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_aHF1416 _b.G437 2002 |
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_a658.848095 _221 |
100 | 1 |
_aGesteland, Richard R., _eauthor. _91037282 |
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245 | 1 | 0 |
_aMarketing across cultures in Asia / _cRichard R. Gesteland & Georg F. Seyk. |
264 | 1 |
_aCopenhagen ; _aHerndon, VA : _bCopenhagen Business School Press, _c[2002] |
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264 | 4 | _c©2002 | |
300 |
_axv, 172 pages : _bmaps ; _c24 cm |
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336 |
_atext _btxt _2rdacontent |
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337 |
_aunmediated _bn _2rdamedia |
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338 |
_avolume _bnc _2rdacarrier |
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504 | _aIncludes bibliographical references. | ||
505 | 0 | _apt. 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 -- -- | |
505 | 0 | 0 |
_gPt. 1. _tMarketing in Asia. _g1. _tSizing up the Market. _tThe Case of Bill Stafford. _tGlobalization and Asia. _tAsia: The Geography. _tStrategic Planning. _tMarketing in Asia: Dealing With the Uncontrollable. _tThe Greatest Marketing Variable: People. _g2. _tBusiness Behavior in Asia. _tThree Keys to Understanding Asian Business Behavior. _tRelationships. _tMaking Initial Contact. _tWhat About Telemarketing? _tGetting down to Business. _tDirect vs. Indirect Language. _t'Inscrutable Oriental'? _t'Face'. _tThe Meaning of 'Sincerity'. _tAsian Hierarchies: Status, Power, and Respect. _tPlaying the Name Game: The First May Be Last. _tShowing Respect to the Customer. _tTime Behavior in Asia. _tWhere the Clock Slows Down. _g3. _tLaying the Groundwork. _tPreparation and Research. _tProduct Decisions: The Fundamentals for Market Development. _tPricing Decisions. _g4. _tExploring a Network. _tMarket Entry: Basic Considerations. _tDomestic Export Channels. _tDirect Sales to Foreign Buyers: The E-Business Option. _tLicensing and Franchising: Pros and Cons. _tJoint Ventures: Pros and Cons. _tSubsidiaries: When to Go It Alone. _tStrategic Alliances. _tSelection Tactics: Key Points For Positioning. _g5. _tGetting It in Writing. _tLegal Issues: What to Look For. _tThe Bribery Issue. _tCulture and Corruption. _tWhen You Need a Lawyer. _tThe Distribution Agreement: Your Cornerstone Contact. _tContract Negotiations: Dealing with the Asian Perspective. _g6. _tPutting It All Together. _tStructuring Your Operations. _tManaging Your Operations. _tRole of the International Manager. _g7. _tWhat about Bill? -- _gPt. 2. _tNegotiating in Asia. _g8. _tEast Asia. _tJapanese Negotiating Behavior. _tKorean Negotiating Behavior. _tChinese Negotiating Behavior. _g9. _tSoutheast Asia. _tFilipino Negotiating Behavior. _tIndonesian Negotiating Behavior. _tMalaysian Negotiating Behavior. _tSingaporean Negotiating Behavior. _tThai Negotiating Behavior. _tVietnamese Negotiating Behavior. _tMyanmar Business Negotiating Behavior. _g10. _tSouth Asia. _tBangladeshi Negotiating Behavior. _tIndian Negotiating Behavior. |
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_aBusiness etiquette _zAsia _9581804 |
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_aMarketing _vCross-cultural studies _9581807 |
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_aExport marketing _vCross-cultural studies _9581810 |
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_aIntercultural communication. _9319450 |
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_aNegotiation in business _vCross-cultural studies _9689315 |
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_aSeyk, Georg F., _eauthor. _91037284 |
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_iOnline version: _aGesteland, Richard R. _tMarketing across cultures in Asia. _dCopenhagen ; Herndon, VA : Copenhagen Business School Press, ©2002 _w(OCoLC)646887415 |
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