Question 1: Drs. Haley and Dr. Tan,
you all have published numerous books and articles on business issues
in developing markets and in Asia, what brought you to come to write
your new book “The Chinese Tao of Business”? Also, what is your
target audience and how would you like the reader to utilize your book?
Answer:
China forms one of the most
important markets in the world and exports from China are shaping
global
business and economic environments. What makes the Chinese business
environment
different? What can we transfer from management models in Asia, and
other
emerging markets for success in China and elsewhere? As strategic
management is
undertaken at the very top of any organization, it was also important
to have
in-depth access to CEOs and other senior managers in Asia, Europe, and
the USA
who had attained business success in China.
The topic and scope of this project was vast, and the authors
divided up
the work. George Haley contributed his expertise on Chinese history,
philosophy,
economic and legal environments to the book, as well as his
understandings of
forecasting and strategic decision-making in emerging and industrial
markets;
he also interviewed all the Western senior managers and CEOs for the
book,
including Elmar Stachels of Bayer, and several Chinese CEOs, including
Li
Ka-Shing of Hutchison Whampoa.
Usha
Haley contributed her knowledge of international strategy, risk
management and
Chinese/Asian business environments to the book, as well as all the
case studies
and statistical data; she interviewed several Chinese CEOs, including
Edward
Zeng of Sparkice. Chin Tiong Tan contributed his knowledge of the
Overseas
Chinese who have invested heavily in China, and several interviews with
CEOs
from this influential community, including YY Wong of WyWy Group.
The target audience for this book consists of
managers, researchers and students – indeed any one either operating in
China
or doing business with the Chinese, or who wonders what it takes to do
business
successfully in that country.
Chinese
managers, who wish to expand their operations to the West, should also
benefit
from this book. Finally, the book should interest anyone who wants to
understand China and the Chinese. For updates on the book, including
press coverage,
media interviews and reviews, please visit ChineseTao.com at
http://www.ChineseTao.com
Question 2: In the first portion of
your book, you discuss the Tao Te Ching written by Lao Tzu and also the
writings of Confucius. I am sure that most readers not familiar
with China would consider these writings to be largely irrelevant to
business in China today. You have a quite different view, could
you please explain this?
Answer:
A culture’s underlying dominant
philosophy creates the context in which people interpret and interact
with
their world, including their business and economic environments. The
living,
vibrant Chinese culture seeps through every aspect of social and
economic life
in China. Despite the toll taken by the Cultural Revolution, the
underlying
cultural concepts and beliefs have survived with little modification
over the
last several thousand years. Consequently, to understand China’s modern
business and political environments, businesspersons and researchers
should understand
its roots. The first section of this book elicits meaning from cultural
concepts as well as their modern-day ramifications.
Question 3: In addition to the above
writings, you also note that Chinese moral, social and legal philosophy
also varies vastly from Western thoughts and that this creates a chasm
that westerners and easterners both must learn to cross if they are to
effectively do business in China. Could you elaborate on this?
Answer:
We expand on the Civilizational
Chasm and the methods to cross it in our Adaptive Action Road Map for
strategic
success in China and other emerging markets.
Guanxi provides an
easy
avenue to capture this Civilizational Chasm: Westerners often
characterize the
gift-giving elements of building
Guanxi as bribery; yet,
Easterners see
appropriate and timely gift-giving as important elements in the process
of
building relationships. Nevertheless, all gift giving does not
contribute to
Guanxi.
Other more complex examples from business and government span the book.
Question 4: You further note that a
better understanding of the economical and ethical roots of Chinese
strategy can help Western managers better steer through the
complexities of doing business in China. Could you describe some
of these roots and how they affect business in China today?
Answers: The
economic and ethical roots of
Chinese strategy draw on Confucian and neo-Taoist philosophies, as well
as
China’s unique history of development. Indeed, as we indicate in the
book,
Maoist bureaucracies, which have seeped into present-day China,
borrowed their
frameworks, systems and inspiration directly from the Imperial
bureaucracies.
The economic implications stem in part from a network-based economy
built on
basic, personal concepts such as trust rather than impersonal legal
institutions. Additionally, the contextual nature of Confucian ethics
continues
to hold sway within the multiple Chinese networks. Western
businesspersons must
understand these unique facets of the Chinese business environment to
explain
differences between the Chinese and the former Soviet communist models
(which
dominated perceptions of Communist systems), and between universalist
and
contextual perspectives.
Question 5: The legal system in
China varies vastly from that found in the west. Could you
discuss some of these differences and what they mean today?
Answer:
The
legal environment in China draws on the country’s
culture and history, as it does in the West. However, through its own
history,
the West has some familiarity with public law systems such as they
exist in
China
– although most industrialized,
Western countries no longer use these systems. Chinese codified laws
have
originated only in the last century; consequently, Chinese governments
and
bureaucracies, as well as culture, have not fully assimilated these
laws.
Significant problems exist in
interpretation
and implementation.
Question 6: You write that
counterfeiting and the lack of intellectual property protection are key
issues for doing business in China. In fact you note that China
is in a class of its own with respect to both issues. Further,
you are less optimistic that things necessarily will improve in the
short term despite China’s entry into the WTO. Could you discuss
this and explain why you feel as you do?
Answer:
Usha
Haley’s prior research on copyright violations and
intellectual property protection in China, provided a great deal of the
background and bases for these issues. The interviews with CEOs of
companies
buffered our conclusions. We base our conclusions on China’s legal
codes and
cultural history of copyright violations (see response to question 5
above), as
well as the economic and political basis for the violations.
Yet, we do offer some recommendations on how
to navigate the minefields of Intellectual Property protection in China
– and
prosper. China is a large and complex country – not a city-state.
