Facilitators and Obstacles of Intercultural Business Communication for American Companies in China: Lessons Learned from the UPS Case

This article analyzes how the execution of business strategy for global enterprises is shaped by the dual challenges of communicating in a different national culture and working in a changing economic environment. The article develops a framework from the UPS case in China to illustrate the key components of strategy for US companies operating businesses in China. The article proposes that Chinese-American communication effectiveness can be achieved through overcoming fi ve obstacles: cultural multiplicity, relationship/task orientation, time concept, business style difference, and language use, while utilizing fi ve facilitators: pragmatism, gender equality, English, American pop culture, and a “big country mentality.”