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by Ken Wilcox, Amy Karam
The China Factor
Cover
Series Page
Title Page
Copyright
Dedication
Foreword
Introduction
Section I: State of Affairs
Chapter 1: The Art of War…and Money
China Has Risen and Is Here to Stay
A Wake-Up Call for the West
A New Global Paradigm of Business
Chapter 2: East and West: The Current State of Affairs
The Western World Has Dominated with a Position of Strength
The (Perceived) Role of the East: Areas of Strength and Specialization
Chapter 3: How China Came Up the Ladder (and So Quickly)
Factors Contributing to China's Rapid Success and Growth
And Then the Shift Began…
Chapter 4: The West No Longer Rules
Melding of Positions
China Today
The West Today: What's Wrong?
But It's Not Game Over Yet for the West…
Chapter 5: Introduction to the Marketing Framework for Our Analysis
Understanding How to Position Your Market Offering
Framework for Analysis
Section II: China
Chapter 6: How the Chinese Do Business à la the 5Ps: A Brief Summary
Product (Solution and Innovation)
Price (Value-Add)
Place (Partnerships)
Promotion (Customer Relationships and Culture)
Politics
Chapter 7: Market Segmentation and Target Market Selection + China's Market Penetration Approach
Step 1: Market Segmentation
Step 2: Target Market Selection
General Barriers to Market Entry
Chapter 8: China: Product => Solution and Innovation
Product Superiority Does Not Always Win the Deal…
Sometimes It's the Free Fries and Extra Ketchup, Not the Burger: The Solution Approach
Plagiarism Is the Sincerest Form of Flattery
Pleasing the Customer: Always Say Yes to Customization
Innovation
Chapter 9: China: Price => Value-Add
Free! (Try to Beat That!)
Loss-Leader Approach as Part of Market Penetration Strategy: Discounting Till Death
Strategic Accounts: Must-Win Battles…or Buy Them
Chickens for Routers: The Barter System Is Alive and Well
Financing: Can't Afford It? No Problem!
Chapter 10: China: Place => Partnerships
How They Sell: Selling Direct versus via Partners
Partnerships and Alliances: Coopetition
Alliances
Challenges
Chapter 11: China: Promotion => Customer Relationships and Culture
Customer Relationships
Communications
Chapter 12: China: Politics => The 5th P—The Geopolitical Dimension
Politics: The Geopolitical Dimension
Nationalistic Philosophy—Venturing Out with Team China
A Partnership Approach
Countries with Resources
Ethics and Boundaries: Unfair Trade Practices
Security Concerns
Section III: The West
Chapter 13: Recommendations for the West and Application of the 5Ps
Recommendations for the West
The 5Ps of Global Marketing
Chapter 14: The West: Product => Solution and Innovation
Product Superiority Doesn't Always Win
One Size Does Not Fit All
Evolve Your Offers into Solutions: Free Fries and Extra Ketchup (Remember?)
Develop Targeted, Market-Appropriate Products
Rapid Time-to-Market
Product Development Efficiencies
Positioning of Your Product and the Message You Send
Compete Hard
Chapter 15: The West: Price => Value-Add
The Discounting Game (Don't Go There—Compete on Value)
Learn How to Position Your Premium Pricing
Sell Like a Company, Not Like a Business Unit
Get Creative and Think Holistically Early in the Negotiation
Price According to Customer's Propensity to Pay
Offer Financing Options as Differentiators
Combat Unfair Pricing
Chapter 16: The West: Place => Partnerships
Selling Direct versus through Partners—Know Your Customer's Preference
Partners Are Key and So Is Your Involvement
Place and Presence
Chapter 17: The West: Promotion => Customer Relationships and Culture
(Really) Know Your Customer by Knowing Their Culture
Know Your Competition
Know Yourself
Analyze Using the Customer Profile
Build Relationships at All Levels
Help Your Customer Get to Yes More Quickly
Practice High-Touch Customer Relations
Adopt a Longer-Term View and Approach
Chapter 18: The West: Politics => The Geopolitical Dimension
Using the Corporate Government Affairs (GA) Group in Your Company
Government Regulatory Barriers That Hinder Competitiveness Overseas
The U.S. Department of Commerce (or Your Country's Equivalent) Is There to Help You
Fair Trade Is in the Emerging Entrants' Best Interest, Too
Chapter 19: Innovation Models: West and East
Introduction
Is the United States Losing Its Innovation Edge?
Being Strategic about Innovation
Innovation Models
Traditional/Sustaining Innovation
Disruptive Innovation
Market-Targeted Innovation for Emerging Markets (Reverse Innovation)
Business Model Innovation
Process/Supply Chain Innovation
Chapter 20: The West: Positioning
The 5Ps of Global Marketing Framework
So, How Do You Compete (in Global Markets with Emerging Entrants)?
Value-Selling
Get Started!
Section IV: Case Studies
Chapter 21: Frenemies: If You Can't Beat Them, Join Them
CASE STUDY: CISCO
Product => Solution and Innovation
Price => Value-Add
Place => Partnerships
Coopetition Outcomes: Playing in Each Other's Sandboxes
Promotion => Customer Relationships and Culture
Politics
CASE STUDY: XIAOMI
Product => Solution and Innovation
Price => Value-Add
Place => Partnerships
Promotion => Customer Relationships and Culture
Politics
Cross-Pollination Innovation
Global Expansion
Disruptive Innovation Approach
CASE STUDY: Pinnacle Engines
Product => Solution and Innovation
Price => Value-Add
Place => Partnerships
Promotion => Customer Relationships and Culture
Politics
Conclusion
Acknowledgments
Appendix A
Appendix B
Bibliography and Further Reading
About the Author
Index
End User License Agreement
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Copyright
The China Factor
Leveraging Emerging Business Strategies to
Compete
,
Grow
, and
Win
in the New Global Economy
Amy Karam
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