Things take
time.
Question 7: In your book you
discuss networks and the importance of “uprightness” to Chinese.
Many westerners throw around the term “guanxi” but as you point out
networks in China are multi-faceted and more complex that most
westerners would seem to understand. Could you elaborate on the
components of networks for Chinese business and also discuss further
the concept of “uprightness” and how it relates or doesn’t?
Answer:
In an extraordinary
interview for the book, Edward Zeng elaborated
for us the three networks that currently
operate in China and that businesses have to navigate for success. The
networks
span business, government and clans. Several other CEOs that we
interviewed, corroborated
this fresh understanding of the networks. Networks in China have more
complexity than anywhere else in Asia,
and as we indicate share characteristics with networks from Mexico,
India, and
medieval Europe. Staying abreast of the
networks requires considerable skill and adroitness. Uprightness refers
to
knowing the proper conduct within each individual relationship that one
has
within the network. Uprightness involves facets of trust that do not
exist in
Western ethics, and so Westerners have difficulty understanding the
concept or
its importance.
Question 8: You point out the
unreliability of statistics in China, noting the Chinese figures on GDP
and many other statistics are in some cases vastly overstated and in
other cases, perhaps understated. Statistics and good market
information are the basis of western business planning. You write
that Chinese and some Westerners resort to a “gut feel” for decision
making? This seems contradictory and somewhat dangerous but you
don’t seem to feel so, could you explain this?
Answer:
Traditional Western planning does not recommend “gut feel”
as the preferred mode for
sound
strategic decisions. In Western, information-rich business
environments,
companies can draw on reliable data regarding consumers, competitors
and business
trends. Yet, these data often prove misleading in turbulent and fast
changing
markets such as China. In markets such as China, experiential knowledge
that
contributes to gut feel may provide more valid information and sounder
decisions than quantitative and statistical data.
Question 9: You note Chinese
strategy has changed over time and now is characterized by hands-on
experience; lateral transfers of knowledge; reliance of qualitative
information; holistic information-processing; action-driven
decision-making; and, emergent planning, you note this strategy has
both strengths and weaknesses. Could you describe both briefly
and give some examples as to how they play out in business?
Answer:
Our
original assumption that the Chinese would make business
decisions like the Overseas Chinese did in Southeast Asia proved
erroneous.
Some similarities did exist between the Overseas and Mainland Chinese
decision-making styles; yet, these similarities also appeared to
resemble what
occurred in other emerging market, including Mexico and India. Indeed,
the
unique Chinese business environment, called for many amendments to
strategic
decision-making styles. More importantly, as China changes, in order to
stay
successful in the country, and drawing on our research, we propose a
new
strategic management model that calls for a convergence of traditional
decision-making styles from industrialized and emerging markets.
Question 10: In your book you use
both short case studies, interviews with successful and well known Asia
business people, graphs and graphics. I found the mix highly
interesting and particularly felt some of the short case studies plus
most of the insights by CEOs and others were excellent. Were you
satisfied with how the book actually came out and are there things you
would do differently and things you felt didn’t work as well as you
would have like in retrospect and if so what?
Answer:
We
are very satisfied with how the
book came out. We have received very gratifying feedback from our
readers, both
experienced China hands as well as novices. The book has also received
a great
deal of attention from businesspersons, academics, policymakers and the
press.
However, it required enormous effort, extensive research, and much more
time
than we had originally imagined. Indeed, George and Usha spent
considerably
more time than they had planned to write and research the book, after
the
initial interview data from CEOs and senior managers had been collected
– much
to the consternation of our publisher, John Wiley & Sons. However,
like all
good research, the in-depth interviews with senior managers, that few
researchers have obtained, had answered many questions, but also opened
up
others. We owe much to the patient support and encouragement of our
publishers.
Researching and writing a book that spanned history, philosophy,
current and
future business strategy in a critical, volatile and fast-growing
market, and
culminating in what the
Wall Street Journal labeled “a
veritable
textbook”, proved an exhausting, though fruitful, undertaking.
Question 11: Late in your book you state on page 256
“However, to establish strong, profitable market positions in China,
Western companies will have to adopt strategic-planning systems that
have proven effective in these information-scarce markets.” You
also not the concept of “convergence”. Could you discuss this
further?
Answer:
Many researchers propose that strategic planning as
developed in industrialized Western democracies provides the foundation
for
successful strategic decision-making. Yet, environmental differences
create
significant perturbations and noise that distorts the results obtained
from
traditional Western planning developed for stable and mature economies.
Success
in the volatile, rapidly changing business environments of China, and
other
emerging markets such as India, Southeast Asia
and Mexico call for planning systems, with different
capabilities than
what we use in the West. We propose one in the Adaptive-Action Road Map
(ARM).
Question 12: In your final chapter
you introduce the ARM – The Adaptive-Action Road Map as a model for
successful business strategy in China. Could you discuss what the
ARM is and how it might be utilized by western business executives
seeking success in business in China today?
Answer: The ARM draws
on our interview data with CEOs of large companies
operating in China, archival research and our business experience in
China and
other emerging markets such as Mexico, India and Southeast Asia. The
ARM does
not merely look backwards at what was; it also looks forward and makes
predictions for strategic success in China, as well as in other
emerging and
high-growth markets. Western and Eastern businesspersons will note that
it
specifically deals with strengths that their companies currently
possess – yet
also highlights areas in which they may lack expertise and in which
they should
make investments to succeed. As we note in the book, with the increased
globalization of markets, the ARM and the research we reported in this
book,
has implications for successful management around the world. For
example,
Western managers may use the ARM to guide and to foster their
investments in
knowledge and capabilities, to help to reduce risks and to enhance
profitability and success in global operations.