The following questionnaire has been created as part of a Curtin University study into doing business with China.
We appreciate your participation and your responses are entirely confidential. No results will be reported which will identify individuals or organisations. There are no right or wrong answers, so please respond to the statements as you truly feel.
Section A
The questions in this first of three sections will take approximately three minutes to answer
A1. Has your organisation provided services to the Mainland Chinese market in the
past 12 months?
For the purposes of this survey China refers to the People's Republic of China excluding Hong Kong and Taiwan
Yes No
<If No is selected, then skip to end of questionnaire>
A1b. How long has you organisation provided services to China?
Less than 1 year 1-2 years
3-5 years
More than 5 years
A2. How many years has your organisation been in business in Australia? 1-2
< Drop down box choices are the following
Less than a year
1-2 3-4 5 - 9 10 - 14 15 - 19 20 or more >
A3. How many employees work at your organisation?
(Full time employees)
1-4 5-19 20-99 100-199 200 or more None
In Australia?
In China?
A4. What percentage of the staff engaged with China at your organisation speak
Mandarin? None 1 - 10% 11 - 25% 26 - 50% Over 50%
A5. In which industry does your organisation primarily operate when engaging
China?
< Drop down box choices are the following
Agriculture, forestry and fishing
Resources/Mining
Manufacturing
Electricity, gas, water and waste services
Construction
Wholesale trade
Retail trade
Accommodation and food services
Transport, postal and warehousing
Information media and telecommunications
Financial and insurance services
Rental, hiring and real estate services
Professional, scientific and technical services
Administrative and support services
Public administration and safety
Education and training
Health care and social assistance
Arts and recreation services
Other services >
Section B
The questions in this second of three sections will take approximately ten minutes to answer. Please indicate the extent to which you agree or disagree with each of the following statements.
B1. For engagements between your organisation and China:
1 2 3 4 5 6 7
a. our senior management has personal relationships with important people (GR1) b. our company has learned skills and competencies on how to operate in China through interactions with Chinese companies (UC1)
c. customers' preferences do not change substantially over time (reverse) (EC1)
d. our senior management associates with customers outside business meetings (RIC1) e. our senior management cannot obtain valuable and important information (reverse) (GR2)
f. there are too many similar services in the market; it is very difficult to differentiate our brand (EC2)
g. our senior management initiates personal contact with existing customers (RIC7)
h. our company has knowledge in establishing marketing and distribution networks (UC9) i. our senior management is able to obtain resources like land and electricity from local authorities (GR4)
j. our people responsible for sales are able to sell products / services with higher profit margins (SE1)
B2. For engagements between your organisation and China:
1 2 3 4 5 6 7
a. our company has expertise collaborating with Chinese partner(s) in our engagements (UC2)
b. our senior management is able to obtain government approvals (GR3)
c. our people responsible for sales are able to generate a high dollar amount of sales in their territories (SE2)
d. the market is too competitive; price wars often occur (EC3)
e. our company has knowledge of setting up a
management system for our Chinese
engagements (UC3)
f. our company has knowledge in adapting technology to local Chinese conditions (UC8) g. our company uses business meetings as an arena where our management can develop
relationships with customers (RIC8)
h. our people responsible for sales cannot identify and sell to major accounts / customers in their territories (reverse) (SE6)
i. our management increases the speed and influence on the various steps in the decision process of our customers (RIC6)
j. our company has know how in building up business connections (guanxi) in China (UC7) k. our company has knowledge of the Chinese business environment, e.g., tax system, labor policy, etc. (UC5)
B3. For engagements between your organisation and China:
1 2 3 4 5 6 7
a. our management is able to obtain financing or attract investors (GR5)
b. we are in a business with very aggressive competitors (EC4)
c. our senior management initiates
relationships with suppliers (RIC3)
d. our people responsible for sales cannot quickly generate sales of new company products / services (reverse) (SE3)
e. our senior management meets decision- makers which are normally difficult to get a hold of (RIC4)
f. our people responsible for sales are able to produce a high market share for the company in their territories (SE4)
g. our company has knowledge in dealing with Chinese government bodies (UC6)
h. our people responsible for sales are able to exceed the sales targets and objectives that are assigned to them (SE5)
i. our senior management can establish relationships with potential customers who are otherwise difficult to access (RIC2)
j. our company has knowledge of overseeing operations in Asia (UC4)
k. our senior management participates in servicing existing customers (RIC5)
Section C - Demographics
This is the final section and will take approximately two minutes to answer
Director/Manager/Supervisor
Professional (salaried non-mgt. business & technical) Technical (hourly)
Sales/Business Development Representative Administrative Support
Group Leader Customer Service Other
If other please specify ____________________
C2. How long have you worked in your current position?
Less than 6 months 6 months - 1 year 1-2 years
3-5 years
More than 5 years
C3. What is your age?
<Drop down box choices are the following
15 – 19 20 – 24 25 – 29 30 – 34 35 – 39 40 – 44 45 – 49 50 – 54
55 – 59
60 – 64
65 and over >
C4. What is your gender?
Male Female
C5. Is there anything else you’d like to add about your experiences in China
Thank you for your participation