Index
- Ability to pay
- Adaptation
- Adobe
- Advocacy cases
- Africa,
- biased public infrastructure proposal in
- Chinese companies' bundled proposals in
- Chinese companies' overpromising in
- customer profiling for
- relationship building in
- as target market for China
- trust of customers in
- Western company's core switch sale in
- Alcatel-Lucent
- Alliances
- Amazon.com
- American-made products
- Apple
- Articulating offers
- The Art of War (Sun Tzu),. See also Sun Tzu
- Asia, foreign direct investment by
- Associations, Chinese companies' presence in
- AT&T
- Attention to customer
- Bangladesh
- Barra, Hugo
- Barriers:
- to closing deals
- to entry
- to fair trade
- government regulation
- Bartering
- Bezos, Jeff
- BlackBerry
- Blank, Rebecca
- Brands. See also Replication
- in China
- customizing
- product positioning
- in the West
- of Western companies
- Brand association
- Brand equity
- Brand strategies, Chinese emulation of
- Brazil, Paychex expansion into
- Bremmer, Ian
- Bribery
- Britain:
- Huawei Cyber Security Center in
- security issues with Chinese expansion into
- “British Probe Set to Clear Huawei of Allowing Spying,”
- Brumby, John
- BSNL (Bharat Sanchar Nigam Ltd.)
- Budgets, for deals
- Bureau of Industry and Security (BIS)
- Business models:
- Chinese
- new, for Western companies
- Business model innovation,
- in China
- defined
- monetization model
- risk- and profit-sharing models
- Cambodia, offshoring to
- Canada. See also The West
- China's collaboration with
- offshoring to
- short- vs. long-term thinking in
- Cannibalization
- Canon
- Capitalism, in China
- Case studies,
- Cisco Systems
- Paychex
- Pinnacle Engines
- Xiaomi
- Centers of excellence (CoEs)
- Certification:
- in foreign countries
- of foreign products in United States
- Chambers, John
- Channel partners, educating
- Charan, Ram
- Chen, John,n
- Chicken, Chinese demand for
- China,
- areas of strength and specialization in
- barriers to entry for and in
- Cisco investments in
- claim of unfair practices against
- collaboration with Western innovation groups
- competitiveness of
- domestic growth of
- economic strength of
- efficiency innovation in
- ethical standards in
- expansion into Western countries by
- fear of cyberspying in
- GDP growth in
- in global business environment
- government influence/interception in deals with emerging markets
- innovation in,–
- international influence of
- manufacturing in
- middle class in
- offshoring/outsourcing to
- one-child policy in
- Pinnacle in
- solar panel trade case
- sustainability of growth in
- as threat to democracies
- as threat to United States
- transformed role and identity of
- United States' coopetition with
- United States' debt held by
- Xiaomi case study
- China Development Bank (CDB)
- Chinese business model
- Chinese companies:
- financing offered by
- 5Ps applied to
- market segmentation in
- partnerships with
- penetration pricing by
- place (partnerships) in
- politics in
- price (value-add) in
- pricing by
- product (solution and innovation) in
- promotion (customer relationships and culture) in
- target market selection by
- Western companies' partnering with
- Chinese culture, reverence for “knowledgeable ones” in
- Chinese stock market crash (2015)
- Chou, Peter
- Christensen, Clayton
- Cisco Capital Group
- Cisco Systems,
- case study
- competition for
- coopetition by
- customer relationships of
- and Eastern politics
- expansion into emerging markets by
- and governmental politics
- pay-as-you-grow model of
- place (partnerships) for
- politics for
- price (value-add) for
- primary goals of
- product (solution and innovation) for
- promotion (customer relationships and culture) for
- target market selection by
- time-to-market for
- Clayton Christensen Institute
- Cleeves, Monty
- Commercialization
- Committee on Foreign Investment in the United States (CFIUS)
- Communications:
- of Chinese companies
- to influencers
- intentional
- positioning of Western products/messages
- Communism
- Compensation, sales
- Competition,
- and Chinese business practices
- within Chinese industries
- for Cisco Systems
- competitive strategy template for expanding into emerging markets
- emerging competitors/entrants, see Emerging competitors/entrants
- knowing
- partnering with, see Coopetition
- for Pinnacle Engines
