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The China factor : leveraging emerging business strategies to compete, grow, and win in the new global economy / / Amy Karam
| The China factor : leveraging emerging business strategies to compete, grow, and win in the new global economy / / Amy Karam |
| Autore | Karam Amy |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Incorporated, , [2016] |
| Descrizione fisica | 1 online resource (307 pages) : color illustrations |
| Disciplina | 658.8/40951 |
| Soggetto topico |
Export marketing - China
Export marketing - Western countries International business enterprises - China International business enterprises - Western countries Strategic planning Competition, International |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-119-27424-9
1-119-27414-1 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The China Factor -- Contents -- Foreword -- Introduction -- Where Is This Book Coming From? -- Macroeconomics and the Interdependency of Nations -- Go Global, Be Global, Know Global -- The Power of Politics in Business -- The Innovation Advantage -- This Book Is About . . . -- About You and Your Challenges -- New Territory Requires a Guide -- A New Era -- Section I: State of Affairs -- Chapter 1: The Art of War . . . and Money -- China Has Risen and Is Here to Stay -- China Has Grown into a Formidable and Undeniable Force -- Societal Shift -- A Wake-Up Call for the West -- A New Global Paradigm of Business -- Chapter 2: East and West: The Current State of Affairs -- The Western World Has Dominated with a Position of Strength -- Bedrock of Innovation -- Entrepreneurial Spirit -- Education System -- Consumerism, Brands, and Differentiation -- Access to Low-Cost Suppliers Overseas -- Attitude of Growth -- The (Perceived) Role of the East: Areas of Strength and Specialization -- Execution Expertise -- Manufacturing Expertise -- Masterful Replication -- Inherently Driven -- Chapter 3: How China Came Up the Ladder (and So Quickly) -- Factors Contributing to China's Rapid Success and Growth -- Capitalism Became Okay -- Urbanization Impacted the Way the Chinese Do Business -- China's Rise to a Manufacturing Center for the West -- Right Place, Right Time -- Wealth Accumulation through Exchange Rate Management -- Government Assistance -- Acquisition of Know-How -- Emulation of Market and Industry Leaders, Replication of Product Designs -- Liberalization of Financing -- And Then the Shift Began . . . -- Chapter 4: The West No Longer Rules -- Melding of Positions -- China Today -- The West Today: What's Wrong? -- But It's Not Game Over Yet for the West . . . -- China Still Has Some of Its Own Challenges to Overcome.
The United States and the West: Strengths and Key Differentiators -- Will China Stay, Stall, or Fall? -- The Bottom Line Is That It Doesn't Matter . . . -- Chapter 5: Introduction to the Marketing Framework for Our Analysis -- Understanding How to Position Your Market Offering -- Framework for Analysis -- Stage 1: Market Segmentation -- Stage 2: Target Market Selection -- Stage 3: Defining and Applying the New 5Ps of Marketing -- Stage 4: Positioning and the Marketing Mix -- Section II: China -- Chapter 6: How the Chinese Do Business à la the 5Ps: A Brief Summary -- Product (Solution and Innovation) -- Price (Value-Add) -- Place (Partnerships) -- Promotion (Customer Relationships and Culture) -- Politics -- Chapter 7: Market Segmentation and Target Market Selection + China's Market Penetration Approach -- Step 1: Market Segmentation -- Customer/Market Segmentation: Slice It Up! -- Developed Markets versus Emerging Markets -- Step 2: Target Market Selection -- Setting Goals: Looking at the Chinese Target Market Strategy -- OSPF (Open Shortest Path First) -- The Unsatisfied Customer = My Customer -- Customer Profiling: Knowing Your Customer -- Practice Makes Perfect -- Getting to Know Your Future Target Customer: Back to Goals -- General Barriers to Market Entry -- Chapter 8: China: Product => Solution and Innovation: It's Not Just about Product Superiority Anymore -- Product Superiority Does Not Always Win the Deal . . . -- Sometimes It's the Free Fries and Extra Ketchup, Not the Burger: The Solution Approach -- Financing -- Training/Knowledge Transfer -- Support Services and Resources -- Plagiarism Is the