Chinese business culture values reliability and consistency over transaction-by-transaction optimization or occasional brilliance. A supplier who delivers consistent quality and dependable service is preferred over one whose performance varies—sometimes excellent, sometimes disappointing.
This reflects partnership logic: when you depend on someone over time, you need predictable performance to plan and operate effectively. Known suppliers with proven track records receive preference over unknown alternatives offering better terms, because the risk of unreliability exceeds potential gains. To earn relationship preference, demonstrate consistent reliability over time. Problems within an overall reliable pattern are tolerable; systematic unreliability destroys trust regardless of other factors.
Don’t pursue exceptional performance at the expense of consistency. Your Chinese counterparts are watching your pattern of performance, not just your peak achievements.
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