- on price
- regulatory barriers inhibiting
- strategy for, see Positioning
- from unfairly traded imports
- Western approach to
- for Western companies, knowing
- for Xiaomi
- Competitive bidding
- Competitive differentiation
- Competitive landscape:
- China's redefinition of
- knowing how to compete in
- for the United States
- for the West
- Competitiveness at a Crossroads
- Competitors, friendliness with
- Conferences:
- Chinese companies' presence at
- Western companies' presence at
- Consumerism:
- and brand status in China
- in the West
- Cook, Tim
- Coopetition,
- by Chinese companies
- at Cisco Systems
- by Western companies
- Corning
- Corruption
- Creative Cloud
- Creativity
- Cross-company collaboration
- Cross-cultural awareness
- Cross-cultural understanding
- Cross-functional teams, of Chinese companies
- Cross-pollination innovation, at Xiaomi
- Culture(s). See also Promotion (customer relationships and culture)
- American
- Chinese
- cross-cultural understanding
- of customers, understanding
- in emerging markets
- of new markets, knowing
- and rules for customer treatment
- Western
- Currency manipulation (China)
- Customers:
- articulating value-add relevant to
- knowing
- knowing cultures of
- knowing selling preferences of
- partnering with
- rules of local governments
- Customer-centric approach
- Customer focus
- Customer intimacy
- Customer profiling,
- by Chinese companies
- by Western companies
- Customer reference accounts
- Customer relationships,. See also Promotion (customer relationships and culture)
- of Chinese companies
- customer reference accounts
- duration of
- and partnerships
- of Western companies
- Customer satisfaction, for Chinese companies
- Customer support, by Chinese companies
- Customization:
- by Chinese companies
- by Western companies
- Customs procedures
- Cybersecurity, see Security issues
- Cyberspying
- Decision-makers, see Influence
- Democracies, China as threat to
- Deng Xiaoping
- Denning, Steve
- Developed economies:
- emerging competitors from within
- foreign direct investment in
- interdependency of emerging economies and
- Developed markets, in market segmentation
- Developing countries/economies:
- closing deals in
- foreign direct investment in
- GDP growth in
- innovation learning curve for
- DHL
- Differentiation:
- competitive
- by customization
- with financing options
- for Mexico
- by price
- product, market segmentation and
- reliable delivery as
- replication as point of
- in the West
- Direct selling, by Chinese companies
- Discounted pricing:
- combining financing and
- competing on value vs.
- loss-leader approach
- Disruptive entrepreneurialism:
- defined
- Western capabilities/potentialities as
- Disruptive innovation,
- by Nokia
- by Pinnacle Engines
- by Xiaomi
- Distribution channels,. See also Partnering and partnerships
- Chinese partners as
- for Western companies
- Downer, Alexander
- Dump-and-run attitude
- The East, areas of strength and specialization in,. See also specific countries
- Economic investment, to appease security concerns
- Edison, Thomas
- Education:
- of channel partners
- in China's solution approach
- in the United States
- Efficiency innovation
- Elfrink, Wim
- Elop, Stephen
- Emerging competitors/entrants,
- competitiveness of
- functionality approach with
- going above and beyond by
- innovation implementation by
- penetration pricing by
- standards of and ways of doing business by
- Western companies' competition with
- Western companies' coopetition with
- Emerging countries/economies:
- foreign direct investment by
- government-to-government influence in
- importance of relationships in
- loss-leader approach in
- as target for emerging entrants
- technology product-adoption in
- and world GDP growth
- Emerging markets,
- Apple in
- attitudes toward Western companies in
- building trust in
- channel partners in
- China in
- Chinese bundled proposals to
- Chinese partnerships in
- close-enough products for
- closing deals in
- commitment to pursuing
- competitive strategy template for expanding into
- customer expectations in
- doing business in
- expansion into,. See also Positioning
- export licenses for
- interdependency of developed markets and
- long-term customer relationships in
- in market segmentation
- market-targeted innovation for
- in new competitive landscape
