- Cover
- Series Page
- Title Page
- Copyright
- Dedication
- Foreword
- Introduction
- Section I: State of Affairs
- Section II: China
- Chapter 6: How the Chinese Do Business à la the 5Ps: A Brief Summary
- Chapter 7: Market Segmentation and Target Market Selection + China's Market Penetration Approach
- Chapter 8: China: Product => Solution and Innovation
- Chapter 9: China: Price => Value-Add
- Chapter 10: China: Place => Partnerships
- Chapter 11: China: Promotion => Customer Relationships and Culture
- Chapter 12: China: Politics => The 5th P—The Geopolitical Dimension
- Section III: The West
- Chapter 13: Recommendations for the West and Application of the 5Ps
- 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
- Chapter 17: The West: Promotion => Customer Relationships and Culture
- Chapter 18: The West: Politics => The Geopolitical Dimension
- Chapter 19: Innovation Models: West and East
- Chapter 20: The West: Positioning
- 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
- Chapter 21: Frenemies: If You Can't Beat Them, Join Them
- Conclusion
- Acknowledgments
- Appendix A
- Appendix B
- Bibliography and Further Reading
- About the Author
- Index
- End User License Agreement
The China Factor
Leveraging Emerging Business Strategies to Compete, Grow, and Win in the New Global Economy
Amy Karam
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