the culture of origin. Kim (2001) further explains that the new environment will force strangers to learn and adapt new cultural elements. This learning process is defined as acculturation. To be able to learn new cultural elements (Kim, 2001) argues that strangers have to unlearn and abandon some of their origin cultural elements. This process is called deculturation. From this adaption process we can apply this to the respondent’s experience in China. One may not forget that each respondent, enter the Chinese market with a Swedish culture identity. Major cultural differences according to Martinsson (Scania), Andersson (Ludvig Svensson), Elving, Magnusson (Formox) and Wang (SCSO) is that everything that within business in China includes contacts and relations, which is different compared what they are used to. Establish relationships and creating a network is something that everyone one of them had to do. This can be connected to the learning process called acculturation. They had to “unlearn” and abandon their perception of that relationships connected to business only should be kept on a professional level. According to us we do not see that this idea of adapt to this way of doing business as a challenge or problem for the respondents. However, Martinsson (Scania) and Magnusson (Formox) have experienced challenges building these relationships. Magnusson (Formox) argues that the language barrier is the reason for building relationships, Magnusson (Formox) further explains that hiring domestic employees to optimize the understanding.

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5.8 The Swedish-China Business Interaction
We will summarize the analysis by presenting our own model connecting the theoretical dimensions used in previous chapter. The “tree model” below is constructed as an own illustration of theoretical dimensions relevant to our research questions; Swedish B2B companies operating in China as well as to examine the diversity between Sweden and China in terms of business culture. The branches of the tree each symbolizes the cultural dimension taken from the theoretical framework given. The branches symbolize how the Swedish companies perceive the Chinese culture, what attributes and knowledge that has to be examined, understood and managed before doing business in China. This to reach the best potential outcome based on cultural diversities. Further, the branches are connected to the body of the tree creating roots. The roots summarizes the core factors that pervade how to deal with the Chinese business culture, how to be successful from a Swedish perspective operating in China.

Figure 12, The Swedish-China Business Interaction (own illustration)

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6. Conclusion
In this chapter we will present the result of our research by answering our research questions. The conclusion is divided between our research questions. This chapter will also explain the limitation of the study and present suggestion on further research within the subject.



How do Swedish B2B companies perceive the cultural diversity between the Swedish and Chinese way of doing business?

The result of this Bachelor Thesis is that Swedish B2B companies perceive the cultural diversity on the Chinese market as complex. According to us the Chinese society faces two opposite sides that are in contrary to each other. When we compare what our theory tells about Hofstede’s Five Cultural Dimensions we cannot find that any of the respondents has categorized China in one way or another. By other words, our empirical framework illustrates that the Chinese business culture both can be analyzed from an individualistic as well as collectivistic perspective. The Chinese businessman strives for individual success and prosperity towards his closest family, this is of high value. At the same time the Chinese businessman spends a lot of time and effort to maintain his relations. While we compare the answers given from the respondents towards the empirical framework we find that the Chinese Business culture is driven by a power of masculinity. From here money is highly valued as well as individual success and a title at work. This is an important aspect for the masculine Chinese businessman. On the contrary, this is from where we find similarities towards Hofstede’s examination of a feminine culture. The Chinese people are distinctive to care for others, their relations as well as to build and maintain loyalty to his closest network. Even the Chinese woman is hardworking and strives for the same material things; there is equality between Chinese genders. While comparing our theoretical framework with the empirical framework the result is in contradiction. According to the theory given by Hofstede China is determined as a stereotype collectivistic society. This perspective does not match with the empirical findings taken from our respondents. One of the major reasons for this mismatch may be due to the great diversity of the Chinese economic growth as well as the social change over time. To clarify, we have to start with the Guanxi and Confucianism. These two perspectives, philosophies pervade the

