Values Influence Decision-making While No Term Paper

Download this Term Paper in word format (.doc)

Note: Sample below may appear distorted but all corresponding word document files contain proper formatting

Excerpt from Term Paper:

Whether in business or other settings, Chinese people will often demonstrate a notable lack of contentiousness, preferring to say indirectly what an American would not hesitate to say frankly.

If one's professional or social senior in China errs in some way, the junior will seldom correct or criticize him. This is in part because doing so would cause the senior to lose face, which is undesirable. One does not want to be the reason another loses face. Others take a dim view of someone who caused another to lose face in this way.

When constructive criticism is invoked by a senior, or even by an equal, the response from a Chinese person will probably not be very candid. An articulate Chinese person will attempt to use polite conversation to lead the person requesting the criticism to arrive at the same opinion as is felt by the person of whom the criticism is being asked. This is a roundabout way of saying, "I will gently talk you into developing the same opinion, criticism, suggestion, or conclusion as I have on this issue without explicitly stating what that actually is." Although I have observed this often enough, it is far from anecdotal; see for instance Tjosvold and Sun (2001) and Chen (2004).

This is the inevitable result of China and other Eastern countries having high-context cultures. The implications this has for decision-making are hardly trivial.

In a high context environment, the transmission of information largely depends upon the context in which it is transmitted (Hall and Hall, 1987). A business meeting in China has a much different atmosphere than one in the United States. The hierarchy of executives in the meeting is much more important in Chinese meetings than in the U.S. This necessarily impacts the way subordinates make suggestions, give feedback, and even answer direct questions. Very often, silence on the part of subordinates is a sign of respect.

Contrast this with a business meeting in the United States in which subordinates are expected to make suggestions and respond to direct questions with frank answers. The Chinese subordinate in an American business meeting occupies a position that is not to be envied. His or her respectful silence in the presence of seniors may be construed as meaning that he or she has nothing to say.

In a more personal venue, the high vs. low context culture issue and "face" issue play just as significant a role in decision making. Americans will probably concur that, purely as consumers, most people are more apt to purchase an expensive item from someone we know than from someone we do not know. High pressure selling generates more resentment in China than it does in the U.S., where it is practically part of the background of the sales environment. When high pressure selling comes from strangers (who have less "face" than do more familiar people), it is particularly off-putting. Interestingly, the level of "face" is influenced by the degree to which we know the person, or the person is known by someone else who is. This touches on another subject, guanxi, the process of social networking that interacts with mianzi.

This means that, at least sometimes, a person will decide against purchasing the perfect item because it was "pitched" with a lot of pressure from a stranger, and will perhaps settle for a less-suitable item if the sales pitch that is received is low pressure and/or from a familiar person.

Thus, we will always be somewhat subject to the influence of values at many levels upon our decision-making processes and behavior in general.


Barker, Thomas S., Cobb, Steven L. (2000). Survey of Ethics and Cultural Dimensions of MNCs. Competitiveness Review, 10(2), 123-129.

Chen, Charles P. (2004). Transforming Career in Cross-Cultural Transition: The Experience of Non-Western Culture. Counsellor Trainees. Counselling Psychology Quarterly, 17(2), 137-144.

Gries, Peter Hays. (1999). A 'China Threat'? World Affairs. 162(2), 63-75.

Hall, Edward, T., Hall, Mildren Reed. (1987). Nonverbal Communication for Educators. Theory Into Practice. 26(1), 364-367.

Hofstede, Geert, McCrae, Robert R. (2004). Personality and Culture Revisited: Linking Traits and Dimensions of Culture. Cross-Cultural Research. 38(1), 52-38.

Price-Bonham, Sharon. (1976). A Comparison of Weighted and Unweighted Decision-Making Scores. Journal of Marriage & Family, 38(4), 629-671.

Tjosvold, Dean, Sun, Haifa F. (2001). Effects…[continue]

Cite This Term Paper:

"Values Influence Decision-making While No" (2004, December 10) Retrieved October 24, 2016, from

"Values Influence Decision-making While No" 10 December 2004. Web.24 October. 2016. <>

"Values Influence Decision-making While No", 10 December 2004, Accessed.24 October. 2016,

Other Documents Pertaining To This Topic

  • Ethical Problem s Relevant Values Stakeholders Decision Making

    Ethical Problem(s) Relevant Values Stakeholders Decision Making Utilitarianism Problems with Utilitarianism Deontology Rawlsian Ethics Ross's Ethical Theory Natural Law Theory Ethical Analysis Scenario A Pennsylvania hospital is faced with a non-U.S. born 5-year-old daughter of undocumented immigrants who has a life-threatening need for a 2 million dollar transplant. Using critical analysis and your ethics knowledge render and defend a decision about whether to provide the transplant. Ethical problem(s) One of the ethical problems present is the fact that the 5-year-old was born in undocumented

  • Decision Making Critical Review Vroom V H

    The two scenarios are likely to sway employees to provide false information if they are encouraged. However, the relationship had much strength in the positive. Therefore, in this study, there were clear choices. The participants were required to either tell the truth or lie. If things were easy for individuals in the world, lines of making moral decisions tend to be much fuzzier, however, the bottom line remains the same

  • Decision Making and Accounting Theories Business Owners

    Decision Making and Accounting Theories Business owners find that they always have to put on business hats when they are starting up or managing their businesses. However in business it is not the owners who are meant to make decisions only, decisions can also be made by employees. When classification of business decisions is done it is on the basis of how predictable that particular decision is. Programmed decisions are those

  • Decision Making What Are the Newest

    The dominant, goal-oriented person can focus on the ultimate objective, the influence-based person can examine the interpersonal dynamics of the decisions that must be made, the steady person can foster harmony and a positive atmosphere, and the conscientious person can stay on task in a reliable fashion. While clashing personalities can thwart reaching positive and goal-directed solutions, they can create a better solution and check the excesses of one

  • Money Investments in Decision Making Findings

    While time did not have an incredibly large impact on the decisions made by respondents according to the instrument there was a statically significant change that calls for further research with larger populations to be undertaken. It is also possible that the specific creation and presentation of the scenarios included in the instrument had some level of influence on the results, as there are other considerations that are at

  • Decision Making Assessment

    Business Review of Making a Business Decision Decision making is an unavoidable part of business. Smaller decisions where there is a lower perceived cost associated with making the wrong decision are psychologically easer compared to important decisions where a wrong choice could incur high costs. A recent example of a decision involved selecting an employee for an internal promotion. The position of team leader had become available for one of following the

  • Israel s Decision Making Strategies

    Decision Making Strategies Within any organization or process, there is the cognitive and purposeful role of decision making that is the result of taking in stimuli, choosing from alternatives, and making a final choice of an action, in action, or choice of action. This is true in the small business world, multinational corporations, individual life, and even with governments. It impacts Foreign Policy, trade, economics, and most certainly the idea of

Read Full Term Paper
Copyright 2016 . All Rights Reserved