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Journal of Business and Technical Communication
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An Indirect Style in Business Communication

Daniel D. Ding

Ferris State University

This article investigates how Confucianism inspires an indirect style in professional communication in China. Particularly, the author examines two major philosophical principles of Confucianism, Li (rituals/rules) and Ren (love/benevolence), and discusses how they encourage individuals to establish proper human relationships, to humble themselves, and to shun pure personal profits. Dictated by Confucianism, Chinese writers often focus on interpersonal relationships, humble themselves, and avoid personal profits before discussing pertinent business issues. As a result, Chinese writers are indirect in their style. They often employ the indirect style to accommodate two pragmatic acts: (a) establishing their ethos that helps create a strong bond between individuals at a more personal level and (b) building a harmonious social structure at a more societal level. Such a style is conducive to successful business transactions. So, it should not be explained as ineffective or as mere digressions.

Key Words: indirectness • communication style • Confucius • ethics • human relationships • society

Journal of Business and Technical Communication, Vol. 20, No. 1, 87-100 (2006)
DOI: 10.1177/1050651905281051
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[Abstract] [PDF]