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entire society of China. This is from where the Chinese values and norms origin. From here we find the origin standard that says that we have to take care of each other as well as to care about the closest family and friends. Another important aspect includes the loyalty. All of the mentioned aspects are deeply rooted in the Chinese structure. The roots are rooted since longtime history. From our point of view the findings from history in terms generated a cultural and generational clash as the globalization “opened-up” China. As foreign companies outsource and move to China they bring the western culture including western values and norms. Together with the great economic growth, along, the Chinese people have thirsted for money and power; just as the westerners did. Further, just to reconnect to the philosophy of Guanxi, the importance of relations has created as well as turned the genuine care (for others) into a strategic tool used by the Chinese businessman. This tool is used to climb the hierarchic govern/structure. The importance and value of relationship’s is a returning proposition within our empirical framework. This aspect is strongly highlighted. Each of the respondents highlight the importance to maintain and care for the relationship; you have to spend all the time you can to maintain the relation given. At the same time this has to be characterized as one of the greatest cultural diversities between Sweden and China. This aspect is not a returning issue for the western way of doing business. On the other hand, Guanxi sometimes can be referred to as a bribe, seen from a western perspective. Guanxi has a strong connection towards the exchange of gifts. This is a great issue for the majority of our respondents. Another great issue is the hierarchic structure of China. The hierarchic structure makes it even harder for Swedish companies to clarify and screen who to speak business with. Some of our respondents highlighted the time consuming decision-structure. While doing business in China you have to be patient as you are waiting for an answer, agreement or decision.



How do Swedish companies operating in China deal with business cultural diversity in China?

According to our empirical framework the majority of the respondents argue that the Swedish culture is easy to interact and adapt to the Chinese culture. The Swede’s are perceived to be flexible, adaptable and curious to explore. While in China you simply have to adapt to the foreign set of norms, values and behaviours. The Chinese culture is strong, it is deeply rooted. If you as a foreigner will have the chance to success in business you have to be willing to “sacrifice” yourself dependent and attached to the Chinese conditions, determinations and

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! cultural regulations. The empirical framework linked with the theoretical framework both argue that relations is the most important factor while doing business in China. We can summarize by arguing that the issue of relationship both can be seen as a barrier as well as a key to success. It will take time; everything will take time while in China. You have to adapt and be flexible; you have to dine with your counterpart. This is what creates trust and loyalty. This is the basic of relations either if it concerns the national regulation or the search for potential customers. Furthermore, we want to argue that it is important to understand that it exist a cultural difference between the Swedish way of doing business and the Chinese way of doing business. From here, the degree of being open-minded to change and to adapt to a new culture determines how successful the interaction between two cultures will turn out. To sum-up, the result from this bachelor thesis could be concluded in the tree model illustrated in the end of previous chapter. The tree model summarize the conclusion of this thesis dealing and handling the major aspects, factors and attributes that has to be carefully examined and analyzed while entering the Chinese market. Each branch, defining one characteristic attribute, will function in symbiosis with each other. Each dimension could be seen as the link to another dimension, the source of knowledge. Further, every dimension determines a certain barrier that has to be managed and understood. The symbiosis of the dimensions could be presented as the solution to explain the vital cultural diversities between Swedish and Chinese businessmen. The dimensions illustrated as branches from the tree model could be used as tool for foreign adaptation towards the Chinese business culture. Even if the cultural characteristic may differ between Sweden and China, the result of doing business in China is determined by the level of adaptation. If you as a foreigner learn how to handle the “tree model dimensions” we conclude that much of the cultural barriers could be avoided. The cultural barriers could even be foreseen if the knowledge of foreign cultures internally is understood, continuously analyzed and up-to-date. The way of doing business we would illustrate as an act of play. As a character of the play you have to dare, adapt, sacrifice and take your role for what it is. Sometimes you just have to eat the food, drink the booze and settle the deal.

7. Limitations
The number of case studies limits this study. Therefore, the result of the study cannot be generalized. Furthermore, culture, and not at least the Chinese culture is complex and

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dynamic which also leads to a limitation in the result of the study. This study examines how the cultural diversity can be perceived from a Swedish B2B perspective. This does not mean that the result is applicable to every Swedish B2B company.

8. Further Research
As we explained in the problem discussion culture is complex and dynamic in the context of business. Due to the globalization culture constantly changes. Interaction between different cultures influences and changes each one of them. When doing business abroad it is first of all important to understand that it exist cultural differences. International companies cannot avoid the cultural diversities while doing business. Therefore, further research will always be needed for the subject. We suggest an even more detailed study; to examine a specific case, a certain characteristic of culture. For every Swedish company it is important to analyze and evaluate the internal as well as external knowledge. Therefore, this study is applicable to each company, examined from a case study perspective.

