Understanding the factors contributing to inter-partner trust in joint ventures

Forming an international joint venture (IJV) with a local (Chinese) partner is one of the popular ways available for an overseas investor to enter into small and medium business sectors in China. A joint venture is commonly viewed as a cooperative, rather than a competitive, business relationship between two or more partners. Interpartner trust is widely acknowledged as a key prerequisite for genuine cooperation between joint venture partners. Although the importance of trust in the context of joint ventures is well recognized, the question of how interpartner trust is formed has received only scant attention in academic as well as professional literatures. Drawing from diverse academic literature bearing on the formation of trust between partner firms, this paper explores the factors that may contribute to inter-partner trust in the context of joint ventures. The primary argument in this paper is that trust between IJV partners is determined by observable and objective social, economic and structural factors. In other words, it is argued that interpartner trust is rational and it does not require a 'leap of faith'.

Communication challenges for partner organisations

Many people not directly involved in developing, maintaining and evaluating business–community partnerships tend to assume that such partnerships are one of two types: an add-on to an organisation’s core business or a fundraiser for an NGO. There are lots of examples of these two categories of “partnership” around the world, but there are considerably fewer of a third type – where the partnership is part of “core business” and as such is deeply embedded in the more forward-looking companies and community organisations that implement them, and also achieves significant internal impact. This situation raises some interesting communication
challenges.

Jump over the gorge : overcoming cultural gap in doing business with China

China has become a synonym for future business growth. It is the business nirvana of the 21st century (Chung 2004). As a major emerging market, China offers many companies great potential in their future growth. China's economic growth has been consistently double digits for the past two decades. China has become an economic power in the world. To Australia, China became its largest trading partner since 2007. While other parts of the world are experiencing economic down tum, e.g. the US and UK, Australia still enjoys its longest lasting economic growth. Much of the growth is largely built on this Chinese demand of minerals (Kirk 2004). Therefore research of Australian companies' internationalisation into China is timely and in high demand. 40 Australian companies' were investigated in a recent research conducted in July - December 2007. Among many findings through the research, one of the major issues was the impact of cultural differences on companies in their operations. The research discovered the gap of cultural differences between Australia and China is large which has caught many companies by surprise. Further the inability to deal with this large cultural gap as well as being properly prepared for the cultural issue they are about to encounter prior to entering into the Chinese market may cause serious issues on performance. It is through this research an important finding is presented that engaging culturally skilled consultants when dealing with Chinese market is an effective and cost efficient way of conducting businesses in China.

Australia-China and Stern Hu : a dint in relations or business as usual?

China’s economic growth over the last decade has been spectacular and Australia has been a beneficiary of this growth in terms of China’s demand for resources and the strength of Chinese exports. Pundits even suggest that Australia avoided the global recession as a result of this strong trade relationship. Trade relations between Australia and China resulted in China becoming Australia’s key trading partner. The arrest and charging in 2009/10 of four Rio Tinto executives (including Stern Hu the head of Rio’s operation in China) based in China raised fears of posing a strain on this vital economic relationship. Moreover China’s inability to takeover Rio Tinto and the significance and consequences of this incident are at the core of this paper. How do these events reflect the uncertainties of doing business in China or do these events demonstrate China’s sovereign right to enforce anti-corruption legislation? While China has embraced the international business community, to what extent has the arrest and imprisonment of Stern Hu changed the Australian-China trade
relations including doing business in this thriving and buoyant market?

Need to know : lessons from Sino-Australian business negotiators on the importance of guanxi, emotions and generational differences in Chinese negotiation behaviour

The forces of globalisation over the last few decades have created opportunities for intemational business as never before, whilst leaving no organisation immune to competition. With the Global Financial Crisis impacting the world economy, the BRIC economies as a group - Brazil, Russia, India and China, have steadily benefited from continuing growth in 2008 and 2009 (Bhattacharya, Hemerling and Waltermann,2010). Despite China being a key international trading partner for Australia, the number of successful joint ventures and negotiations between the two countries remains limited. A closer examination of the international business interactions between Australia and China is thus urgently needed. When negotiating with the Chinese, Western managers may not always be aware of what they are really negotiating for. To be successful, they have to be equipped with the 'specialised knowledge', a form of 'tacit or implicit knowledge', which comes with experience (Nonaka, 1994, Pavesi, 2003) in communicating and negotiating with their Chinese counterparts. The Chinese way of business negotiation can challenge the logic of Western business thinking. This, coupled with possible generational differences or changes in the Chinese business counterpart's way of doing business, means we must try to understand the business communication and negotiation process from not only the Western but also the Chinese perspective. In particular, in addition to the contextual (Phatak, & Habib, 1996; Risberg, 1997), social (Ghauri, & Fang, 2001), and cognitive factors (George, Gareth, & Gonzalez, 1998) focused on by past researchers, the intangible aspects of negotiation must also be considered. These include trust, reputation, relationship quality (guanxi in the case of the Chinese), and the moods and emotions that shape the processes and outcomes of communication and negotiation (Griffith, 2002; Hartel & Ma, 2006; Ma & Hartel 2005; and Zhao & Krohmer, 2006). This paper reports on a qualitative investigation of the communication processes occurring in negotiations between Australian and Chinese managers and entrepreneurs. The examination is based on a theoretical framework looking at emotions and culture from an affective events theory (AET) perspective. Both interview and focus groups techniques were used. Findings identified guanxi, core to relationship development and maintenance in Chinese culture, together with emotions as major determining factors of negotiation outcomes. Findings also suggest there are generational differences in attitudes among Chinese managers with Gen. X and Gen. Y placing a different emphasis on guanxi in business. These findings suggest that the popular advice to people doing business in China is out of date.

Collaborative R&D project partner experience in the Australian CRC Program : a theoretical framework

The paper focuses on commercially-oriented cross-sector R&D collaborative projects carried out within Australian Cooperative Research Centres. A theoretical model is proposed to explain the participants’ experience of such collaborative projects, and the relationship between partner experience and project outcomes. It is hypothesized that collaborative projects that have both a strong relationship focus, in terms relational trust, and a strong task focus, in terms of project management capability, are more likely to be positively experienced by the participants. Four antecedent variables, derived from the literature and preliminary research, are proposed: credible commitments, previous collaboration experience, cross-sector management capability, and communication intensity. The model is to be empirically tested through a survey of CRC project leaders.