An Indirect Style in Business Communication

Abstract

This article investigates how Confucianism inspires an indirect style in professional communication inChina. Particularly, the author examines two major philosophical principles of Confucianism, Li (rituals/rules) and Ren (love/benevolence), and discusses how they encourage individuals to establish proper human relationships, to humble themselves, and to shun pure personal profits. Dictated by Confucianism, Chinese writers often focus on interpersonal relationships, humble themselves, and avoid personal profits before discussing pertinent business issues. As a result, Chinese writers are indirect in their style. They often employ the indirect style to accommodate two pragmatic acts: (a) establishing their ethos that helps create a strong bond between individuals at a more personal level and (b) building a harmonious social structure at a more societal level. Such a style is conducive to successful business transactions. So, it should not be explained as ineffective or as mere digressions.

The Evolution of English as the Business Lingua Franca

“…Indeed, Vihakara's (2006) study on managerial communication in a Sino-Finnish joint venture shows that Chinese managers tended to talk "around the topic" when reporting negative news to avoid disrespect and shame. And Ding (2006; see also Trimarchi & Liesch, 2006) showed how Chinese business people used an indirect style of communication to create a strong personal relationship before discussing pertinent business issues. The indirect communication style has also been attributed to high power distance and collectivism (Hofstede, 1980; but see McSweeney, 2002).…”

Ethical Perceptions of Business Students: Differences Between East Asia and the USA and Among “Confucian” Cultures

“…A recent ''qualitative'' study by Tan and Chee (2005) identifies the following characteristics of Confucianism: diligence, perserverance, filial piety, thriftiness, respect for authority, value of collective effort, harmony, humility, and magnanimous behavior. Ding (2006) further argues that the Confucian tradition tends to stress humility over personal gain.…”

“…Ding (2006), for example, suggests that its stress on personal harmonious relationships facilitates business transactions. Romar (2002) suggests that a Confucian approach to management is quite positive since it reinforces hierarchies required in business management and stresses moral leadership and societal contributions.…”

Cross-cultural differences in concrete and abstract corporate social responsibility (CSR) campaigns: perceived message clarity and perceived CSR as mediators

“…CSR communication strategies that are adapted to consumers' cultural backgrounds could be essential (Ding 2006), especially when the message content and audience's message perception are tied to cultural values (e.g., Kim & Johnson 2013). As individuals' cultural backgrounds are important consumer factors influencing campaign effects and effectiveness (de Mooij 2010), previous studies suggests the relative advantages of culturally adapted messages over standardized or culturally non-adapted messages (Han & Shavitt 1994;Zhang & Gelb 1996).…”