Question

In the context of doing business in Asia, what is meant by the phrase "the contract is in the relationship, not on the paper"?

Answer 1

Available Options are:

a. Asian contracts are not legally binding for MNCs

b. Contacts are ceremoniously destroyed after they are written.

c. Managers risk being offensive to Asians by requiring contracts.

d. Managers should nurture the relationship to ensure the reliability of the contract.

Answer:

Option D Managers should nurture the relationship to ensure the reliability of the contract.

Explanation:

The reason is that better relationships with the suppliers and the customers make it able for the firm to attain the advantages of its business relations with its stakeholders. The better relation brings stakeholder satisfaction and if greater are the stakeholder relationship the greater is the long term value generated.

Answer 2

Answer:

The correct answer is letter "D": Managers should nurture the relationship to ensure the reliability of the contract.

Explanation:

The phrase:  

"The contract is in the relationship, not on the paper";

while doing business implies that the obligation between the parties does not rely only on what is stated on the contract but in keeping a good relationship. This implies being flexible with what the contract might establish without affecting the other party's interest to keep doing business between them.

In such a way, firms rely on legal and fiduciary relationships.