Sincerest Form of Flattery -- Pleasing the Customer: Always Say Yes to Customization -- Innovation -- Can China Innovate without a Free and Open Society? -- Chapter 9: China: Price => Value-Add -- Free! (Try to Beat That!). Loss-Leader Approach as Part of Market Penetration Strategy: Discounting Till Death -- Emerging Entrants Will Often Try to Win on Price First -- Price Discrimination at Factories -- A Deal Is Not a Deal -- Hidden Price Lists, Holistic Pricing -- Strategic Accounts: Must-Win Battles . . . or Buy Them -- Try-and-Buy and Pay-as-You-Grow Arrangements -- Flexible Commercial Terms -- New Business Models -- Chickens for Routers: The Barter System Is Alive and Well -- Financing: Can't Afford It? No Problem! -- Loans/Subsidies from the Chinese Government-China Development Bank -- Chapter 10: China: Place => Partnerships -- How They Sell: Selling Direct versus via Partners -- Selling Direct -- Selling with Partners -- Partnerships and Alliances: Coopetition -- Partnerships -- Local Presence -- Partnering with Customers -- Market Access Exchange -- Alliances -- Challenges -- Chapter 11: China: Promotion => Customer Relationships and Culture -- Customer Relationships -- Customer Reference Accounts Are Key -- High-Touch Customer Relationship Model -- Attaining High Customer Satisfaction -- Invest in Customers -- Influence at All Levels -- Relationships with Greater Intentions (Ulterior Motives) -- Partnerships to Aid in Market Penetration -- Communications -- Marketing and Conferences -- Associations and Standards Bodies -- Brands -- Chapter 12: China: Politics => The 5th P-The Geopolitical Dimension -- Politics: The Geopolitical Dimension -- Nationalistic Philosophy-Venturing Out with Team China -- A Partnership Approach -- Countries with Resources -- Ethics and Boundaries: Unfair Trade Practices -- Security Concerns -- Why Do You All Hate Me?! -- Actions to Appease Concerns -- Section III: The West -- Chapter 13: Recommendations for the West and Application of the 5Ps -- Recommendations for the West -- The 5Ps of Global Marketing. Chapter 14: The West: Product => Solution and Innovation: Modifying the Western Way Based on Your New Market Goals -- Product Superiority Doesn't Always Win -- One Size Does Not Fit All -- Evolve Your Offers into Solutions: Free Fries and Extra Ketchup (Remember?) -- Develop Targeted, Market-Appropriate Products -- Rapid Time-to-Market -- Product-Specific Example -- Product Development Efficiencies -- Made in the USA -- Positioning of Your Product and the Message You Send -- Compete Hard -- Chapter 15: The West: Price => Value-Add: Be Strategic, Think Scenarios -- The Discounting Game (Don't Go There-Compete on Value) -- Learn How to Position Your Premium Pricing -- Think Big Picture and Longer Term -- Defend Your Value-Add -- Sell Like a Company, Not Like a Business Unit -- Get Creative and Think Holistically Early in the Negotiation -- Price According to Customer's Propensity to Pay -- Offer Financing Options as Differentiators -- Creative Financing Models -- The World Bank Group and Other Development Bodies -- Combat Unfair Pricing -- Chapter 16: The West: Place => Partnerships -- Selling Direct versus through Partners-Know Your Customer's Preference -- Partners Are Key and So Is Your Involvement -- Engage with Channel Partners -- Educate Your Channel Partner -- Partner with Your Customer -- Form Public-Private Partnerships -- Partner with the Competition: Coopetition -- Place and Presence -- Chapter 17: The West: Promotion => Customer Relationships and Culture: Recommendations for the West -- (Really) Know Your Customer by Knowing Their Culture -- Cultural Dimensions -- Trust -- Know Your Competition -- Know Yourself -- Analyze Using the Customer Profile -- Build Relationships at All Levels -- Influence at All Organizational Levels -- Go Outside the Organization -- Help Your Customer Get to Yes More Quickly -- Be Flexible and Adapt -- Be Nice. More Than "Free Fries"-Crispy Too? Going Above and Beyond -- Articulate All That You Bring to the Table -- Always Deliver, Do Not Overcommit -- Practice High-Touch Customer Relations -- Adopt a Longer-Term View and Approach -- Invest and Commit beyond the Signing of the Purchase Order -- Example -- Embrace a Long-Term Approach and Philosophy within Your Organization -- Understand How Sales