Marketing across cultures in Asia /
Richard R. Gesteland & Georg F. Seyk.
- xv, 172 pages : maps ; 24 cm
Includes bibliographical references.
pt. 1: Marketing in Asia. Sizing up the market ; Business behavior in Asia ; Laying the groundwork ; Exploring a network ; Getting it in writing ; Putting it all together ; What about Bill? -- pt. 2: Negotiating in Asia. East Asia ; Southeast Asia ; South Asia -- -- Marketing in Asia. Sizing up the Market. The Case of Bill Stafford. Globalization and Asia. Asia: The Geography. Strategic Planning. Marketing in Asia: Dealing With the Uncontrollable. The Greatest Marketing Variable: People. Business Behavior in Asia. Three Keys to Understanding Asian Business Behavior. Relationships. Making Initial Contact. What About Telemarketing? Getting down to Business. Direct vs. Indirect Language. 'Inscrutable Oriental'? 'Face'. The Meaning of 'Sincerity'. Asian Hierarchies: Status, Power, and Respect. Playing the Name Game: The First May Be Last. Showing Respect to the Customer. Time Behavior in Asia. Where the Clock Slows Down. Laying the Groundwork. Preparation and Research. Product Decisions: The Fundamentals for Market Development. Pricing Decisions. Exploring a Network. Market Entry: Basic Considerations. Domestic Export Channels. Direct Sales to Foreign Buyers: The E-Business Option. Licensing and Franchising: Pros and Cons. Joint Ventures: Pros and Cons. Subsidiaries: When to Go It Alone. Strategic Alliances. Selection Tactics: Key Points For Positioning. Getting It in Writing. Legal Issues: What to Look For. The Bribery Issue. Culture and Corruption. When You Need a Lawyer. The Distribution Agreement: Your Cornerstone Contact. Contract Negotiations: Dealing with the Asian Perspective. Putting It All Together. Structuring Your Operations. Managing Your Operations. Role of the International Manager. What about Bill? -- Negotiating in Asia. East Asia. Japanese Negotiating Behavior. Korean Negotiating Behavior. Chinese Negotiating Behavior. Southeast Asia. Filipino Negotiating Behavior. Indonesian Negotiating Behavior. Malaysian Negotiating Behavior. Singaporean Negotiating Behavior. Thai Negotiating Behavior. Vietnamese Negotiating Behavior. Myanmar Business Negotiating Behavior. South Asia. Bangladeshi Negotiating Behavior. Indian Negotiating Behavior. Pt. 1. 1. 2. 3. 4. 5. 6. 7. Pt. 2. 8. 9. 10.
8763000946 9788763000949
Business etiquette--Asia Marketing--Cross-cultural studies Export marketing--Cross-cultural studies Intercultural communication. Negotiation in business--Cross-cultural studies