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How to manage client entertainment in China

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  • Sun, Francis

Abstract

Client entertainment is a popular business practice that Chinese managers often use to facilitate business relationships and promote sales. Multinational enterprises (MNEs) operating in China, however, have been frequently involved in corruption allegations caused by client entertainment. This article explains client entertainment's purpose, prevalence, and persistence in China and identifies the pitfalls that foreign firms often encounter when they practice client entertainment in that country. Based on field observations and first-hand experience as well as research on public and survey data, this article also provides eight prescriptive guidelines that can potentially help firms manage client entertainment more efficiently and effectively without causing ethical and legal problems.

Suggested Citation

  • Sun, Francis, 2016. "How to manage client entertainment in China," Business Horizons, Elsevier, vol. 59(4), pages 401-410.
    • Handle: RePEc:eee:bushor:v:59:y:2016:i:4:p:401-410
    DOI: 10.1016/j.bushor.2016.03.003
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    References listed on IDEAS

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    Cited by:

    1. Liu, Baohua & Lin, Yan & Chan, Kam C. & Fung, Hung-Gay, 2018. "The dark side of rent-seeking: The impact of rent-seeking on earnings management," Journal of Business Research, Elsevier, vol. 91(C), pages 94-107.
    2. Francis Sun, 2017. "Relationship versus Transaction Marketing in China: An Institutional Approach," Business and Management Studies, Redfame publishing, vol. 3(2), pages 47-60, June.
    3. Cheng, Peng & Wei, Jiuchang & Liu, Yang, 2024. "Give a plum in return for a peach: The effect of entrepreneurial informal financing on environmental corporate social responsibility," Journal of Business Research, Elsevier, vol. 175(C).
    4. Hu, Juncheng & Li, Xiaorong & Duncan, Keith & Xu, Jia, 2020. "Corporate relationship spending and stock price crash risk: Evidence from China's anti-corruption campaign," Journal of Banking & Finance, Elsevier, vol. 113(C).
    5. Wu, Bao & Fang, Chevy-Hanqing & Wang, Qi & Huang, Qiongxian, 2023. "Does managerial networking impinge our morality in Guanxi context? The moderating effect of corruption perception," Emerging Markets Review, Elsevier, vol. 55(C).

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