Compensation and Customer Intimacy Are Related -- Chapter 18: The West: Politics => The Geopolitical Dimension: Get Your Government Involved, Get Involved with Your Government -- Using the Corporate Government Affairs (GA) Group in Your Company -- Getting the Corporate Government Affairs (GA) Group on Board -- Creating a GA Initiative to Support Emerging Markets -- Know Your Priorities, Budgets -- Government Regulatory Barriers That Hinder Competitiveness Overseas -- The Export License Process: A Bottleneck for International Business -- Taking Action as a Company -- Escalating Challenges to Government -- The U.S. Department of Commerce (or Your Country's Equivalent) Is There to Help You -- Fair Trade Is in the Emerging Entrants' Best Interest, Too -- Be Proactive before the Situation Is Critical -- Remind Your Customers of Their Own Rules -- Remember That Unfair Practices Go Both Ways -- Chapter 19: Innovation Models: West and East -- Introduction -- Is the United States Losing Its Innovation Edge? -- Being Strategic about Innovation -- Innovation Models -- Traditional/Sustaining Innovation -- Disruptive Innovation -- Disruptive Innovation as Part of a Competitive Revectoring Strategy: Nokia -- Disruptive Innovation as Part of a Survival Strategy: BlackBerry and HTC -- Disruptive Innovation as Part of a Long-Term Strategy and Vision: Facebook, Safaricom, and Tata Motors -- How Do You Discover a Disruptive Innovation? -- How to Maximize Your Disruption Success. Market-Targeted Innovation for Emerging Markets (Reverse Innovation). |
| Record Nr. | UNINA-9910465130703321 |
Karam Amy
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Incorporated, , [2016] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The China factor : leveraging emerging business strategies to compete, grow, and win in the new global economy / / Amy Karam
| The China factor : leveraging emerging business strategies to compete, grow, and win in the new global economy / / Amy Karam |
| Autore | Karam Amy |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Incorporated, , [2016] |
| Descrizione fisica | 1 online resource (307 pages) : color illustrations |
| Disciplina | 658.8/40951 |
| Soggetto topico |
Export marketing - China
Export marketing - Western countries International business enterprises - China International business enterprises - Western countries Strategic planning Competition, International |
| ISBN |
1-119-27424-9
1-119-27414-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The China Factor -- Contents -- Foreword -- Introduction -- Where Is This Book Coming From? -- Macroeconomics and the Interdependency of Nations -- Go Global, Be Global, Know Global -- The Power of Politics in Business -- The Innovation Advantage -- This Book Is About . . . -- About You and Your Challenges -- New Territory Requires a Guide -- A New Era -- Section I: State of Affairs -- Chapter 1: The Art of War . . . and Money -- China Has Risen and Is Here to Stay -- China Has Grown into a Formidable and Undeniable Force -- Societal Shift -- A Wake-Up Call for the West -- A New Global Paradigm of Business -- Chapter 2: East and West: The Current State of Affairs -- The Western World Has Dominated with a Position of Strength -- Bedrock of Innovation -- Entrepreneurial Spirit -- Education System -- Consumerism, Brands, and Differentiation -- Access to Low-Cost Suppliers Overseas -- Attitude of Growth -- The (Perceived) Role of the East: Areas of Strength and Specialization -- Execution Expertise -- Manufacturing Expertise -- Masterful Replication -- Inherently Driven -- Chapter 3: How China Came Up the Ladder (and So Quickly) -- Factors Contributing to China's Rapid Success and Growth -- Capitalism Became Okay -- Urbanization Impacted the Way the Chinese Do Business -- China's Rise to a Manufacturing Center for the West -- Right Place, Right Time -- Wealth Accumulation through Exchange Rate Management -- Government Assistance -- Acquisition of Know-How -- Emulation of Market and Industry Leaders, Replication of Product Designs -- Liberalization of Financing -- And Then the Shift Began . . . -- Chapter 4: The West No Longer Rules -- Melding of Positions -- China Today -- The West Today: What's Wrong? -- But It's Not Game Over Yet for the West . . . -- China Still Has Some of Its Own Challenges to Overcome.
