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020 _a8763000946
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035 _a(ATU)b10131152
035 _a(OCoLC)49997953
040 _aVYF
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043 _aa------
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050 4 _aHF1416
_b.G437 2002
082 0 4 _a658.848095
_221
100 1 _aGesteland, Richard R.,
_eauthor.
_91037282
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]
264 4 _c©2002
300 _axv, 172 pages :
_bmaps ;
_c24 cm
336 _atext
_btxt
_2rdacontent
337 _aunmediated
_bn
_2rdamedia
338 _avolume
_bnc
_2rdacarrier
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.
588 _aMachine converted from AACR2 source record.
650 0 _aBusiness etiquette
_zAsia
_9581804
650 0 _aMarketing
_vCross-cultural studies
_9581807
650 0 _aExport marketing
_vCross-cultural studies
_9581810
650 0 _aIntercultural communication.
_9319450
650 0 _aNegotiation in business
_vCross-cultural studies
_9689315
700 1 _aSeyk, Georg F.,
_eauthor.
_91037284
776 0 8 _iOnline version:
_aGesteland, Richard R.
_tMarketing across cultures in Asia.
_dCopenhagen ; Herndon, VA : Copenhagen Business School Press, ©2002
_w(OCoLC)646887415
907 _a.b10131152
_b06-09-21
_c27-10-15
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