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China uncovered: what you need to know to do business in China

Author: Story, Jonathan INSEAD Area: Economics and Political SciencePublisher: Pearson , 2010.Language: EnglishDescription: 227 p. ; 23 cm.ISBN: 9780273708278Type of document: INSEAD BookBibliography/Index: Includes bibliographical references and indexAbstract: Should you be doing business in China? This is a question many businesses are asking, but not one with a simple answer. On the one hand, the opportunities are great; on the other, the complexities are many and China is changing so rapidly it can be difficult to keep up. This insightful work sets out the implications of doing business in the country. To maximise the chances of success, it covers an extensive range of topics: ensuring strategy reflects the pace of change, the unusual risks of operating in China, the business realities of this uncertain market, why government relations are a core part of doing business – and how to create productive relationships with officials, the best way to start business operations in China, the choice of location, understanding cultural differences, developing a dual sales strategy (domestic and export), using a brand to keep ahead of competitors, and understanding the importance of China to the organisation as a whole.
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Item type Current location Collection Call number Status Date due Barcode Item holds
INSEAD Book Asia Campus
INSEAD Publications Display
Print HC500.42 .C4 S86 2010
(Browse shelf)
900221109
Available 900221109
INSEAD Book Asia Campus
INSEAD Publications Display
Print HC500.42 .C4 S86 2010
(Browse shelf)
900200535
Available 900200535
INSEAD Book Asia Campus
INSEAD Publications Display
Print HC500.42 .C4 S86 2010
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900200597
Available 900200597
INSEAD Book Europe Campus
Main Collection
Print HC500.42 .C4 S86 2010
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001266979
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INSEAD Book Europe Campus
Main Collection
Print HC500.42 .C4 S86 2010
(Browse shelf)
001266962
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INSEAD Book Middle East Campus
INSEAD Publications Display
Print HC500.42 .C4 S86 2010
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500000630
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Includes bibliographical references and index

Should you be doing business in China? This is a question many businesses are asking, but not one with a simple answer. On the one hand, the opportunities are great; on the other, the complexities are many and China is changing so rapidly it can be difficult to keep up. This insightful work sets out the implications of doing business in the country. To maximise the chances of success, it covers an extensive range of topics: ensuring strategy reflects the pace of change, the unusual risks of operating in China, the business realities of this uncertain market, why government relations are a core part of doing business – and how to create productive relationships with officials, the best way to start business operations in China, the choice of location, understanding cultural differences, developing a dual sales strategy (domestic and export), using a brand to keep ahead of competitors, and understanding the importance of China to the organisation as a whole.

Digitized

China Uncovered What you need to know to do business in China Contents Foreword / ix About the author / xiii Introduction / xiv 1. Transformation: why operating in China is 30 per cent plan, 70 per cent trial and error / 1 All change: a double transformation / 2 Transition: building socialism with Chinese characteristics / 5 The dark side / 12 Implications for business / 19 China takeaways / 25 2. The organisation: a work in progress / 28 The China context: implications for strategy / 28 The learning organisation / 33 The view from HQ / 35 Growing with China / 47 China takeaways / 49 3. Government relations / 52 Why government relations are so important / 53 One system, two roads / 54 Getting to know you / 61 Government relations as strategy / 71 China takeaways / 74 4. China choices: business structure and location / 76 An ever-widening door / 76 Business structure options / 80 Choosing a location / 94 A word about timing / 97 China takeaways / 99 5. The people problem / 101 Language, culture and communication / 102 Recruitment / 108 Training / 114 Retention and motivation / 115 Managing people / i20 China takeaways / 121 6. Climbing the ladder in the right order: setting up operations / 123 Quality -- the supplier problem / 123 Delivery / 133 Costs / 134 Engineering / 136 Knowledge transfer / 137 Research and development / 144 China takeaways / 147 7. Understanding and supplying the Chinese market / 149 Know your market / 150 Know your customer / 156 Get the price right / 160 Supply your market / 161 Build a local salesforce / 164 Get paid / 166 Export / 167 China takeaways / 170 8. Promoting the brand / 172 China in the global knowledge structure / 173 The Chinese consumer / 177 Localising the brand / 183 Extending the brand / 185 Brand innovation / 187 Allocating your branding budget / 188 Chinese brands / 192 China takeaways / 195 9 Choosing China / 197 B, R, I or C? / 198 An example / 202 Business not country / 217 China takeaway / 217 Last word / 218 Index / 219

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