The United States and the West: Strengths and Key Differentiators -- Will China Stay, Stall, or Fall? -- The Bottom Line Is That It Doesn't Matter . . . -- Chapter 5: Introduction to the Marketing Framework for Our Analysis -- Understanding How to Position Your Market Offering -- Framework for Analysis -- Stage 1: Market Segmentation -- Stage 2: Target Market Selection -- Stage 3: Defining and Applying the New 5Ps of Marketing -- Stage 4: Positioning and the Marketing Mix -- Section II: China -- Chapter 6: How the Chinese Do Business à la the 5Ps: A Brief Summary -- Product (Solution and Innovation) -- Price (Value-Add) -- Place (Partnerships) -- Promotion (Customer Relationships and Culture) -- Politics -- Chapter 7: Market Segmentation and Target Market Selection + China's Market Penetration Approach -- Step 1: Market Segmentation -- Customer/Market Segmentation: Slice It Up! -- Developed Markets versus Emerging Markets -- Step 2: Target Market Selection -- Setting Goals: Looking at the Chinese Target Market Strategy -- OSPF (Open Shortest Path First) -- The Unsatisfied Customer = My Customer -- Customer Profiling: Knowing Your Customer -- Practice Makes Perfect -- Getting to Know Your Future Target Customer: Back to Goals -- General Barriers to Market Entry -- Chapter 8: China: Product => Solution and Innovation: It's Not Just about Product Superiority Anymore -- Product Superiority Does Not Always Win the Deal . . . -- Sometimes It's the Free Fries and Extra Ketchup, Not the Burger: The Solution Approach -- Financing -- Training/Knowledge Transfer -- Support Services and Resources -- Plagiarism Is the Sincerest Form of Flattery -- Pleasing the Customer: Always Say Yes to Customization -- Innovation -- Can China Innovate without a Free and Open Society? -- Chapter 9: China: Price => Value-Add -- Free! (Try to Beat That!). Loss-Leader Approach as Part of Market Penetration Strategy: Discounting Till Death -- Emerging Entrants Will Often Try to Win on Price First -- Price Discrimination at Factories -- A Deal Is Not a Deal -- Hidden Price Lists, Holistic Pricing -- Strategic Accounts: Must-Win Battles . . . or Buy Them -- Try-and-Buy and Pay-as-You-Grow Arrangements -- Flexible Commercial Terms -- New Business Models -- Chickens for Routers: The Barter System Is Alive and Well -- Financing: Can't Afford It? No Problem! -- Loans/Subsidies from the Chinese Government-China Development Bank -- Chapter 10: China: Place => Partnerships -- How They Sell: Selling Direct versus via Partners -- Selling Direct -- Selling with Partners -- Partnerships and Alliances: Coopetition -- Partnerships -- Local Presence -- Partnering with Customers -- Market Access Exchange -- Alliances -- Challenges -- Chapter 11: China: Promotion => Customer Relationships and Culture -- Customer Relationships -- Customer Reference Accounts Are Key -- High-Touch Customer Relationship Model -- Attaining High Customer Satisfaction -- Invest in Customers -- Influence at All Levels -- Relationships with Greater Intentions (Ulterior Motives) -- Partnerships to Aid in Market Penetration -- Communications -- Marketing and Conferences -- Associations and Standards Bodies -- Brands -- Chapter 12: China: Politics => The 5th P-The Geopolitical Dimension -- Politics: The Geopolitical Dimension -- Nationalistic Philosophy-Venturing Out with Team China -- A Partnership Approach -- Countries with Resources -- Ethics and Boundaries: Unfair Trade Practices -- Security Concerns -- Why Do You All Hate Me?! -- Actions to Appease Concerns -- Section III: The West -- Chapter 13: Recommendations for the West and Application of the 5Ps -- Recommendations for the West -- The 5Ps of Global Marketing. Chapter 14: The West: Product => Solution and Innovation: Modifying the Western Way Based on Your New Market Goals -- Product Superiority Doesn't Always Win -- One Size Does Not Fit All -- Evolve Your Offers into Solutions: Free Fries and Extra Ketchup (Remember?) -- Develop Targeted, Market-Appropriate Products -- Rapid Time-to-Market -- Product-Specific Example -- Product Development Efficiencies -- Made in the USA -- Positioning of Your Product and the Message You Send -- Compete Hard -- Chapter 15: The West: Price => Value-Add: Be Strategic, Think Scenarios -- The Discounting Game (Don't Go There-Compete on Value) -- Learn How to Position Your Premium Pricing -- Think Big Picture and Longer Term -- Defend Your Value-Add -- Sell Like a Company, Not Like a Business Unit -- Get Creative and Think Holistically Early in the Negotiation -- Price According to Customer's Propensity to Pay -- Offer Financing Options as Differentiators -- Creative Financing Models -- The World Bank Group and Other Development Bodies -- Combat Unfair Pricing -- Chapter 16: The West: Place => Partnerships -- Selling Direct versus through Partners-Know Your Customer's Preference -- Partners Are Key and So Is Your Involvement -- Engage with Channel Partners -- Educate Your Channel Partner -- Partner with Your Customer -- Form Public-Private Partnerships -- Partner with the Competition: Coopetition -- Place and Presence -- Chapter 17: The West: Promotion => Customer Relationships and Culture: Recommendations for the West -- (Really) Know Your Customer by Knowing Their Culture -- Cultural Dimensions -- Trust -- Know Your Competition -- Know Yourself -- Analyze Using the Customer Profile -- Build Relationships at All Levels -- Influence at All Organizational Levels -- Go Outside the Organization -- Help Your Customer Get to Yes More Quickly -- Be Flexible and Adapt -- Be Nice. More Than "Free Fries"-Crispy Too? Going Above and Beyond -- Articulate All That You Bring to the Table -- Always Deliver, Do Not Overcommit -- Practice High-Touch Customer Relations -- Adopt a Longer-Term View and Approach -- Invest and Commit beyond the Signing of the Purchase Order -- Example -- Embrace a Long-Term Approach and Philosophy within Your Organization -- Understand How Sales Compensation and Customer Intimacy Are Related -- Chapter 18: The West: Politics => The Geopolitical Dimension: Get Your Government Involved, Get Involved with Your Government -- Using the Corporate Government Affairs (GA) Group in Your Company -- Getting the Corporate Government Affairs (GA) Group on Board -- Creating a GA Initiative to Support Emerging Markets -- Know Your Priorities, Budgets -- Government Regulatory Barriers That Hinder Competitiveness Overseas -- The Export License Process: A Bottleneck for International Business -- Taking Action as a Company -- Escalating Challenges to Government -- The U.S. Department of Commerce (or Your Country's Equivalent) Is There to Help You -- Fair Trade Is in the Emerging Entrants' Best Interest, Too -- Be Proactive before the Situation Is Critical -- Remind Your Customers of Their Own Rules -- Remember That Unfair Practices Go Both Ways -- Chapter 19: Innovation Models: West and East -- Introduction -- Is the United States Losing Its Innovation Edge? -- Being Strategic about Innovation -- Innovation Models -- Traditional/Sustaining Innovation -- Disruptive Innovation -- Disruptive Innovation as Part of a Competitive Revectoring Strategy: Nokia -- Disruptive Innovation as Part of a Survival Strategy: BlackBerry and HTC -- Disruptive Innovation as Part of a Long-Term Strategy and Vision: Facebook, Safaricom, and Tata Motors -- How Do You Discover a Disruptive Innovation? -- How to Maximize Your Disruption Success. Market-Targeted Innovation for Emerging Markets (Reverse Innovation). |
| Record Nr. | UNINA-9910798365003321 |
|
Karam Amy
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Incorporated, , [2016] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The China factor : leveraging emerging business strategies to compete, grow, and win in the new global economy / / Amy Karam
| The China factor : leveraging emerging business strategies to compete, grow, and win in the new global economy / / Amy Karam |
| Autore | Karam Amy |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Incorporated, , [2016] |
| Descrizione fisica | 1 online resource (307 pages) : color illustrations |
| Disciplina | 658.8/40951 |
| Soggetto topico |
Export marketing - China
Export marketing - Western countries International business enterprises - China International business enterprises - Western countries Strategic planning Competition, International |
| ISBN |
1-119-27424-9
1-119-27414-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The China Factor -- Contents -- Foreword -- Introduction -- Where Is This Book Coming From? -- Macroeconomics and the Interdependency of Nations -- Go Global, Be Global, Know Global -- The Power of Politics in Business -- The Innovation Advantage -- This Book Is About . . . -- About You and Your Challenges -- New Territory Requires a Guide -- A New Era -- Section I: State of Affairs -- Chapter 1: The Art of War . . . and Money -- China Has Risen and Is Here to Stay -- China Has Grown into a Formidable and Undeniable Force -- Societal Shift -- A Wake-Up Call for the West -- A New Global Paradigm of Business -- Chapter 2: East and West: The Current State of Affairs -- The Western World Has Dominated with a Position of Strength -- Bedrock of Innovation -- Entrepreneurial Spirit -- Education System -- Consumerism, Brands, and Differentiation -- Access to Low-Cost Suppliers Overseas -- Attitude of Growth -- The (Perceived) Role of the East: Areas of Strength and Specialization -- Execution Expertise -- Manufacturing Expertise -- Masterful Replication -- Inherently Driven -- Chapter 3: How China Came Up the Ladder (and So Quickly) -- Factors Contributing to China's Rapid Success and Growth -- Capitalism Became Okay -- Urbanization Impacted the Way the Chinese Do Business -- China's Rise to a Manufacturing Center for the West -- Right Place, Right Time -- Wealth Accumulation through Exchange Rate Management -- Government Assistance -- Acquisition of Know-How -- Emulation of Market and Industry Leaders, Replication of Product Designs -- Liberalization of Financing -- And Then the Shift Began . . . -- Chapter 4: The West No Longer Rules -- Melding of Positions -- China Today -- The West Today: What's Wrong? -- But It's Not Game Over Yet for the West . . . -- China Still Has Some of Its Own Challenges to Overcome.
