Conflict Processes in China's International Export Trading: Impact of the Chinese Culture and the Trading Culture

Twelve Mainland Chinese export salespersons and seven Hong Kong traders were interviewed via a semi-structured format. Results indicate that (1) types of conflict were mainly determined by the trading culture, (2) a few Chinese cultural values, particularly pragmatism, were reflected in some conflict causes and resolution strategies traders chose to deal with domestic suppliers, (3) the political and economic environments and Chinese managerial practices also played a role in the conflict process, (4) traders were able to use international trading conventions to resolve conflict with foreign buyers while they would settle disputes with domestic suppliers in a Chinese way, and (5) exposure to and knowledge of international trading may serve to decrease the influence of Chinese culture on conflict processes.