PRAISE FOR THE CHINA FACTOR
"The China Factor′s case studies and practical resources make this book a must–read for any corporation that wants to win globally, particularly as innovation is being redefined."
SIMON KHALAF, Senior Vice President,Yahoo Inc.
"Karam skillfully paints a colorful account of what it means to compete successfully against a new generation of competitors, as only someone with real, practicalexperience can."
ANTHONY R. VONSE, former Managing Director Sales, Emerging Africa, Cisco Systems
"A refreshing handbook for anyone interested in competing in the new global economy."
CALESTOUS JUMA, Harvard Kennedy School, Professor of the Practice of International Development
"I especially liked Karam′s advice on using U.S. Government resources an often overlooked force multiplier for American businesses, and how best to leverage your own company′s Government Affairs groups to succeed. This is a must–read!"
FRED SCHWIEN, former Executive Secretary of the U.S. Department of Commerce and Boeing Executive
"Amy Karam has done the business community a huge favor by making sense of many of the trends which are reshaping the global environment at a breathtaking rate, and then offering her thoughts on how to take advantage of the opportunities."
BRUCE PICKERING, Vice President Global Programs, Asia Society, Northern California
"The China Factor provides a new strategic framework and an essential set of marketing guidelines for Western companies that have to compete or partner with Chinese firms in OECD countries, China or emerging market countries."
DR. RAYMOND LEVITT, Kumagai Professor of Engineering, and Director, Global Projects Center, Stanford University
Foreword by Ken Wilcox xi
SECTION I State of Affairs 13
CHAPTER 1 The Art of War . . . and Money 15
CHAPTER 2 East and West: The Current State of Affairs 21
CHAPTER 3 How China Came Up the Ladder (and So Quickly) 29
CHAPTER 4 The West No Longer Rules 35
CHAPTER 5 Introduction to the Marketing Framework for Our Analysis 41
SECTION II China 49
CHAPTER 6 How the Chinese Do Business à la the 5Ps: A Brief Summary 51
CHAPTER 7 Market Segmentation and Target Market Selection + China s Market Penetration Approach 57
CHAPTER 8 China: Product => Solution and Innovation 65
CHAPTER 9 China: Price => Value–Add 73
CHAPTER 10 China: Place => Partnerships 85
CHAPTER 11 China: Promotion => Customer Relationships and Culture 93
CHAPTER 12 China: Politics => The 5th P The Geopolitical Dimension 105
SECTION III The West 113
CHAPTER 13 Recommendations for the West and Application of the 5Ps 115
CHAPTER 14 The West: Product => Solution and Innovation 119
CHAPTER 15 The West: Price => Value–Add 131
CHAPTER 16 The West: Place => Partnerships 143
CHAPTER 17 The West: Promotion => Customer Relationships and Culture 151
CHAPTER 18 The West: Politics => The Geopolitical Dimension 167
CHAPTER 19 Innovation Models: West and East 185
CHAPTER 20 The West: Positioning 205
SECTION IV Case Studies 217
CHAPTER 21 Frenemies: If You Can t Beat Them, Join Them 219
Appendix A 243
Appendix B 245
Bibliography and Further Reading 261
About the Author 267