Doing Business in China by Tim Ambler, Morgen Witzel, Chao Xi

By Tim Ambler, Morgen Witzel, Chao Xi

Aimed particularly at Western and non-Chinese companies and bosses this ebook bargains a theoretical framework for figuring out chinese language company tradition and a pragmatic advisor to enterprise practices, industry stipulations, negotiations, organisations, networks and the enterprise setting in China and the criteria which can bring about company success.

The authors advisor the reader throughout the strategies of marketplace access, advertising and handling operations during this precise social and cultural context by means of including:

  • case experiences and examples of industrial ventures as diversified as decorative lamps, vehicle washes, sausages and outdoors clothing
  • discussions of the problems surrounding items, pricing, distribution and advertising
  • advice on picking enterprise companions, negotiating and getting into chinese language abroad markets
  • guides to additional assets in neighborhood cultures to aid companies tailor their options to neighborhood conditions.

Building on the strengths of the 1st editions with new case experiences, up to date dialogue of the evolving industry and its interactions with executive and a brand new bankruptcy on enterprise law, the 3rd variation of Doing company in China will remain the #1 source for college kids of foreign company and administration reviews and practitioners with a watch on China.

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Example text

Listen to them, but keep an open mind. Some of these people are brilliant; others are people whose own business ventures in China have gone belly-up and who are now trying to scrape a living advising others on how to make the same mistakes. ) The networking approach is potentially the best, but it is also potentially the worst. Getting the right partner from the start can lead to a dream relationship; getting the wrong one can land you in a nightmare of which there are all too many examples. Get to know potential partners well before agreeing anything substantive, still less signing anything.

As one tactic, consider organising a reception (perhaps jointly to spread costs) for other compatible exhibitors and potential customers. Send out personal invitations ahead of time, using local business directories. Telephone first to try to learn personal names, rather than just inviting ‘The Marketing Director’. A formal personal invitation card is highly regarded. Guests will also be favourably impressed if the attention they receive on arrival is personal, intensive and enjoyable for them. It should be like an invitation to one’s own home.

British firms would only enter into a partnership with him if there was evidence of the arrangement including Chinese customers. The latter, in turn, were interested but would only come on board if British firms were already committed. Mills needed a partner in China to help him link the two together. He was fortunate in having a well-connected friend in Hong Kong who was able to advise him on options. These were to: • • • team up with a trading company such as Jardine Matheson team up with Chinese contractors in the hope of getting these to establish partnerships with their British rivals team up with ‘design institutes’.

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