Doing business in emerging markets: entry and negotiation strategies
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
Thousand Oaks
Sage Publications
2002
|
| Schlagwörter: | |
| Links: | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009875689&sequence=000006&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| Beschreibung: | Includes bibliographical references (p. 273-281) and index |
| Umfang: | xv, 300 p. 24 cm |
| ISBN: | 0761913742 0761913750 |
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| 245 | 1 | 0 | |a Doing business in emerging markets |b entry and negotiation strategies |c S. Tamer Cavusgil, Pervez N. Ghauri, Milind R. Agarwal |
| 264 | 1 | |a Thousand Oaks |b Sage Publications |c 2002 | |
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| 650 | 4 | |a Export marketing | |
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| 650 | 4 | |a Negotiation in business | |
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Datensatz im Suchindex
| _version_ | 1819303335312752640 |
|---|---|
| adam_text | Contents
Preface ix
List of Exhibits xi
1. Why Look at Emerging Economies? 1
The Paradigm Shift in International Business in the
21st Century 2
The Emerging Economies 4
Emerging Economies as Growing Markets 10
Emerging Economies as Global Sources 13
Organization of This Book 14
2. Emerging Market Potential 17
The Significance of Emerging Markets 19
Characteristics of Emerging Economies 22
Risk Factors in Emerging Economies 26
Major Concerns in Emerging Economies 32
Lack of Infrastructure 32
Environmental Issues 33
Ethical Issues 35
Importance of Negotiations in Emerging Economies 36
3. Internationalization as a Business Strategy 39
Factors Affecting Internationalization 39
Uncontrollable and Controllable Elements 39
External Factors 41
Internal Factors 42
Managerial Challenges 43
The Challenge of Going International 44
Strategic Alignment for Internationalization 51
Company Capabilities: Finding a Fit 52
Company Competitiveness 57
International Integration Through Information
Technology 59
4. Export Marketing and Sourcing in Emerging Economies 69
Guidelines for Export Marketing to Emerging Economies:
Bidding for Global Tenders 73
Phase 1: Scanning 73
Phase 2: The Approach 76
Phase 3: Competitive Bidding 78
Phase 4: Negotiations 80
Phase 5: Completion 82
Phase 6: Follow Up 82
Emerging Markets as Sourcing Locations 84
5. Entry Strategies for Emerging Markets 89
Export Entry Modes 90
Indirect Exporting 90
Direct Exporting 92
Contractual Entry Modes 93
Licensing 93
Franchising 94
Technology Transfer 95
Countertrade 96
Counterpurchase 97
Buyback 97
Offset 97
Clearing 97
Management Contracts 98
Contract Manufacturing or Subcontracting 98
Turnkey Projects 99
Infrastructural Projects 100
Investment Entry Modes 100
Marketing Subsidiary 100
Joint Ventures 100
Foreign Direct Investment 101
6. Developing and Managing Relationships in Emerging
Markets 105
Types of Relationships in Emerging Markets 106
Managing Relationships With a Foreign Government 106
Managing Relationships With Expatriates 107
Managing Relationships With the Foreign Partner 111
Managing Relationships With Foreign Communities 111
Managing Relationships With the Foreign Customer 112
Forming Partnerships or Alliances in
Emerging Economies 112
Selecting a Foreign Partner for a
Collaboration/Joint Venture 113
Selecting a Foreign Distributor 118
Selecting a Freight Forwarder 126
7. Negotiation Process and Strategies for
Emerging Markets 131
The Nature of the Business Negotiation 131
Preparing for Success 133
Self Knowledge 134
Understand Your Partner 134
Create Alternatives 138
Building Bridges: The Negotiating Process 139
Communication Types 139
Verbal Versus Nonverbal Communication 141