- partnerships in
- standards of business conduct in
- as target customers
- time range for
- time-to-market for
- as Western companies' target
- wireless communications infrastructure in
- Empathy, among emerging-market nations
- Engagement:
- with channel partners
- with customers
- high-touch,. See also High-touch customer relationship model
- with suppliers in emerging markets
- Entrepreneurialism:
- in China
- stimulating, in Western countries
- in United States
- Ericsson
- Espionage, see Security issues
- Ethics. See also Unfair practices
- Chinese standards of
- in dealing with governments
- in emerging markets
- European Union:
- on Chinese unfair trade practices
- funding/financing organizations in
- Evolutionary innovation
- Exchange rate management (China)
- Execution expertise, in the East
- Expansion. See also Global expansion
- Chinese, into Western markets
- Chinese, security issues with
- into emerging markets
- into innovation domains
- strategy for, see Positioning
- Export licenses
- Fair trade
- Farming system (China)
- FedEx
- Financing:
- from China Development Bank
- in China's partnering/investing approach
- in China's solution approach
- Chinese liberalization of
- by Cisco
- combining discounts and
- competitors' offer of
- creative models of
- as differentiator
- in emerging markets
- funding/financing organizations and options
- by Huawei
- through development bodies
- for Western companies' customers
- 5Ps of Global Marketing framework,. See also individual stages and elements
- in Chinese business
- defining and applying
- and The Marketing Mix
- market segmentation in
- positioning and Marketing Mix in
- target market selection in
- in Western business
- Flexibility:
- in doing business
- of payment terms
- Flextronics
- Fluidity
- Foreign Corrupt Practices Act (FCPA)
- Foreign direct investment (FDI),
- by developing economies
- in developing economies
- by emerging economies
- inflows by type of economies
- by transition economies
- 4Ps of Marketing framework
- Foxconn Interconnect Technology
- Foxconn Technology Group
- Franklin Templeton Investments
- Free products/services:
- from Chinese companies
- from Western companies
- Funding/financing organizations and options,. See also Financing
- Geiger, John
- General Electric (GE)
- Geopolitical dimension, see Politics
- Gifts, from Chinese companies
- Gilt
- Global business environment,
- China in
- innovation advantage in
- new global paradigm in
- politics in
- as wake-up call for West
- the West in
- Global expansion:
- by China
- by Cisco
- competitive strategy template for
- by Pinnacle Engines
- strategy for, see Positioning
- by Western companies
- by Xiaomi
- Global Tilt (Ram Charan)
- Glocalization
- Goal setting:
- by Chinese government
- in target market selection
- Government(s). See also Politics
- Chinese companies' assistance from
- government-to-government influence
- regulatory barriers of
- Western, role of
- Western companies' assistance from
- Western companies' involvement of
- Government affairs (GA) group/representative
- Govindarajan, Vijay
- Grove, Andy
- Growth:
- of China, factors in
- China's inherent drive for
- Western attitude of
- Haier
- Hewlett Packard (HP)
- Hidden price lists
- High-end benchmark testing,n
- High-technology industry:
- customer relationships in
- public-private partnerships in
- security issues for
- High-touch customer relationship model,
- of Chinese companies
- for Western companies
- Hiring locally, by Chinese companies
- Hoge, Ron
- Holistic deal-making, by Western companies
- Holistic pricing
- Honda
- Household Responsibility System (China)
- HTC
- H3C Technologies
- Huawei Technologies,
- alliances of
- brand of
- BSNL bid of
- developed markets penetrated by
- financing from
- hiring locally by
- international marketing policy of
- partnering with customers
- pay-as-you-grow model of
- profit sharing with Sunday
- purchase of 3Leaf
- and security issues
- subsidies used by
- in telecom equipment hierarchy
- ZTE lawsuit with
- IBM
- Imitating products,. See also Replication, in China
- Immelt, Jeffrey
- India:
- BSNL vendor selection in
- China's strategy for winning
- Cisco Systems in
- GDP growth in
- mobile phones in
- offshoring to
- Pinnacle in
- security issues with Chinese expansion into
- Indonesia
- Industrial Revolution
