Marketing across cultures in Asia:
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Copenhagen
Copenhagen Business School Press
2002
|
| Edition: | 1. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XV, 172 S. Kt. |
| ISBN: | 8763000946 |
Staff View
MARC
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Record in the Search Index
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| adam_text | Contents
About the Authors IX
Foreword XI
Maps XIII
PART ONE. Marketing in Asia
1. Sizing up the Market 3
The Case of Bill Stafford 3
Globalization and Asia 4
Asia: The Geography 5
Strategic Planning 6
Marketing in Asia: Dealing With the Uncontrollable 9
The Greatest Marketing Variable: People 11
2. Business Behavior in Asia 13
Three Keys to Understanding Asian Business Behavior 13
Relationships 13
Making Initial Contact 14
What About Telemarketing? 15
Getting down to Business 17
Direct vs Indirect Language 1 9
Inscrutable Oriental ? 20
Face 20
The Meaning of Sincerity 23
Asian Hierarchies: Status, Power, and Respect 24
Playing the Name Game: The First May Be Last 25
Showing Respect to the Customer 26
Time Behavior in Asia 32
Where the Clock Slows Down 33
3. Laying the Groundwork 37
Preparation and Research 37
Product Decisions: The Fundamentals
for Market Development 39
Pricing Decisions 43
4. Exploring a Network 47
Market Entry: Basic Considerations 47
Domestic Export Channels 48
Direct Sales to Foreign Buyers: The E Business Option 5/
Licensing and Franchising: Pros and Cons 61
Joint Ventures: Pros and Cons 64
Subsidiaries: When to Go It Alone 67
Strategic Alliances 71
Selection Tactics: Key Points For Positioning 72
5. Getting It in Writing 75
Legal Issues: What to Look For 75
The Bribery Issue 77
Culture and Corruption 80
When You Need a Lawyer 80
The Distribution Agreement: Your Cornerstone Contract 81
Contract Negotiations: Dealing with the Asian Perspective 55
6. Putting It All Together 89
Structuring Your Operations 89
Managing Your Operations 92
Role of the International Manager 93
7. What about Bill? 97
PART TWO. Negotiating in Asia
8. East Asia 101
Japanese Negotiating Behavior 101
Korean Negotiating Behavior 108
Chinese Negotiating Behavior 114
9. Southeast Asia 123
Filipino Negotiating Behavior 123
Indonesian Negotiating Behavior 128
Malaysian Negotiating Behavior 133
Singaporean Negotiating Behavior 139
Thai Negotiating Behavior 143
Vietnamese Negotiating Behavior 148
Myanmar Business Negotiating Behavior 153
10. South Asia 157
Bangladeshi Negotiating Behavior 157
Indian Negotiating Behavior 161
Further reading 169
|
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| illustrated | Illustrated |
| indexdate | 2024-07-09T19:01:48Z |
| institution | BVB |
| isbn | 8763000946 |
| language | English |
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| physical | XV, 172 S. Kt. |
| publishDate | 2002 |
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| spelling | Gesteland, Richard R. Verfasser aut Marketing across cultures in Asia Richard R. Gesteland & Georg F. Seyk 1. ed. Copenhagen Copenhagen Business School Press 2002 XV, 172 S. Kt. txt rdacontent n rdamedia nc rdacarrier Marketing gtt Interkulturelle Kommunikation Business etiquette Asia Export marketing Cross-cultural studies Intercultural communication Marketing Cross-cultural studies Negotiation in business Cross-cultural studies Asien Seyk, Georg F. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009830535&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Gesteland, Richard R. Seyk, Georg F. Marketing across cultures in Asia Marketing gtt Interkulturelle Kommunikation Business etiquette Asia Export marketing Cross-cultural studies Intercultural communication Marketing Cross-cultural studies Negotiation in business Cross-cultural studies |
| title | Marketing across cultures in Asia |
| title_auth | Marketing across cultures in Asia |
| title_exact_search | Marketing across cultures in Asia |
| title_full | Marketing across cultures in Asia Richard R. Gesteland & Georg F. Seyk |
| title_fullStr | Marketing across cultures in Asia Richard R. Gesteland & Georg F. Seyk |
| title_full_unstemmed | Marketing across cultures in Asia Richard R. Gesteland & Georg F. Seyk |
| title_short | Marketing across cultures in Asia |
| title_sort | marketing across cultures in asia |
| topic | Marketing gtt Interkulturelle Kommunikation Business etiquette Asia Export marketing Cross-cultural studies Intercultural communication Marketing Cross-cultural studies Negotiation in business Cross-cultural studies |
| topic_facet | Marketing Interkulturelle Kommunikation Business etiquette Asia Export marketing Cross-cultural studies Intercultural communication Marketing Cross-cultural studies Negotiation in business Cross-cultural studies Asien |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009830535&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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