It s All in the Tongue 143
Safety in Numbers 144
Strategies for the Global Negotiator 145
Stick to the Issues 146
Build Up Relative Power 146
Don t Reduce Your Own Bargaining Position 148
What Makes a Good Negotiatior? 148
A Framework for International Business Negotiations 149
Background Factors 150
Atmosphere 152
The Negotiation Process 154
What Is a Good Outcome? 160
8. Emerging Markets of Asia 161
Investment Climate 163
Factors Influencing Market Entry 165
Negotiating in Asia 167
Selected Country Analyses 170
China 170
India 178
Indonesia 185
Malaysia 190
Thailand 193
Vietnam 200
9. Emerging Markets of Eastern Europe 205
Investment Climate 207
Factors Influencing Market Entry 209
Negotiating in Eastern Europe 215
Selected Country Analyses 217
Russia 217
Poland 221
Hungary 223
The Czech Republic 226
10. Emerging Markets of Latin America, South Africa,
and Turkey 229
Doing Business in Latin America 229
Entry Strategies for Latin American
Emerging Markets 231
Negotiation With Latin American
Emerging Markets 233
Selected Country Analyses 233
Argentina 234
Mexico 240
Brazil 246
Doing Business in Africa 250
South Africa 251
Entry and Negotiation Strategies for South Africa 254
Doing Business in Turkey 256
11. Conclusions: Some Guidelines for Doing Business
in Emerging Markets 263
Evaluating the Potential of Emerging Markets 266
The Seven Dimensions of Market Opportunity 268
Limitations of the Index 270
Measuring Market Attractiveness Using the MOI 271
References 273
Index 283
About the Authors 299
List of Exhibits
Chapter 1
Exhibit 1.1. The Paradigm Shift of International Business 3
Exhibit 1.2. Doing Business in Developing Countries:
The Old Paradigm 3
Exhibit 1.3. What Are the First, Second,
and Third Worlds? 5
Exhibit 1.4. Will Third World Prosperity Threaten
Western Nations? 6
Exhibit 1.5. The Emerging Economies 7
Exhibit 1.6. How Are Emerging and Developing Used
in This Book? 8
Exhibit 1.7. Balancing of Relationships and Trade
Linkages Between Developed and
Emerging Economies 9
Exhibit 1.8. Emerging Economies of the World 10
Exhibit 1.9. The Telecommunications Industry:
An Example 11
Exhibit 1.10. Sources of Foreign Direct Investment in
Emerging Economies 12
Exhibit 1.11. World Trade Between Developed and
Emerging Economies 13
Exhibit 1.12. Regions Cited by Japanese Manufacturers
as Best Places for Production 15
Chapter 2
Exhibit 2.1. World Population 20
Exhibit 2.2. World Trade Share of Emerging Markets 21
Exhibit 2.3. A Market Oriented Classification
of Emerging Economies 23
Exhibit 2.4. Indebtedness of Emerging Economies 24
xi
tii Doing Business in Emerging Markets
Exhibit 2.5. Market Potential in Four Major
Emerging Markets 26
Exhibit 2.6. A Managerial Framework for
Risk Evaluation 27
Exhibit 2.7a. Euromoney Country Risk Rankings 27
Exhibit 2.7b. Euromoney Risk Rating Chart 28
Exhibit 2.8. How Euromoney Compiles Country
Risk Ratings 29
Exhibit 2.9. Institutional Investor Country Risk Ratings 31
Exhibit 2.10. How Institutional Investor Compiles
Country Risk Ratings 31
Exhibit 2.11. The Importance of Infrastructure to
Commerce and Foreign Investment 33
Exhibit 2.12. Corruption Perception Index 35
Chapter 3
Exhibit 3.1. The International Marketing Task 40
Exhibit 3.2. We Want to Be Friends, but What About
Our Governments? 42
Exhibit 3.3 Some Suggested Managerial Prerequisites
for International Business 45
Exhibit 3.4. Classification of Exporters 46
Exhibit 3.5. Minimizing the Impacts of Global
Marketing Challenges 47
Exhibit 3.6. The Importance of Cultural Awareness
in Business 50
Exhibit 3.7. Key Processes and Decisions in
Going International 52
Exhibit 3.8. How to Align Company Capabilities
and Make Internationalization
a Business Strategy 56