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Appendix 1:
Interview Guide 1. Tell us about yourself. What is your role within the company? 2. What is the company’s role on the Chinese market?

3. For how low have you been operating on/towards the Chinese market?

4. Why did you start to operate on/towards the Chinese market?

5. What is it that makes the Chinese market interesting from a business perspective?

6. Further questions will be used in our process to answer the research questions. 

How do Swedish B2B companies perceive the cultural diversity between the Swedish and Chinese way of doing business?

1. How important is the social competence in China to achieve success?

2. From the social perspective; how do you perceive the Chinese business meetings?

3. What is it that distinguishes the Chinese- against the Swedish businessman?

4. Can you identify repeated patterns of cultural differences from the Chinese businessman?

5. Are you as a Swede treated from a Swedish corporate perspective, speaking of value & norms, or from a personal point of view?

6. Throughout our cultural findings we discuss hierarchy. How to you perceive the hierarchic structure within Chinese business?

7. Who are you negotiating with? Is it the management, salesperson or even (in some cases) the government influence? Who is taking the decisions within the Chinese business?

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8. We further discuss intercultural similarities and diversities. How do you perceive the intercultural perspective? Has the intercultural understanding facilitated the Swedish-Chinese relationship or vice versa?

9. From the intercultural perspective; would you say that the Swedish Culture is easy to integrate with the Chinese culture? Do you perceive any common denominator or common cultural co-operation? If not, do you have any ideas of what may be the barrier between our cultures?

10. How would you define the Chinese businessman based on the perception of what he is driven by? Why? (Discussion)

11. We further discuss how mankind tends to deal with uncertainties. How would you define the Chinese need for control? What is the degree of problem solving? (Sweden contra China)

12. How would you define the Chinese business culture based on the need of control e.g. is the individual businessman manageable to handle situations from where they have to let go of the control?

13. What is the Chinese business perception towards changes (internal and external)? Is the Chinese businessman constantly following a strict pattern of behaviour, or is he open to irrational decisions?

14. Would you define the Chinese businessman as individualism, or do you perceive him as a collectivist? Is the Chinese businessman willing to take his own decisions?

15. How would you compare or differentiate the Chinese- to a Swedish businessman?

16. Further questions will be used in our process to answer the research questions. The answers related to the questions of “how to handle diversity” are mostly open-minded discussion between the interviewer and the respondent.

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17. In the case of individualism, from your experience, would you argue that this has created diversities, issues and insecurity in the scenario of doing business?

18. Would you say that the Chinese businessman is in need of creating trust and relationship before doing business (as well as along)? How do you work and how do you create trust?

19. Have you experienced any barriers or issues related to the lack of communication?

20. If we spontaneously would speak about the business cultural differences and cultural conflicts; do you have any specific case that you have experienced?

21. What has been your greatest issue (obstacle) to the Chinese market?

22. How do you work to reduce the obstacles?

23. How do your company work to reduce obstacles as well as to decrease the intercultural misunderstandings that may occur?

24. Finally, our Theoretical Framework examines intercultural similarities and diversities. If you would explain, only using three words, what are the greatest issues you have experience within the Chinese culture?

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Tables/pictures
Figure 1, GDP Growth Figure 2, The generalization of western and eastern culture Figure 3, Disposition Figure 4, Operationalization Figure 5, Homeostatic quasi-equilibrium Figure 6, Five Dimension Model Figure 7, High- and Low-context cultures Figure 8, The theoretical synthesis Figure 9, “The tree model”

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References Primary Data
Andersson H. Technical Manager at Ludvig Svensson, Personal interview in Kinna, (220414)

Benediktsson L. Consultant within business development and sales at Century 21. Skype Interview (140514)

Elving H. Business Consult at Business Sweden, Skype Interview (080514)

Magnusson A. Business Development Manager at Johnson Matthey, Skype Interview (150514)

Martinsson B. Sales Director at Scania China, Skype Interview (220414)

Wang Z. Business Consult at Småland-China Support Office, Skype Interview (150514)

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Saunders, M., Lewis, P. & Thornhill, A. (2003) Research Methods for Business Students, (3rd Edition) England: Pearson Education Ltd

