How to manage a successful business in China:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hackensack, NJ [u.a.]
World Scientific
2010
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XII, 222 S. Ill. |
| ISBN: | 9789814287821 9814287822 |
Internformat
MARC
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Datensatz im Suchindex
| _version_ | 1804142933573632000 |
|---|---|
| adam_text | Titel: How to manage a successful business in China
Autor: Björkstén, Johan
Jahr: 2010
Contents
Acknowledgements v
Preface by Joerg Wuttke xi
Introduction Why We Wrote This Book 1
1. Understanding and Managing China-Specific Issues 2
2. China Holds Lessons for a Globalized World 3
Chapter 1 Chinese Business Climate 7
1.1. Land of Golden Opportunity or Corporate 7
Quagmire?
1.2. From Manufacturing Base to Competitive Market 9
1.3. More Demanding Head Offices 9
1.4. A Welcoming Business Climate... 9
1.5. .. .Or the Heavy Hand of the State? 10
1.6. The Wild East 11
1.7. What You as a Manager can Influence 12
Chapter 2 Differences and Similarities 15
2.1. Sources of Some Differences from Other Markets 16
2.2. Some China Factors with Global Relevance 17
2.3. Common Myths about China 19
2.4. A Diverse and Heterogeneous Market 19
2.5. Do You Really Need to be in China? 21
2.6. Common Sense Solutions 21
viii How to Manage a Successful Business in China
Chapter 3 Key Concepts of Chinese Business Culture 23
3.1. Face ? Making Other People Look Good 23
3.2. Giving, and Saving, Face 23
3.3. Guanxi ? Business Relationships 25
3.4. Government Relations 34
3.5. Business Etiquette 39
3.6. Negotiating in China 42
Chapter 4 The Language Challenge 53
4.1. Language is and will Remain an Issue 54
4.2. Make Sure Your Interpreter Understands 55
the Business
4.3. Beware of the Confidant Trap 56
4.4. Checklist for Non-Chinese Speakers 58
Chapter 5 Qualities of the Right Expatriate Manager 61
5.1. Send Your Best People 61
5.2. Professional Qualities 63
5.3. Personal Qualities 64
5.4. Long-Term Commitment 65
Chapter 6 Company Setup 67
6.1. Geographic Considerations 67
6.2. Development Zones 73
6.3. Legal Structure 73
6.4. Finding and Managing Business Partner 82
Relationships
6.5. Due Diligence 86
6.6. Consultants 91
Chapter 7 A Winning Local Team 95
7.1. A Human Resource-Scarce Environment 96
7.2. Characteristics of the Chinese Workforce 104
7.3. Find the Best Candidates, Trust Them, Train Them, 120
and Promote Them
Contents ix
Chapter 8 The Right Corporate Culture 135
8.1. You Cannot Fake It 135
8.2. Culture is Especially Important in China 137
8.3. Invest Heavily Upfront 141
8.4. Actively Develop the Culture 143
8.5. Do Not Rush Localization 144
8.6. Guard Against Corruption 146
8.7. Culture and Corporate Brand 155
8.8. Security 157
8.9. IPR Protection 158
Chapter 9 Right Business Focus 163
9.1. Clear Business Focus Drives a Strong Corporate 164
Culture
9.2. Market Size and Maturity 164
9.3. Speed of Change ? Peter s Story 165
9.4. Distribution is a Major Bottleneck 167
Chapter 10 Support Your Frontline Sales Organization 171
10.1. Production With or Without Local Sales? 171
10.2. Establishing a Sales Organization 173
10.3. Recruiting Frontline Sales People 175
10.4. Training, Developing, and Retaining Sales People 178
10.5. Point-of-Sales Promoters 181
10.6. Motivating the Sales Organization 182
10.7. Getting Paid 183
10.8. Checklist for Collecting Payments 186
Chapter 11 Marketing to China 189
11.1. The Ear to the Ground ? Understanding 191
Chinese Customers
11.2. Product Portfolio 196
11.3. Very Cheap, Very Cheap ? Pricing Strategies 198
11.4. Why Brand is So Important 199
11.5. PR and Advertising 200
x How to Manage a Successful Business in China
11.6. Public Relations 201
11.7. Guanxi and Marketing in China 206
11.8. Branding with Chinese Characters 207
11.9. Brand Names Make a Difference 208
11.10. Chinese is Unique 209
11.11. Mainland China, Taiwan, and HK 209
11.12. A Few Steps to Successful Marketing in China 210
Chapter 12 Successful Execution Demands Top 213
Management Attention
12.1. Execution Requires High-Level, Hands-on 213
Senior Management Attention, and Follow-Up
12.2. You Need to Create a Trusting and 215
Accepting Culture
12.3. Attaining Hands-Off 216
12.4. Managing in Downturns 217
Chapter 13 Dealing with Head Office 219
13.1. Managing Expectations 219
13.2. Ensuring Support 221
13.3. Communicating and Educating 221
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| isbn | 9789814287821 9814287822 |
| language | English |
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| spelling | Björkstén, Johan Verfasser aut How to manage a successful business in China Johan Björkstén ; Anders Hägglund Successful business in China Hackensack, NJ [u.a.] World Scientific 2010 XII, 222 S. Ill. txt rdacontent n rdamedia nc rdacarrier Management (DE-588)4037278-9 gnd rswk-swf China (DE-588)4009937-4 gnd rswk-swf Management Globalisierung Unternehmenskultur China (DE-588)4009937-4 g Management (DE-588)4037278-9 s DE-604 Hägglund, Anders Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=020320184&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
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| title | How to manage a successful business in China |
| title_alt | Successful business in China |
| title_auth | How to manage a successful business in China |
| title_exact_search | How to manage a successful business in China |
| title_full | How to manage a successful business in China Johan Björkstén ; Anders Hägglund |
| title_fullStr | How to manage a successful business in China Johan Björkstén ; Anders Hägglund |
| title_full_unstemmed | How to manage a successful business in China Johan Björkstén ; Anders Hägglund |
| title_short | How to manage a successful business in China |
| title_sort | how to manage a successful business in china |
| topic | Management (DE-588)4037278-9 gnd |
| topic_facet | Management China |
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