Exhibit 3.9. Functions and Processes That Can Be Used
in Competitive Assessment 58
Exhibit 3.10. The Internet and Emerging Markets 59
Exhibit 3.11. The Future Role of Multimedia and
the Information Superhighway in
International Business 61
Exhibit 3.12. Designing Global Management Control
Systems Using Multimedia and the
Information Superhighway 63
Exhibit 3.13. A Future Western Company Doing Business
in Emerging Markets 65
List of Exhibits xiii
Chapter 4
Exhibit 4.1. Process of Marketing in Emerging Economies 74
Exhibit 4.2. Strengthening Buyer Seller Linkages 77
Exhibit 4.3. Guidelines for Marketing to Emerging
Economies 83
Exhibit 4.4. Motives for Global Sourcing 84
Exhibit 4.5. Internationalization of Procurement Process 85
Exhibit 4.6. Framework for Sourcing in Emerging Markets 86
Chapter 5
Exhibit 5.1. Is Internationalization Evolutionary? 91
Exhibit 5.2. What Is the Difference Between Export
Management Companies and Export
Trading Companies? 92
Exhibit 5.3. The 10 Most Common Mistakes of
Potential Exporters 93
Exhibit 5.4. Benetton s Strategy 95
Exhibit 5.5. Timex Corporation 102
Chapter 6
Exhibit 6.1. Facilitative Relationships in Emerging
Markets 106
Exhibit 6.2. Strategic Approaches to Government
Relations 108
Exhibit 6.3. What Are the Goals of a Cross Cultural
Training Program? 109
Exhibit 6.4. Priorities Given by Various Cultures to
Different Values 110
Exhibit 6.5. Dimensions or Criteria Involved in Foreign
Distributor Selection 119
Exhibit 6.6. Dimensions or Criteria Involved in Freight
Forwarder Selection 125
Exhibit 6.7. What Makes a Good Cross Border Partner? 126
Chapter 7
Exhibit 7.1. Cultural Baggage: The American Style
of Negotiating 135
Exhibit 7.2. Classifying Cultures for International
Business Executives 137
Exhibit 7.3. The Skilled Negotiator: Face to Face Behavior 140
Exhibit 7.4. Nonverbal Signals in Business Negotiations 142
Exhibit 7.5. Potential Irritators: Words and Phrases
to Avoid 147
xiv Doing Business in Emerging Markets
Exhibit 7.6. The Skills of a Good Negotiator 150
Exhibit 7.7. Framework for International
Business Negotiations 151
Exhibit 7.8. Resolving Conflict 156
Chapter 8
Exhibit 8.1. Average Annual Percentage Growth in
Real GDP in Different Regions 162
Exhibit 8.2. World s 10 Largest Economies 163
Exhibit 8.3. Big Spenders in Asia 164
Exhibit 8.4. Cost/Benefit Gaps Between Workers
From Different Countries 167
Exhibit 8.5. Nature of Negotiation in Asian
Emerging Markets 169
Exhibit 8.6a. Foreign Direct Investment in China 171
Exhibit 8.6b. Foreign Direct Investment (FDI)
in China, 1990 1999 172
Exhibit 8.7. Trade Ties of China 173
Exhibit 8.8. Prospects for the Automobile Industry
in China 174
Exhibit 8.9. Negotiating in China: A Swedish View 177
Exhibit 8.10. Trade Promotion Activities by India in
1994: Selected Countries 181
Exhibit 8.11. Foreign Investments in the Automobile
Industry in India 182
Exhibit 8.12. Coca Cola s Experience in India 183
Exhibit 8.13. Overseas Indians and Their Investments 184
Exhibit 8.14. Politics and Entering the Indian Market 186
Exhibit 8.15. Timber Development and the Suharto
Family in Indonesia 189
Exhibit 8.16. The New Shape of Indonesian
Telecommunications 190
Exhibit 8.17. Automotive Production in Malaysia 192
Exhibit 8.18. Exports of Manufactured Goods 193
Exhibit 8.19. Most Attractive Manufacturing Sectors for
Investment in Malaysia 194
Exhibit 8.20. Approved Foreign Investment, by Industry 195
Exhibit 8.21. Export and Import Growth Rates for
Selected Sectors 196
Exhibit 8.22. Destination of Thai Exports 197
Exhibit 8.23. FDI in Vietnam 201
Exhibit 8.24. Joint Ventures, Vietnamese Style 202
List of Exhibits xv
Chapter 9
Exhibit 9.1. McDonald s in Moscow 208
Exhibit 9.2. Foreign Entries in Hungarian Markets 212