Silverman, D. (2010) En mycket kortfattad, ganska intressant och någorlunda billig bok om kvalitativ forskning, Lund: Studentlitteratur AB

Stier, J. (2009) Kulturmöten - En Introduktion Till Interkulturella Studier, Lund: Studentlitteratur AB

Trompenaars, F. & Hampen-Turner, C. (1998) Riding the Waves of Culture - Understanding Cultural Diversity in Global Business, (2nd Edition) New York: McGraw-Hill

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Trompenaars, F. & Hampen-Turner, C. (2009) Riding the Waves of Culture – Understanding Cultural Diversity in Business, (2nd Edition) London: Nicholas Brealey Publishing

Trompenaars, F. & Hampen-Turner, C. (2012) Riding the Waves of Culture - Understanding Cultural Diversity of Business, (3rd Edition) New York: McGraw-Hill

Trompenaars, F & Woolliams, P. (2006) Business Across Cultures,

Tylor, E.B. (1924) Primitive Culture. Researches into the Development of Mythology, Philosophy, Religion, Language, Art and Custom, (7th Edition) New York: Brentano’s

Tuleja, E.A. (2005) Intercultural Communication for Business, Mason: Thomson SouthWestern

Velo, V. (2011) Cross-Cultural Management, New York: Business Expert Press

Widerberg, K. (2002) Kvalitativ forskning i praktiken, Lund: Studentlitteratur AB

Yin, R. K. (2009) Case study research: design and methods, (4th Edition) London: SAGE Publications Ltd

Yin, R. K. (2011) Qualitative Research from Start to Finish, New York: The Guilford Press

Scientific Articles
Bond, M.H. (1988) ‘Finding Universal Dimensions of Individual Variation in Multicultural Studies of Values: The Rokeach and Chinese Value Surveys’ Journal of Personality and Social Psychology. Vol. 55, No. 6, pp. 1009-1015

Brewer, P. & Venaik, S. (2010) ‘GLOBE practices and Values: A case of diminishing marginal utility?’ Journal of International Business Studies. Vol. 41, No. 23, pp. 1316-1324

Buttery, E.A. & Wong, Y.H. (1999) ‘The development of a Guanxi framework’ Journal of Marketing Practice. Vol. 17 Issue, 3, pp. 147-155

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal!

Cheng, S. & Seeger, M. (2012) ’Cultural differences and Communication Issues in International Mergers and Acquisitions: A Case Study of BenQ Debacle’ International Journal of Business and Social Science. Vol. 3, No. 3

Dong, K. & Liu, Y. (2010) ’Cross Cultural Management in China’ An international Journal. Vol. 17, pp. 223-243

Dubios, A. & Gadde, L.E. (2002) ‘Systematic combining: an abductive approach to case research’ Journal of Business Research. Vol. 55, pp. 553-560

Fan, P. & Zhang, Z. (2004) ‘Cross-cultural challenges when doing business in China’ Singapore Management Review

Fang, T. (2003) ‘A Critique of Hofstede´s Fifth National Culture Dimension’ International Journal of Cross Cultural Management. Vol. 3, No. 3, pp. 347-368

Friedman, R., Chi, S.C. & Liu. L.A. (2006) ’An Expectancy Model of Chinese-American Differences in Conlict-Avoiding’ Journal of International Business Studies. Vol. 37, pp.76-91

Gore, V. (2013) ‘The Importance of Cross-Cultural Communication’ IUP Journal of Soft Skills. Vol. 7, Issue 1, pp 59-65

Hofstede, G. (1996) ‘Riding The Waves of Commerce: A Tese of Trompenaars’ “Model” of National Culture Differences’ Int. J. Intercultural Rel. Vol.20, No. 2, pp. 189-198

House, R.J., Javidan, M., Hanges, P. & Dorfman, P. (2002) ‘Understanding cultures and implicit leadership theories across the globe: an introduction to project GLOBE’ Journal of World Business. Vol. 37, pp.3-10.

Jahoda, G. (2012) ‘Critical reflections on some recent definitions of culture’ Culture & Psychology. Vol. 18, pp. 289-303

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Javidan, M, Dorfman, P.W., Sully de Luque, M. & House, R.J. (2006) ‘In the Eye of the Beholder: Cross-Cultural Lessons in Leadership from Project GLOBE’ Academy of Management Perspectives. Vol. 20, Issue 1, pp.67-90, 24p.

