Doing Business in China

Acknowledgements Introduction Part I 1. The Road to Cathay 1.1 Research before the first visit 1.2 Market facts 1.3 General knowledge and sensibilities 1.4 Options for visiting 1.5 Finding business partners 1.6 The decision to enter 2. Through a Glass Darkly: China from a Western Perspective 2.1 Geography 2.2 History 2.3 Ethnicity and language 2.4 Culture 2.5 Government and political situation 2.6 Economy 2.7 Chinese attitudes to the West 2.8 Why all this matters 2.9 Appendix 3. The Furniture of the Mind 3.1 Introduction 3.2 Philosophy 3.3 Values 3.4 Economics 3.5 Strategy 3.6 Conclusions 4. Relationships and Regulations 4.1 Guanxi 4.2 Government 4.3 Law 4.4 Commercial relationships 4.5 Conclusions Ethical Interlude Part II 5. Creating Harmony: Alternative Venture Formats in the PRC 5.1 Distribution and focus 5.2 Agencies and licensing 5.3 Joint ventures 5.4 Wholly foreign-owned enterprises 5.5 Identifying and negotiating with partners 5.6 Making the choice 6. The Marketing Mix 6.1 Looking back 6.2 Marketing strategy 6.3 Products, branding and packaging 6.4 Pricing 6.5 Promotion and advertising 6.6 Place, channels and distribution 6.7 Conclusions 7. The Marketing Process 7.1 Market research in PRC 7.2 Other information 7.3 Planning 7.4 Conclusions 8. Rightness and Correct Form: The Yi and Li of Relationships in China 8.1 Hierarchies 8.2 Lack of specialisation 8.3 Decision making and leadership 8.4 Management by relationships 8.5 The 'personnel problem' for Western companies in China 8.6 The changing labour market in China 8.7 Recruitment and rewards 8.8 Training and development 8.9 Conclusions 9. Doing Business with the Sojourners: The Overseas Chinese Communities 9.1 The overseas Chinese community 9.2 What sets the overseas communities apart? 9.3 Doing business with the overseas Chinese: similarities and differences with China 9.4 Conclusions 10. China and the World 10.1 Workshop of the world? 10.2 Beyond the Great Wall 10.3 Implications 11. Western and Commerical Chinese Thinking 11.1 Summary of the book 11.2 Doing business in China: the five pillars 11.3 Conclusions