- Influence:
- Chinese companies' selling to influencers
- and fair trade
- government-to-government, in emerging countries
- political, see Politics
- Western companies' selling to influencers
- Innovation,. See also Product (solution and innovation)
- by Apple
- being strategic about
- as business model
- in China
- by Cisco
- disruptive
- evolutionary
- as key to survival
- localized
- market-targeted
- process/supply chain
- reverse
- revolutionary
- strategic
- traditional/sustaining
- true source of
- in United States
- in the West
- by Western companies
- Innovation advantage,
- for the United States
- for the West
- Innovation capability
- Innovation models,
- business model innovation
- disruptive innovation
- market-targeted innovation for emerging markets (reverse innovation)
- process/supply chain innovation
- traditional/sustaining innovation
- The Innovator's Dilemma (Clayton Christensen)
- Inspur
- Intel
- Intellectual property (IP):
- in China-United States joint ventures
- Chinese companies' acquisition of
- infringement of
- replication in China
- Interdependency, of developed and emerging markets
- International Bank for Reconstruction and Development (IBRD)
- International trade, China in
- International Trade Administration (ITA)
- International Trade Agency (ITA)
- Intuit
- Investing. See also Foreign direct investment (FDI)
- in company sales force
- in customers
- of time
- Japan
- Jobs:
- on-the-job knowledge acquisition
- in the United States
- Jobs, Steve
- Joint ventures (JVs)
- Knowledge,
- Chinese acquisition of
- on-the-job acquisition of
- Knowledge transfer, in China's solution approach
- Labor costs,
- in China
- and selling direct by Chinese
- in United States
- Labor laws
- Latin America, Chinese bundled proposals in
- Leadership
- Learning:
- by Chinese
- in innovation partnerships
- Lee, Ann
- Lee, Michelle K.
- Lei Jun
- Lenovo
- Listening, by Chinese companies
- Loans, see Financing
- Localized innovation
- Local presence, of Chinese companies
- Logistics management
- Long-term thinking/strategy,
- of Chinese companies
- for Western companies
- Lord, John
- Loss-leader approach
- Lu, Sidney
- McCarthy, E. J.
- Management by objectives (MBOs)
- Manufacturing:
- American-made products
- in Bangladesh and Vietnam
- in China
- in the East
- offshoring
- in United States
- Mao Zedong
- Margins:
- in cannibalization
- maintaining
- in retail
- Market-appropriate products
- Marketing, by Chinese companies,. See also Ps of Global Marketing framework; Ps of Marketing framework
- The Marketing Mix
- Market penetration:
- alliances for
- China's strategies for
- by Huawei
- loss-leader approach
- penetration pricing
- Market segmentation:
- in China
- in 5Ps of Global Marketing
- in reverse innovation
- by Western companies
- Market-targeted innovation for emerging markets
- Marks, Michael
- Martha Stewart Living
- Mexico:
- manufacturing outsourced to China by
- supply chain in
- Micro-innovation,n
- Microsoft
- Middle class, in China
- Ministerial-level involvement, of executives
- Mobile World Congress
- Monetization model
- Motorola
- mPesa
- Murray, Allen
- Must-win battles (MWBs), for Chinese companies
- National Institute of Standards and Technology (NIST)
- Nationalistic approach:
- by Chinese
- for Chinese business outside of China
- National Security Agency (NSA)
- Natural resources, China's targeting of
- Negotiation:
- Chinese renegotiations
- by Western companies
- Networking, security issues in
- Nokia:
- disruptive innovation by
- in Indian phone market
- North American Free Trade Agreement (NAFTA)
- Obama, Barack,–
- Offshoring
- Open shortest path first (OSPF)
- Operating leases
- Outsourcing
- Overcommitment
- Overpromising:
- by Chinese companies
- by competition
- P&G
- Paper industry
- Partnering and partnerships. See also Place (partnerships)
- to aid market penetration
- by Chinese companies
- with customers
- for innovation
- public-private
- selling direct vs. selling through
- by Western companies
- Pay-as-you-grow model
- Paychex
- Payment terms
- Payoffs
- Penetration pricing
- Pepsico
- Performance testing
- Philips
- Pilot programs
- Pinnacle Engines:
- case study
- competition
- place (partnerships)
- politics
- price (value-add)
- product (solution and innovation)
- promotion (customer relationships and culture)
