1. E-commerce – USA vs China Differences I have noticed along the way….. Michael Michelini 迈理倪

2. Agenda Who am I? Define : Buying Online? Photo Quality Chatting Online Bargaining Payment Delivery Dispute Conclusion

3. Who am I? My background (form my opinions / perspective) Grew up in NorthEast USA (new york) 3rd generation American – Grandparents from Canada / Italy / France / Russia Moved to China end of 2007

4. Buying Online Who is buying online here? Trust Secure Culture Awareness

5. Photo Quality China, want to see real photos – Less professional seems more real USA, want to see professional photos

6. Chatting Online More People Chat online in CN Check before you buy

7. Bargaining Chinese bargain more Chinese make contract / agreement much more complex

8. Payment Credit Cards more commonly used in USA USA - Pay first, then ship Maybe that’s why USA debt problem?

9. Delivery USA – pay first, then deliver China – pay, escrow, deliver, release payment

10. Didn’t Receive Goods USA – ask seller – No response? China – Payment not released

11. Example Buying in USA Find Photos / Description Chat / Interaction Pay USA – pay first China – pay but hold in escrow Deliver USA – money received, ship China – in escrow, ship

12. Case Study Why ebay Failed in China – Didn’t adapt to Chinese culture – Wasn’t Free – Used US management

13. Conclusion People are People, in many ways the same. – But cultural experience defines us America much younger culture – Trust quicker China is growing & changing quickly

14. Question & Answer MaiLiNi.com/blog blog.michaelmichelini.com Michael Michelini 迈理倪 mike@shadstone.com Twitter @michelini Weibo @michelini Facebook.com/michelini