TY  - BOOK
AU  - Gesteland,Richard R.
AU  - Seyk,Georg F.
TI  - Marketing across cultures in Asia
SN  - 8763000946
AV  - HF1416 .G437 2002
U1  - 658.848095 21
PY  - 2002///]
CY  - Copenhagen, Herndon, VA
PB  - Copenhagen Business School Press
KW  - Business etiquette
KW  - Asia
KW  - Marketing
KW  - Cross-cultural studies
KW  - Export marketing
KW  - Intercultural communication
KW  - Negotiation in business
N1  - 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 -- --; Pt. 1; Marketing in Asia; 1; 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; 2; 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; 3; Laying the Groundwork; Preparation and Research; Product Decisions: The Fundamentals for Market Development; Pricing Decisions; 4; 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; 5; 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; 6; Putting It All Together; Structuring Your Operations; Managing Your Operations; Role of the International Manager; 7; What about Bill? --; Pt. 2; Negotiating in Asia; 8; East Asia; Japanese Negotiating Behavior; Korean Negotiating Behavior; Chinese Negotiating Behavior; 9; Southeast Asia; Filipino Negotiating Behavior; Indonesian Negotiating Behavior; Malaysian Negotiating Behavior; Singaporean Negotiating Behavior; Thai Negotiating Behavior; Vietnamese Negotiating Behavior; Myanmar Business Negotiating Behavior; 10; South Asia; Bangladeshi Negotiating Behavior; Indian Negotiating Behavior
ER  -