Five challenges facing entry into the Asian markets

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The ultimate goal is not to get a favour for a favour but to establish a long term relationship with another party. As described by Luo (2000), ?The relationship itself must be presented as primary; the gift exchanges, useful though they may be, are treated only as secondary'...
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The risk involved in misunderstanding this relationship is that it can lead to the formation of a "meat and wine friendship" which may sound fine to a western business man, but is in fact a Chinese metaphor for mistrust.4 Commonality In order to form guanxi there has to be a ?commonality'4 which can be any connection between two persons such as a place of birth, school, or work)...
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