- target market selection
- Place (partnerships),
- for Chinese companies
- for Cisco Systems
- in expansion into emerging markets
- for Pinnacle Engines
- in positioning strategy
- for Western companies
- for Xiaomi
- Plagiarism
- Polaroid brand
- Politics,
- for Chinese companies
- for Cisco Systems
- in emerging markets
- in global business environment
- for Pinnacle Engines
- in positioning strategy
- power of
- for Western companies
- for Xiaomi
- Political support:
- from Chinese companies
- for Western companies
- Porter, Michael
- Positioning,
- in global expansion strategy
- and Marketing Mix
- market segmentation and associated pricing
- Paychex case study
- of premium pricing
- Sun Tzu on
- template for
- in traditional/sustaining innovation model
- value-selling
- for the West
- of Western products/messages
- Price (value-add),
- for Chinese companies
- at Cisco Systems
- in expansion into emerging markets
- at Pinnacle Engines
- in positioning strategy
- for Western companies
- at Xiaomi
- Price skimming,n. (chapter )
- Pricing:
- according to payment propensity
- loss-leader approach
- lower, saying no to requests for
- and market segmentation
- unfair, combating
- by Western companies
- Priorities, for deals
- Process innovation
- Product (solution and innovation),
- for Chinese companies
- at Cisco Systems
- in expansion into emerging markets
- at Pinnacle Engines
- in positioning strategy
- for Western companies
- at Xiaomi
- Product adoption lifecycle
- Product development:
- efficiencies in
- targeted and market-appropriate
- by Western companies
- Product differentiation approach
- Product superiority
- Profile, customer
- Profit sharing:
- as business model
- by Huawei
- Promotion (customer relationships and culture),
- for Chinese companies
- at Cisco Systems
- in expansion into emerging markets
- by Pinnacle Engines
- in positioning strategy
- for Western companies
- at Xiaomi
- Public-private partnerships
- RCA
- Recycling approach (brands)
- Regulatory barriers
- Relationships,. See also Customer relationships; Politics; Promotion (customer relationships and culture)
- Renegotiating, by Chinese
- Replication, in China
- Research and development, Chinese replication of products and
- Retail industry, customer relationships in
- Reverse innovation
- Revolutionary innovation
- RIM (Research in Motion)
- Risk aversion
- Risk-sharing models
- Rolls Royce
- Safaricom
- Sales teams,
- compensation of
- investing in
- Security issues
- Self-knowledge
- Selling direct:
- by Chinese companies
- selling through partners vs.
- by Western companies
- Semiconductor industry
- Service revenue, as profit-sharing mechanism
- Shanghai Pudong Development Bank
- Short-term thinking/strategy
- Siemens
- Silicon Valley
- Silicon Valley Bank
- Silos
- Snowden, Edward
- Softbank Asia Infrastructure Fund (SAIF)
- Solar industry
- Solar panel trade case
- SolarWorld
- Solutions. See also Product (solution and innovation)
- elements to consider in
- for emerging markets
- evolving
- Solution-selling
- South Korea
- Spying, see Security issues
- Standards bodies, Chinese companies' presence in
- Starbucks
- State of the world, see Global business environment
- Steel industry
- Stewart, Martha
- Stock market crash (China,)
- Strategic accounts:
- Chinese pursuit of
- creative financing for
- Strategic innovation
- Strategy:
- competitive strategy template for expansion
- cross-division unity in Western companies
- for expansion, see Positioning
- for new-entrant market penetration,. See also market penetration
- for reverse innovation
- short- vs. long-term
- Sun Tzu on
- Subscription revenue, as profit-sharing mechanism
- Subsidies:
- from China Development Bank
- by foreign governments
- Sunday
- Sun Tzu,
- on alliances
- on appearing weak or strong
- on art of war
- on calculations for battles
- on clever fighters
- on conforming to enemy's tactics
- on constancy
- on cost of fighting
- on experts in battle
- on factors in the art of war
- on foreknowledge
- on knowing self and enemy
- on making enemy move
- on opportunities
- on people's security/interests
- on strength and weakness
- on successful attacks
- on tastes
- on victory
- Suppliers:
- emerging market customers' engagement with
- for emerging markets
- and rules for customer treatment
- for the West
