Relational management in British-Chinese business interactions

5.00
Hdl Handle:
http://hdl.handle.net/10547/332106
Title:
Relational management in British-Chinese business interactions
Authors:
Xing, Jianyu
Abstract:
This dissertation sets out to investigate the management of relationships in British-Chinese business settings. Whilst set in the frameworks of politeness theory and accommodation theory, this dissertation studies the management of relationships in British-Chinese business interactions from a more comprehensive perspective. It examines the sociocultural as well as the communicative behaviour of the interactions between British and Chinese business people, to explore how relationship issues were handled and how communicative as well as cultural/sociocultural strategies affected the management of relationships. This work is based primarily on research conducted in Britain during November-December 1996, June 1997, and November 1997, when three Chinese delegations were visiting a local engineering company in the southeast of England. For the purpose of this study, three kinds of data were collected: 1) video recordings of authentic meetings between British business people and their Chinese clients (including training sessions); 2) comments from subsequent interviews and playback sessions held with the British and Chinese participants; 3) field notes. This study has shown that a variety of aspects can be held accountable for the management of relationships in intercultural settings. On a macro level, linguistic features alone can not adequately explain the process of negotiating relationships in fonnal intercultural settings, it also involves the non-linguistic perspective. From a linguistic perspective, attending to face needs is not the sole agent for relational management. Accommodation and respect for sociality rights also play an important part in it. The thesis attempts to distinguish the self-claimed face (self-image) and the perceived face (public self-image) and explore their respective functions in the management ofrelationships. The research also claims that group face is more likely to surface in group-versus-group. individual (group identity marked)-versus-group, or individual (group identity marked)-versus-individual (group identity marked or unmarked) settings. This study also argues that communication accommodation theory should incorporate convergence, maintenance or divergence along the line of culture specific behaviour. It proposes a new conceptualisation of CAT that should involve both speech and non-speech accommodative features. This study shows that a wider range of perspectives are needed in order to investigate intercultural communication.
Citation:
Xing, J. (2002) 'Relational management in British-Chinese business interactions'. PhD thesis. University of Luton.
Publisher:
University of Bedfordshire
Issue Date:
May-2002
URI:
http://hdl.handle.net/10547/332106
Type:
Thesis or dissertation
Language:
en
Description:
A thesis submitted to the University of Luton in partial fulfilment of the requirements for the degree of Doctor of Philosophy
Appears in Collections:
PhD e-theses

Full metadata record

DC FieldValue Language
dc.contributor.authorXing, Jianyuen
dc.date.accessioned2014-10-06T09:36:20Z-
dc.date.available2014-10-06T09:36:20Z-
dc.date.issued2002-05-
dc.identifier.citationXing, J. (2002) 'Relational management in British-Chinese business interactions'. PhD thesis. University of Luton.en
dc.identifier.urihttp://hdl.handle.net/10547/332106-
dc.descriptionA thesis submitted to the University of Luton in partial fulfilment of the requirements for the degree of Doctor of Philosophyen
dc.description.abstractThis dissertation sets out to investigate the management of relationships in British-Chinese business settings. Whilst set in the frameworks of politeness theory and accommodation theory, this dissertation studies the management of relationships in British-Chinese business interactions from a more comprehensive perspective. It examines the sociocultural as well as the communicative behaviour of the interactions between British and Chinese business people, to explore how relationship issues were handled and how communicative as well as cultural/sociocultural strategies affected the management of relationships. This work is based primarily on research conducted in Britain during November-December 1996, June 1997, and November 1997, when three Chinese delegations were visiting a local engineering company in the southeast of England. For the purpose of this study, three kinds of data were collected: 1) video recordings of authentic meetings between British business people and their Chinese clients (including training sessions); 2) comments from subsequent interviews and playback sessions held with the British and Chinese participants; 3) field notes. This study has shown that a variety of aspects can be held accountable for the management of relationships in intercultural settings. On a macro level, linguistic features alone can not adequately explain the process of negotiating relationships in fonnal intercultural settings, it also involves the non-linguistic perspective. From a linguistic perspective, attending to face needs is not the sole agent for relational management. Accommodation and respect for sociality rights also play an important part in it. The thesis attempts to distinguish the self-claimed face (self-image) and the perceived face (public self-image) and explore their respective functions in the management ofrelationships. The research also claims that group face is more likely to surface in group-versus-group. individual (group identity marked)-versus-group, or individual (group identity marked)-versus-individual (group identity marked or unmarked) settings. This study also argues that communication accommodation theory should incorporate convergence, maintenance or divergence along the line of culture specific behaviour. It proposes a new conceptualisation of CAT that should involve both speech and non-speech accommodative features. This study shows that a wider range of perspectives are needed in order to investigate intercultural communication.en
dc.language.isoenen
dc.publisherUniversity of Bedfordshireen
dc.subjectrelational managementen
dc.subjectN210 Management Techniquesen
dc.subjectChinaen
dc.subjectinternational businessen
dc.subjectrelationship managementen
dc.titleRelational management in British-Chinese business interactionsen
dc.typeThesis or dissertationen
dc.type.qualificationnamePhDen_GB
dc.type.qualificationlevelPhDen
dc.publisher.institutionUniversity of Bedfordshireen
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