Exhibit 9.3. Nature of Negotiations in Eastern Europe 216
Exhibit 9.4. Offshore Production Sharing Agreements
in Azerbaijan 219
Exhibit 9.5 Design Talo in Russia 220
Exhibit 9.6. The Shipbuilding Industry in Poland 222
Exhibit 9.7. Foreign Direct Investments in Hungary 225
Exhibit 9.8. Foreign Direct Investment Inflow Into the
Czech Republic: Origin of Investment 227
Exhibit 9.9. Budweiser Beer in Czechoslovakia 228
Chapter 10
Exhibit 10.1. FDI Inflows to Latin America 231
Exhibit 10.2. The Automobile Industry in Latin America 233
Exhibit 10.3. Nature of Negotiations in Latin American
Emerging Markets 234
Exhibit 10.4. Privatization in Argentina 238
Exhibit 10.5. Best Prospects in Argentina for Western Firms 239
Exhibit 10.6. Best Prospects in Mexico for Western Firms 242
Exhibit 10.7. How Brazil Stacks Up Against
Other Emerging Markets 246
Exhibit 10.8. Market Size: Brazil Versus China,
India, and the United States 247
Exhibit 10.9. Best Prospects in Brazil for Western Firms 248
Exhibit 10.10. Foreign Companies in South Africa,
by Country 254
Exhibit 10.11. Nature of Negotiations in South Africa 256
Exhibit 10.12. The Big Emerging Sectors in Turkey 258
Exhibit 10.13. Foreign Companies in Turkey 260
Exhibit 10.14. Nature of Negotiations in Turkey 261
Chapter 11
Exhibit 11.1. FDI Inflows to Asia 264
Exhibit 11.2. Ranking of Emerging Markets 265
Exhibit 11.3. Issues to Be Handled While Entering
Emerging Markets 267
Exhibit 11.4. Dimensions and Measures of
Market Potential 269
|
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| spellingShingle | Cavusgil, S. Tamer 1947- Doing business in emerging markets entry and negotiation strategies Internationaal bedrijfsleven gtt Internationale marketing gtt Onderhandelen gtt Multinationales Unternehmen Export marketing International business enterprises Negotiation in business Markterschließung (DE-588)4114519-7 gnd Auslandsgeschäft (DE-588)4003763-0 gnd |
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| title | Doing business in emerging markets entry and negotiation strategies |
| title_auth | Doing business in emerging markets entry and negotiation strategies |
| title_exact_search | Doing business in emerging markets entry and negotiation strategies |
| title_full | Doing business in emerging markets entry and negotiation strategies S. Tamer Cavusgil, Pervez N. Ghauri, Milind R. Agarwal |
| title_fullStr | Doing business in emerging markets entry and negotiation strategies S. Tamer Cavusgil, Pervez N. Ghauri, Milind R. Agarwal |
| title_full_unstemmed | Doing business in emerging markets entry and negotiation strategies S. Tamer Cavusgil, Pervez N. Ghauri, Milind R. Agarwal |
| title_short | Doing business in emerging markets |
| title_sort | doing business in emerging markets entry and negotiation strategies |
| title_sub | entry and negotiation strategies |
| topic | Internationaal bedrijfsleven gtt Internationale marketing gtt Onderhandelen gtt Multinationales Unternehmen Export marketing International business enterprises Negotiation in business Markterschließung (DE-588)4114519-7 gnd Auslandsgeschäft (DE-588)4003763-0 gnd |
| topic_facet | Internationaal bedrijfsleven Internationale marketing Onderhandelen Multinationales Unternehmen Export marketing International business enterprises Negotiation in business Markterschließung Auslandsgeschäft Schwellenländer |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009875689&sequence=000006&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT cavusgilstamer doingbusinessinemergingmarketsentryandnegotiationstrategies AT ghauripervezn doingbusinessinemergingmarketsentryandnegotiationstrategies AT agarwalmilindr doingbusinessinemergingmarketsentryandnegotiationstrategies |