The United States and the West: Strengths and Key Differentiators -- Will China Stay, Stall, or Fall? -- The Bottom Line Is That It Doesn't Matter . . . -- Chapter 5: Introduction to the Marketing Framework for Our Analysis -- Understanding How to Position Your Market Offering -- Framework for Analysis -- Stage 1: Market Segmentation -- Stage 2: Target Market Selection -- Stage 3: Defining and Applying the New 5Ps of Marketing -- Stage 4: Positioning and the Marketing Mix -- Section II: China -- Chapter 6: How the Chinese Do Business à la the 5Ps: A Brief Summary -- Product (Solution and Innovation) -- Price (Value-Add) -- Place (Partnerships) -- Promotion (Customer Relationships and Culture) -- Politics -- Chapter 7: Market Segmentation and Target Market Selection + China's Market Penetration Approach -- Step 1: Market Segmentation -- Customer/Market Segmentation: Slice It Up! -- Developed Markets versus Emerging Markets -- Step 2: Target Market Selection -- Setting Goals: Looking at the Chinese Target Market Strategy -- OSPF (Open Shortest Path First) -- The Unsatisfied Customer = My Customer -- Customer Profiling: Knowing Your Customer -- Practice Makes Perfect -- Getting to Know Your Future Target Customer: Back to Goals -- General Barriers to Market Entry -- Chapter 8: China: Product => Solution and Innovation: It's Not Just about Product Superiority Anymore -- Product Superiority Does Not Always Win the Deal . . . -- Sometimes It's the Free Fries and Extra Ketchup, Not the Burger: The Solution Approach -- Financing -- Training/Knowledge Transfer -- Support Services and Resources -- Plagiarism Is the Sincerest Form of Flattery -- Pleasing the Customer: Always Say Yes to Customization -- Innovation -- Can China Innovate without a Free and Open Society? -- Chapter 9: China: Price => Value-Add -- Free! (Try to Beat That!). Loss-Leader Approach as Part of Market Penetration Strategy: Discounting Till Death -- Emerging Entrants Will Often Try to Win on Price First -- Price Discrimination at Factories -- A Deal Is Not a Deal -- Hidden Price Lists, Holistic Pricing -- Strategic Accounts: Must-Win Battles . . . or Buy Them -- Try-and-Buy and Pay-as-You-Grow Arrangements -- Flexible Commercial Terms -- New Business Models -- Chickens for Routers: The Barter System Is Alive and Well -- Financing: Can't Afford It? No Problem! -- Loans/Subsidies from the Chinese Government-China Development Bank -- Chapter 10: China: Place => Partnerships -- How They Sell: Selling Direct versus via Partners -- Selling Direct -- Selling with Partners -- Partnerships and Alliances: Coopetition -- Partnerships -- Local Presence -- Partnering with Customers -- Market Access Exchange -- Alliances -- Challenges -- Chapter 11: China: Promotion => Customer Relationships and Culture -- Customer Relationships -- Customer Reference Accounts Are Key -- High-Touch Customer Relationship Model -- Attaining High Customer Satisfaction -- Invest in Customers -- Influence at All Levels -- Relationships with Greater Intentions (Ulterior Motives) -- Partnerships to Aid in Market Penetration -- Communications -- Marketing and Conferences -- Associations and Standards Bodies -- Brands -- Chapter 12: China: Politics => The 5th P-The Geopolitical Dimension -- Politics: The Geopolitical Dimension -- Nationalistic Philosophy-Venturing Out with Team China -- A Partnership Approach -- Countries with Resources -- Ethics and Boundaries: Unfair Trade Practices -- Security Concerns -- Why Do You All Hate Me?! -- Actions to Appease Concerns -- Section III: The West -- Chapter 13: Recommendations for the West and Application of the 5Ps -- Recommendations for the West -- The 5Ps of Global Marketing. Chapter 14: The West: Product => Solution and Innovation: Modifying the Western Way Based on Your New Market Goals -- Product Superiority Doesn't Always