| This qualitative study examined face perceptions and practices of Chinese businesspersons in domestic and international business environments through interviews with 34 Chinese and 8 American businesspersons. Chinese businesspersons described face as related to credibility, status, and respect. Chinese businesspersons have both negative and positive attitudes about the role of face in business. Face is often perceived as a burden but can also facilitate achieving business objectives. Face loss is avoided if possible; however, under most circumstances Chinese businesspersons reported that achieving business objectives is more important than face. Chinese businesspersons described various face practices, including giving face, vying for face, and protecting face, that they employ in their business relationships as well as the context in which these various face practices are most important. Giving face is the most common practice among Chinese businesspersons. Giving face involves granting favors, gift giving, praising, and hosting social events and is the dominant face practice among peers. Vying for face involves displaying success symbols, using go-betweens, demonstrating outstanding achievement, and hosting social events. Vying for face is an important face practice when subordinates seek more face in the eyes of superiors and when peers want to be viewed more favorably among other peers. Protecting face involves concealing mistakes, using implicitness, and accepting blame and is the dominant face practice between subordinates and superiors.; Chinese and American businesspersons reported that Chinese businesspersons are less likely to focus on face in their international business dealings and to feel loss of face. When Chinese businesspersons do lose face because of foreigners, the primary reasons are Americans' arrogance, international politics, and criticism. Chinese businesspersons tend to give face to and protect face for American businesspersons in formal and social situations; however, they rarely do so during business operations, particularly during negotiations. Related recommendations are provided for American businesspersons and for future research. |
