INSEAD Library

Includes bibliographical references and index

Digitized

Doing Busines In China Contents Foreword Acknowledgements Introduction PART I 1 The road to Cathay Research before the first visit 16 Market facts 18 Availability of facts 22 General knowledge and sensibilities 24 Options for visiting 27 Finding business partners 32 The decision to enter 34 2 Through a glass darkly: China from a Western perspective Geography 38 History 40 Ethnicity and language 46 Culture 48 Government and the political situation 50 Economy 53 ix xii 1 13 15 37 Chinese attitudes to the West 60 Why all this matters 62 Appendix 63 3 The furniture of the mind Philosophy 70 Values 82 Economics 87 Strategy 89 Conclusions 94 4 Relationships and regulations Guanxi 96 Guanxi and business 100 Government 102 Commercial relationships 110 Conclusions 113 5 Business and the law Law-making 116 Courts and judges 119 Lawyers 120 Contracts 122 Arbitration and mediation 123 Intellectual property 125 Conclusion 127 An ethical interlude PART II 6 Creating harmony: establishing businesses in China Distribution and focus 141 Agencies and licensing 143 Joint ventures 144 128 137 139 115 95 69 Wholly Foreign-owned enterprises 147 Identing and negotiating with partners 148 Making the choice 155 7 The marketing mix Looking back 161 Marketing strategy 163 Products, branding and packaging 165 Pricing 170 Promotion and advertising 171 Place, channels and distribution 179 Conclusions 182 8 The marketing process Market research in the PRC 186 Other information 192 Planning 193 Conclusions 198 9 Rightness and correct form: the yi and li of organisation in China Hierarchies 204 Lack of specialisation 207 Decision-making and leadership 208 Management by relationships 209 The 'personnel problem' for Western companies in China 211 Training and development 213 Recruitment and rewards 215 Conclusions 221 10 Doing business with the sojourners: the overseas Chinese communities The overseas Chinese 224 What sets the overseas Chinese apart? 229 185 159 200 223 Doing business with the overseas Chinese 238 Conclusions 243 11 China and the world Skilled hands, skilled brains 247 Beyond the Great Wall 250 Implications 254 12 Western and Chinese commercial thinking Summary of the book 256 Doing business in China: the 'five pillars' 262 Conclusions 266 Notes Bibliography Index 267 272 281 255 245