Understanding Chinese characteristics: Cross-cultural relationships in New Zealand agri-food businesses operating in China

Abstract

This research identifies, through cultural lenses, the characteristics of Chinese people that influence cross-cultural business relationships in New Zealand agri-food businesses operating in China, using an inductive theory-building case study research method. Chinese business behaviours are largely a consequence of Daoist beliefs and Confucian moral values, which help to explain the three emergent themes: Chinese ‘strive to survive’, Chinese tend to ‘go with the flow’, and China is a country ‘ruled by people, not by law’. All of these characteristics validate and explain Chinese reliance on guanxi, and associated behaviours that link to collectivism and particularism.