Doing Business in China / Edition 1

Doing Business in China / Edition 1

Pub. Date:
Taylor & Francis


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Doing Business in China / Edition 1

Having joined the World Trade Organisation (WTO) in 2002, China is now officially fully open for business and may soon be the biggest economy in the world. No one in, or embarking upon, a managerial career can afford to ignore a market that comprises one-fifth of the world's population. Doing Business in China is essential reading for the manager or firm setting up a business for the first time in this vital and complex market. Aimed specifically at Western and non-Chinese businesses and managers, this book offers a general framework for understanding Chinese business culture along with guidelines for acquiring further knowledge on China. Doing Business in China is a practical guide to business practices, market conditions, negotiations, organisations, networks and the business environment in China. Alongside summaries of theoretical research, the book provides a perceptual toolkit which will enable the businessperson or student to do business in China and apply that knowledge back in the West.

Building on the strengths of the first edition, this new second edition is fully updated to include new case studies as well as discussion of China's entry into the WTO. It is an invaluable resource for students of international business and management and practitioners alike.

Product Details

ISBN-13: 9780415223294
Publisher: Taylor & Francis
Publication date: 01/28/2000
Edition description: Older Edition
Pages: 240
Product dimensions: 5.50(w) x 8.50(h) x 0.70(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

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
Ethnicity and language46
Government and political situation50
Chinese attitudes to the West60
Why all this matters61
3The furniture of the mind68
4Relationships and regulations96
Commercial relationship115
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
Promotion and advertising164
Place, channels and distribution170
7The marketing process176
Market research in the PRC177
Other information183
8Rightness and correct form: the yi and li of relationships in China190
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
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
10China and the world232
Workshop of the world?233
Beyond the Great Wall235
11Western and Chinese commercial thinking239
Summary of the book240
Doing business in China: the five pillars246

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Doing Business in China 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
Review of `Doing Business in China¿ by John Stuttard `Doing Business in China¿ was written by Tim Ambler and Morgen Witzel and published by Routledge in 2000 (ISBN 0-415-22329-6). This is one of the books I wish I had been able to read in 1994 before I was seconded to China to develop and run our business in this exciting country. At that time, there were plenty of books written about history, culture, politics and economics in the PRC. However, there was very little written about business and how to succeed in creating and exploiting business opportunities. What I like about this book is the modesty displayed by the authors, yet the huge store of knowledge and understanding that is contained therein. In the Foreword, Sir Alan Donald writes, `There is no such thing as a Western ¿expert¿ on China, only varying degrees of ignorance¿ and, `Seeking to understand China¿is a long-term process¿. In their Introduction, the authors quote Lord Macartney, who tried unsuccessfully to open up the trade routes in the late 18th century on behalf of King George III, `Everything is covered by a veil¿. They also quote a more recent China hand, Sir Percy Craddock, `This is a big canvas, much of it still dark¿. But the great contribution of these two learned authors is the provision of a huge amount of advice to the newcomer to China and, most importantly, their ability to look at things through Chinese eyes. The book begins with an introduction to China, followed by a review of China from a Western perspective. The third chapter `The furniture of the mind¿ describes the different philosophies that China has experienced and the values that Chinese hold most dear, namely: respect for age, hierarchy and authority; saving and an aversion to conspicuous consumption; face ¿ particularly the concept of giving it; and other cultural dimensions such as motivation through ethics rather than consequence; the emphasis on synthesis and unity; the circular system of elements rather than their diversity; harmony versus self-interest; and certainty rather than the evaluation of risk. The fourth chapter deals with the obligatory subjects of relationships and regulation. After `An ethical interlude¿, that covers rights, responsibilities and the ever awkward subject of corruption, the authors do justice to the concept of creating harmony through alternative venture formats in the PRC. This is followed by advice on the marketing format and the marketing process. There is a huge amount of historical analysis, current fact and common sense advice for the businessman seeking to exploit this huge market. Some issues are left for another book. For example, the authors omit a long dissertation of the Chinese economy for good reasons (there are already plenty of other sources; much forecasting is guesswork; and macro-economic data has limited use in a country of this size). However, by doing so, there is little advice on sectors which are being given priority by the PRC Government or in which foreigners will be competitively advantaged post WTO Accession. There is little coverage of the issues of recruitment, training and culture change ¿ issues that foreign companies wrestle with as they seek to develop and manage their businesses in the PRC. There is little mention of the secrets of containing costs and maximising returns in a volatile and competitive environment. There is also little mention of the thorny problem experienced by all expatriates ¿ that of trying to get head office to understand the realities of doing business in China. But, as the authors point out `China is too vast and complex a subject for there to be ¿one big book about China¿ which tells you all you need to know¿. This is a book that will inform the beginner ¿ and the expert ¿ on the factors that can lead to business success. It is about risk assessment in a country where investment is high risk. `China is constantly changing and yet it is always the same¿ as the authors wis