Javidan, M., Stahl, G.K., Broadbeck, F. & Wilderom, C.P.M. (2005) ‘Cross-border transfer of knowledge: Cultural lessons from Project GLOBE’ Academy of Management Executive Vol. 19, No. 2

Kwock, B., James, M.X. & Tsui, A.S.C. (2013) ‘Doing Business in China: What is the Use of Having a Contract? The Rule of Law and Guanxi when Doing Business in China’ Journal of Business Studies Quarterly. Vol. 4, No. 4

Lee, D.Y. & Dawes, P.L. (2005) ’Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets’ Journal of International Marketing. Vol. 13, No. 2, pp. 28-56

Liu, Y., & Davis, D.D. (2000) ’Effects of culture on HRM decision" Society for International & Organizational Psychology

Matthews, B.M (2000) ‘The Chinese Value Survey: An interpretation of value scales and consideration of some preliminary results’ International Education Journal. Vol. 1, No 2.

Minkov, M. & Hofstede, G. (2012) ‘Hofstede´s Fifth Dimension: New Evidence From the World Values Survey’ Journal of Cross-Cultural Psychology. Vol. 43, No. 13

Shi, X. & Wang, J. (2011) ‘Cultural distance between China and US across GLOBE Model and Hofstede Model’ International Business and Management. Vol. 2, No. 1, pp. 11-17

Shi, X. & Wang, J. (2011) ‘Interpreting Hofstede Model and GLOBE Model: Which Way to Go for Cross-Cultural Research?’ International Journal of Business and Management. Vol. 6, No. 5

Sue, S., & Sue, D.W. (1977). ‘Barriers to effective cross-cultural counselling’ Journal of Counselling Psychology. Vol. 24, pp. 420-429

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Wang, J. (2008) ‘A Cross-cultural Study of Daily Communication between Chinese and American – From the Perspective of High Context and Low Context’ Asian Social Science. Vol.4, No.10

Previous Bachelor Thesis
Johansson, A. & Terzic, A. (2013) ‘Affärsvärldens kameleont– En studie på B2B nivå om interkulturella kompetenser hos en salesmanager’ in English; The Chameleon of World Business – A study on B2B level of intercultural competence of a salesmanager’ at Linnaeus University in Kalmar, Sweden

Johansson, V & Duong, T. (2013) ’Affärsrelationer mellan Sverige och Kina’ in English: ’Business Relationship between Sweden and China’ at Linnaeus University in Kalmar, Sweden

Electronic Sources
Clearly cultural (2004) Clearly Cultural - Making Sense of Cross Cultural Communication [Online] Available at: www.clearlycultural.com/geert-hofstede-cultural-dimensions/longterm-orientation/ [Accessed 100514]

Geert Hofstede (2012) The Hofstede Centre [Online] Available at: http://geerthofstede.com/countries.html [Accessed 230414]

Oxford dictionaries (2014) The Oxford Dictionaries – Language Matters [Online] Available at: http://www.oxforddictionaries.com/ [Accessed 240514]

Sweden Abroad (2013) Trade between Sweden and China [Online] Available at: http://www.swedenabroad.com/en-GB/Embassies/Beijing/Business/Trade-between-Sweden-China/ [Accessed 160414]

The Swedish Government (2008) Sweden and China - Trading in a Globalised World [Online] Available at: http://www.regeringen.se/sb/d/9622/a/103555 [Accessed 190514]

The Swedish Research Institute for Industrial Economics (2009) Globaliseringen och företagen [Online] Available at: http://www.ifn.se/eng/search?q=sweden%20export%20 [Accessed 200514]

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Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! World Bank (2013). Global Economic Prospects [Online] Avilable http://documents.worldbank.org/curated/en/2013/05/18014545/china-developing-skillseconomic-transformation-social-harmony [Accessed 190514] at:

Publications
Sweden Abroad (2013) Swedish business in China – Trends and challenges [Online] Embassy of Sweden, Swedish Chamber of Commerce & Business Sweden. Available at:http://www.swedenabroad.com/ImageVaultFiles/id_14532/cf_52/2013_Swedish_Business_ in_China_-_Trends_and_Challe.PDF [Accessed 230514]

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