ISBN-10:
0415310156
ISBN-13:
9780415310154
Pub. Date:
12/19/2003
Publisher:
Taylor & Francis
Doing Business in China / Edition 2

Doing Business in China / Edition 2

by Tim Ambler, Morgen Witzel

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Product Details

ISBN-13: 9780415310154
Publisher: Taylor & Francis
Publication date: 12/19/2003
Edition description: REV
Pages: 288
Product dimensions: 5.50(w) x 8.50(h) x 0.60(d)

About the Author

Tim Ambler is a Senior Fellow of the Adam Smith Institute. He was previously Senior Fellow, London Business School, UK, and Joint Managing Director International Distillers and Vintners.

Morgen Witzel is a Fellow of the Centre for Leadership Studies at the University of Exeter Business School, UK

Chao Xi is Professor and Outstanding Fellow at the Faculty of Law, The Chinese University of Hong Kong, and Professorial Research Associate, SOAS China Institute, University of London, UK.

Table of Contents

Forewordviii
Acknowledgementsxii
Introduction1
Part I13
1The road to Cathay15
Research before the first visit16
Market facts18
General knowledge and sensibilities23
Options for visiting25
Finding business partners31
The decision to enter33
2Through a glass darkly: China from a Western perspective36
Geography37
History39
Ethnicity and language46
Culture47
Government and political situation50
Economy53
Chinese attitudes to the West60
Why all this matters61
Appendices62
3The furniture of the mind68
Introduction68
Philosophy69
Values82
Economics87
Strategy89
Conclusions95
4Relationships and regulations96
Guanxi97
Government100
Law109
Commercial relationship115
Conclusions119
An ethical interlude121
Part II129
5Creating harmony: alternative venture formats in the PRC131
Distribution and focus132
Agencies and licensing135
Joint ventures136
Wholly foreign-owned enterprises138
Identifying and negotiating with partners140
Making the choice148
6The marketing mix151
Looking back153
Marketing strategy155
Products, branding and packaging157
Pricing162
Promotion and advertising164
Place, channels and distribution170
Conclusions173
7The marketing process176
Market research in the PRC177
Other information183
Planning184
Conclusions189
8Rightness and correct form: the yi and li of relationships in China190
Hierarchies193
Lack of specialisation196
Decision-making and leadership197
Management by relationships198
The 'personnel problem' for Western companies in China200
The changing labour market in China201
Recruitment and rewards202
Training and development206
Conclusions207
9Doing business with the sojourners: the overseas Chinese communities209
The overseas Chinese210
What sets the overseas Chinese communities apart?216
Doing business with the overseas Chinese: similarities and differences with China225
Conclusions230
10China and the world232
Workshop of the world?233
Beyond the Great Wall235
Implications237
11Western and Chinese commercial thinking239
Summary of the book240
Doing business in China: the five pillars246
Conclusions250
Notes252
Bibliography257
Index266

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