Win -- One Size Does Not Fit All -- Evolve Your Offers into Solutions: Free Fries and Extra Ketchup (Remember?) -- Develop Targeted, Market-Appropriate Products -- Rapid Time-to-Market -- Product-Specific Example -- Product Development Efficiencies -- Made in the USA -- Positioning of Your Product and the Message You Send -- Compete Hard -- Chapter 15: The West: Price => Value-Add: Be Strategic, Think Scenarios -- The Discounting Game (Don't Go There-Compete on Value) -- Learn How to Position Your Premium Pricing -- Think Big Picture and Longer Term -- Defend Your Value-Add -- Sell Like a Company, Not Like a Business Unit -- Get Creative and Think Holistically Early in the Negotiation -- Price According to Customer's Propensity to Pay -- Offer Financing Options as Differentiators -- Creative Financing Models -- The World Bank Group and Other Development Bodies -- Combat Unfair Pricing -- Chapter 16: The West: Place => Partnerships -- Selling Direct versus through Partners-Know Your Customer's Preference -- Partners Are Key and So Is Your Involvement -- Engage with Channel Partners -- Educate Your Channel Partner -- Partner with Your Customer -- Form Public-Private Partnerships -- Partner with the Competition: Coopetition -- Place and Presence -- Chapter 17: The West: Promotion => Customer Relationships and Culture: Recommendations for the West -- (Really) Know Your Customer by Knowing Their Culture -- Cultural Dimensions -- Trust -- Know Your Competition -- Know Yourself -- Analyze Using the Customer Profile -- Build Relationships at All Levels -- Influence at All Organizational Levels -- Go Outside the Organization -- Help Your Customer Get to Yes More Quickly -- Be Flexible and Adapt -- Be Nice. More Than "Free Fries"-Crispy Too? Going Above and Beyond -- Articulate All That You Bring to the Table -- Always Deliver, Do Not Overcommit -- Practice High-Touch Customer Relations -- Adopt a Longer-Term View and Approach -- Invest and Commit beyond the Signing of the Purchase Order -- Example -- Embrace a Long-Term Approach and Philosophy within Your Organization -- Understand How Sales Compensation and Customer Intimacy Are Related -- Chapter 18: The West: Politics => The Geopolitical Dimension: Get Your Government Involved, Get Involved with Your Government -- Using the Corporate Government Affairs (GA) Group in Your Company -- Getting the Corporate Government Affairs (GA) Group on Board -- Creating a GA Initiative to Support Emerging Markets -- Know Your Priorities, Budgets -- Government Regulatory Barriers That Hinder Competitiveness Overseas -- The Export License Process: A Bottleneck for International Business -- Taking Action as a Company -- Escalating Challenges to Government -- The U.S. Department of Commerce (or Your Country's Equivalent) Is There to Help You -- Fair Trade Is in the Emerging Entrants' Best Interest, Too -- Be Proactive before the Situation Is Critical -- Remind Your Customers of Their Own Rules -- Remember That Unfair Practices Go Both Ways -- Chapter 19: Innovation Models: West and East -- Introduction -- Is the United States Losing Its Innovation Edge? -- Being Strategic about Innovation -- Innovation Models -- Traditional/Sustaining Innovation -- Disruptive Innovation -- Disruptive Innovation as Part of a Competitive Revectoring Strategy: Nokia -- Disruptive Innovation as Part of a Survival Strategy: BlackBerry and HTC -- Disruptive Innovation as Part of a Long-Term Strategy and Vision: Facebook, Safaricom, and Tata Motors -- How Do You Discover a Disruptive Innovation? -- How to Maximize Your Disruption Success. Market-Targeted Innovation for Emerging Markets (Reverse Innovation). |
| Record Nr. | UNINA-9910818236703321 |
|
Karam Amy
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Incorporated, , [2016] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||