Global Business Insight
Different Business Buying Processes in Different Cultures
Going global? If so remember that your business customers might have different ways of getting back to you in their buying process, based on the country they come from.
■ The Japanese decision-making process is a total group process, with all levels involved in the final decision.
■ A Chinese decision is usually a group process headed by a senior negotiator.
■ For Germans, even the most routine decisions are made by top-level management. Also, remember:
■ Discussions with Chinese businesspeople tend to be long and repetitive, and everything should be written down.
■ For Latin American business dealings, socialization and relationship-building comes before negotiations.
■ Germans are very systematic, with great emphasis on detail.
