دانلود رایگان مقاله چگونگی مدیریت سرگرمی مشتری در چین

Abstract

Client entertainmentis a popular business practice that Chinese managers often use to facilitate business relationships and promote sales. Multinational enterprises (MNEs) operating in China, however, have been frequently involved in corruption allegations caused by client entertainment. This article explains client entertainment’s purpose, prevalence, and persistence in China and identifies the pitfalls that foreign firms often encounter when they practice client entertainment in that country. Based on field observations and first-hand experience as well as research on public and survey data, this article also provides eight prescriptive guidelines that can potentially help firms manage client entertainment more efficiently and effectively without causing ethical and legal problems.

5. Conclusions

Client entertainment is a popular business practice that managers often use to facilitate business relationships and promote sales, particularly in the Chinese market. However, multinational enterprises (MNEs) operating in China have frequently been tainted by allegations of corruption in regard to the malpractice of client entertainment. The study in this article provides guidelines to help managers make better decisions about where, when, how, on whom, and in what format to use client entertainment in order to practice it effectively and within legal and ethical boundaries. The rule of thumb in managing client entertainment is to always play within the legal and ethical framework: a fine line must be delineated between gifts and bribes when delivering entertainment.