Caught at the Crossroads of Culture: Utah Asphalt in China

Caught at the Crossroads of Culture: Utah Asphalt in China

  • Case
  • Teaching Notes
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Abstract

Daniel Wang, educated in China, submitted an expense report for USD 72,000 along with a USD 4 million contract for asphalt material to his boss at Utah Asphalt company. Embedded in the expense report was USD 16,850 for “entertainment fees,” which Daniel felt was necessary to secure the contract from officials in a Chinese city. When his boss, Jack, demanded that Daniel stop unethically “bribing” government officials, Daniel was offended and worried that the company might be compromised if he could not continue to woo the customer. Why didn’t Jack understand?

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