China Market

The Unwritten Rules of China

While identifying the potential of the China market is not difficult, realizing this potential is complicated by a set of ‘Unwritten Rules’ that firms must understand and navigate. This paper describes ten of China’s ‘Unwritten Rules’ and their implications for companies operating in that country. Several case studies link these rules to the actions that a firm can take in order to increase its probability of success. An assessment tool is provided that can be used to determine the strength of a firm’s position vis-a-vis China’s ‘Unwritten Rules’ and to identify the areas in which actions are most necessary. With careful evaluation, plans, and actions, it is possible to make the ‘Unwritten Rules’ an advantage for your firm.


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