prof. dr. wolfgang georg arlt director cotri

China Outbound Tourism Research Institute

Prof. Dr. Wolfgang Georg ArltDirector COTRI

How to do successful business with Chinese partners in tourism

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• COTRI China Outbound Tourism Research Institute

• Headquarter in Heide/Germany, China office in Beijing

• Director: Prof. Dr. Wolfgang Georg Arlt FRGSActive in P.R. of China since 1978 Former owner of Inbound Tour Operator China->EuropeCOTRI founder and director since 2004Professor for International Tourism Management at

West Coast University of Applied Sciences Germany (Heide)


Chinese are strange people:

They insist on giving name cards with both hands,

avoid the number 4 at all costs

make endless smalltalk

- But being our customers,we just have to tolerate that.

TRUE?


Name cards: Yes, sign of respect, but younger peoplewill joke about it

If you play “I know that you know that I know that you know” instead of “Me Tarzan You Jane” everybody will have a laugh


Number 4: Yes, but not superstition but symbol ofprestige

If your telephone number or car plate has a 4 in it, you must be a poor and unimportant person indeed. No need to answer your call


Endless smalltalk:Yes, but information base for long-term relationship, not idle talk

If you tell during the first meeting that you like Paragliding and Indian food you are reckless and impolite, not somebody to cooperate with


That we know little about the Chinese does not mean they know little about us There is always a reason for “strange” behaviour, find out by trying to put yourself in the shoes of the other – learn


Every country, destination and tourism service provider has to work it’s way through the “Acculturation Curve” (after Hofstede 1994)

Euphoria

Ignorance Adaptation

Despair

Where are you with regard to China?


Your dialogue partners at COTTM

Same title – same role? What`s in a card?

Fluent English – less Chinese?

Working in outbound tourism – Less patriotic?

Ninth commandment – Universal?

Today win-win – Tomorrow still partner?

Have name card will contact?


Understand the changing culture – understand the changing market!

Get meaningful data: “60% of Chinese outbound travelers are between 30 and 50 years old” will not help you to develop a customized offer:

A Chinese person born in 1980 grew up in a world of uninterrupted economic growth and cynical consumerism

A Chinese person born in 1960 grew up in the Cultural Revolution with values of frugality and patience

Beware of averages - On average there are three cars per km² in China. Still traffic jams in the cities are remarkable: You are only interested in the top 10% of society


Chinese are not strange people:

They carry a different cultural rucksack and they take different things for granted than you do.

But they also want to earn money and lead a happy life within their group, (almost) just like you.

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COTRI Events during COTTM 2011

1) CTW Award 2011 CeremonyThursday April 14, 10.00 to 12.00 h

COTTM 2011 TheatreLanguage: English

2) Book Presentation

Green Book of China’s Tourism 2011China’s Tourism Development Analysis and Forecast

Thursday April 14, 13.30 to 14.15 h COTTM 2011 Theatre

Language: English and Chinese

3) Exhibitors Debrief WorkshopFriday April 15, 10.00 to 12.00 h

COTTM 2011 VIP Room Language: English

www.china-outbound.com www.chinatraveltrends.com

prof. dr. wolfgang georg arlt director cotri

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