Doing Business in China

Aimed specifically at Western and non-Chinese businesses and managers this book offers a theoretical framework for understanding Chinese business culture and a practical guide to business practices, market conditions, negotiations, organizations, networks and the business environment in China and the factors that can lead to business success. The authors guide the reader through the processes of market entry, marketing and managing operations in this unique social and cultural context by including: * case studies and examples of business ventures as diverse as ornamental lamps, car washes, sausages and outdoor clothing * discussions of the issues surrounding products, pricing, distribution and advertising * advice on choosing business partners, negotiating and entering Chinese Overseas markets * guides to further resources in local cultures to help businesses tailor their strategies to local conditions. Building on the strengths of the first two editions with new case studies, updated discussion of the evolving marketplace and its interactions with government and a new chapter on business law, the third edition of __Doing Business in China__ will continue to be the number one resource for students of international business and management studies and practitioners with an eye on China.

Aimed specifically at Western and non-Chinese businesses and managers this book offers a theoretical framework for understanding Chinese business culture and a practical guide to business practices, market conditions, negotiations, organizations, networks and the business environment in China and the factors that can lead to business success.

The authors guide the reader through the processes of market entry, marketing and managing operations in this unique social and cultural context by including:

• case studies and examples of business ventures as diverse as ornamental lamps, car washes, sausages and outdoor clothing


• discussions of the issues surrounding products, pricing, distribution and advertising


• advice on choosing business partners, negotiating and entering Chinese Overseas markets


• guides to further resources in local cultures to help businesses tailor their strategies to local conditions.

Building on the strengths of the first two editions with new case studies, updated discussion of the evolving marketplace and its interactions with government and a new chapter on business law, the third edition of Doing Business in China will continue to be the number one resource for students of international business and management studies and practitioners with an eye on China.

Book Cover......Page 1 Title......Page 4 Copyright......Page 5 Contents......Page 6 Foreword......Page 10 Acknowledgements......Page 13 Introduction......Page 16 Part I......Page 28 1 The road to Cathay......Page 30 2 Through a glass darkly: China from a Western perspective......Page 52 3 The furniture of the mind......Page 84 4 Relationships and regulations......Page 110 5 Business and the law......Page 130 An ethical interlude......Page 143 Part II......Page 152 6 Creating harmony: Establishing businesses in China......Page 154 7 The marketing mix......Page 174 8 The marketing process......Page 200 9 Rightness and correct form: The yi and li of organisation in China......Page 215 10 Doing business with the sojourners: The overseas Chinese communities......Page 238 11 China and the world......Page 260 12 Western and Chinese commercial thinking......Page 270 Notes......Page 282 Bibliography......Page 287 Index......Page 296 The road to Cathay Through a glass darkly : China from a western perspective The furniture of the mind Relationships and government Business and the law Creating harmony : alternative venture formats in PRC The marketing mix The marketing process Rightness and correct form : the yi and li of relationships in China Doing business with the sojurners : the overseas Chinese communities China and the world Western and Chinese commercial thinking. This is a general introduction to managing business enterprises in China, aimed specifically at Western and non-Chinese businesses and managers, particularly those with limited experience of China