- Supply and demand, in China
- Supply chain efficiency, in China
- Supply chain innovation
- Support services/resources, in China's solution approach
- Sustaining innovation
- Talent:
- as true source of innovation
- Western companies' development/acquisition of
- Target
- Targeted products
- Target market selection,
- by Chinese companies
- at Cisco Systems
- committing to
- at Pinnacle Engines
- by Western companies
- for Xiaomi
- Tata Motors
- Tata Nano
- TCL
- Technology product-adoption
- Tenacity of vendors
- Tesla
- Testing:
- as defensive strategy
- high-end benchmark,n
- performance
- requirements in foreign countries
- Thinking, short- vs. long-term
- Third-party local financiers
- Thought leadership
- 3Com
- 3Leaf
- Time-to-delivery
- Time-to-innovation
- Time-to-market
- Total cost of ownership (TCO)
- Toyota
- Trade agreements,
- Chinese incorporation of deals into
- keeping up on
- U.S. government trade missions
- Trade complaints
- Trade imbalance
- Trade missions
- Trade practices,
- currency manipulation
- unfair, see Unfair practices
- Trade shows, Western companies' presence at
- Traditional/sustaining innovation
- Training, in China's solution approach
- Transition economies, foreign direct investment in
- Trimble, Chris
- Trips, as gifts from Chinese companies
- Trust building:
- by Chinese companies
- and culture
- with reliable delivery
- by Western companies
- Try-and-buy arrangements
- Tsinghua Holdings
- Turkey
- Underdelivering:
- by Chinese companies
- by competition
- Unfair practices,
- of China
- China's loans/subsidies as
- combating
- and fair trade barriers
- by Western companies
- Unique value proposition
- United States. See also The West; Western companies
- American companies' assistance from government
- American-made products
- challenging rules of
- China's collaboration with
- China's threat to
- competitiveness of
- culture of
- Foreign Corrupt Practices Act
- foreign products certification in
- funding/financing organizations in
- help with trade barriers for
- Huawei and security issues in
- Huawei's expansion challenged in
- innovation advantage for
- as innovation expert
- jobs in
- micro-innovation in
- security issues with Chinese expansion into
- solar panel trade case
- strengths and differentiators of
- weakening competitiveness of
- U.S. Commercial Service
- U.S. Department of Commerce (USDOC)
- U.S. Department of Commerce Advocacy Center (AC)
- U.S. Department of State
- U.S. Export Assistance Center
- U.S. Export Import Bank (EXIM)
- U.S. Trade Development Agency (USTDA)
- United States Trade Representative (USTR)
- Urbanization, in China
- Value-add. See also Price (value-add)
- articulating
- defending
- lost services when competing on price
- relevance of
- Value-selling,
- by Cisco
- as defense in emerging markets
- defined
- discounted pricing vs.
- unique value proposition
- Vietnam,
- manufacturing workforce in
- offshoring to
- Vipshop
- The Wall Street Journal
- Walmart
- The West. See also individual countries
- competitiveness of
- funding/financing organizations in
- in global business environment
- innovation advantage of
- new global paradigm for
- rules for customer treatment in
- Western companies:
- Chinese alliances with
- competitive edge of
- export licenses for selling to emerging markets
- 5Ps applied to
- offshoring by
- partnering with Chinese companies
- place (partnerships) in
- politics in
- positioning for
- price (value-add) in
- product (solution and innovation) in
- promotion (customer relationships and culture) in
- recommendations for
- repositioning by
- success factors for
- Western Europe,. See also The West
- Western markets, Chinese expansion into
- What the U.S. Can Learn from China (Ann Lee)
- Whitman, Meg
- Wilcox, Ken
- Wireless communications infrastructure
- World Bank Group
- World Trade Organization (WTO)
- Wozniak, Steve
- Xiaomi,
- case study
- competition for
- cross-pollination innovation at
- disruptive innovation approach at
- global expansion by
- place (partnerships)
- politics for
- price (value-add)
- product (solution and innovation)
- promotion (customer relationships and culture)
- target market selection
- Xi Jinping
- Yahoo
- Yourself, knowing
- YY
- Zakaria, Fareed
- Zhou Hongyi,n
- Zombie brands
- ZTE
- Zuckerberg, Mark
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