China Data Group (CDG) is a leading business process outsourcing company based in Beijing, China. Roc Yang, chairman of the CDG had to face a dilemma when he discovered that one of his senior managers were given a gift to a potential client in an effort to win a major transaction of business. While this practice was common in the context of the China business is characterized by a heavy reliance on personal relationships, or guanxi, he went against the fundamental principles of the CDG - the professionalism and quality of service. Ian had to decide where to draw the line between professionalism and commitment to the local regulations in the country, caught in the midst of rapid economic transformation. "Hide
by Roy J. William Chua, Shaohui Chen, Lisa B. Kwan Source: HBS 12 pages. Publication Date: October 19, 2010. Prod. #: 411067-PDF-ENG
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