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This insightful, knowledgeable and clear-headed book by China expert Jonathan Story helps you tackle this question from a well-informed perspective. It shows you how to think clearly about the implications of doing business in China, and how to maximise your chances of success if you do decide to go for it.China Uncovered shows you:- How to ensure your strategy reflects the pace of change, the unusual risks of operating in China and the business realities of this uncertain market.- Why government relations must be a core part of your business - and how to make your relationships with officials productive and beneficial.- How to select the best way for your company to start business operations in China.- How to make the critical choice of location, taking account of a range of factors, from access to the attitudes of local authorities.- How to understand the cultural differences you will face so you can get the all-important 'people issues' right.- How to develop a dual sales strategy - domestic and export - so your operation is not totally reliant on a new and unpredictable market.- How to use your brand to keep ahead of your competitors.- How to think about the importance of China to your organisation as a whole.Jonathan Story is The Shell Fellow in Economic Transformation, and Professor of International Political Economy at INSEAD. He has served as a consultant to a range of governments and international corporations, banks and service companies, on European and world politics and markets. He works for the Top Management Programme run out of 10 Downing Street, and continues to write cases on or relating to China. He is currently working with Rio Tinto on its China advisory panel and is in the process of negotiating regular work with the China European International Business School in Shanghai.

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Jonathan Story is Emeritus Professor of International Political Economy at INSEAD, and holds the Marusi Chair of Global Business at The Lally School of Management, Rensselaer Institute. Prior to joining INSEAD in 1974, he worked in Brussels and Washington, where he obtained his PhD from Johns Hopkins School of Advanced International Studies.

His latest book is China Uncovered: What you need to know to do business in China, forthcoming from Pearson Education. He is currently working on a new book, China in the World. His previous books include “China: The Race to Market”(FT/Pearson, 2003), The Frontiers of Fortune, (Pitman, 1999), which is about corporate strategy in the world economy; and The Political Economy of Financial Integration in Europe : The Battle of the Systems,(MIT Press, 1998) on monetary union and financial markets in the EU, and co-authored with Ingo Walter of NYU. These three books deal with the transformation of Europe, China and the world, and whatthat spells for business. Besides authoring books, he has contributed numerous chapters in books and articles in professional journals. He is a regular contributor to newspapers.

At the INSEAD campus, he has taught European and world politics, markets, and business in the various MBA, PhD programs. He has taught on INSEAD’s flagship Advanced Management Programme for the last three decades, as well as on other Executive Development and Company Specific courses. Jonathan Story works with governments, international organisations and multinational corporations.

He is married with four children.Besides English, he is fluent in French, German, Spanish, Italian, reads Portuguese and is learning Russian, and also Chinese. He has a bass voice, and sings professionally.

Foreword	p. ix
About the author	p. xiii
Introduction	p. xiv
Transformation: why operating in China is 30 per cent plan, 70 per cent trial and error	p. 1
All change: a double transformation	p. 2
Transition: building socialism with Chinese characteristics	p. 5
The dark side	p. 12
Implications for business	p. 19
China takeaways	p. 25
The organisation: a work in progress	p. 28
The China context: implications for strategy	p. 28
The learning organisation	p. 33
The view from HQ	p. 35
Growing with China	p. 47
China takeaways	p. 49
Government relations	p. 52
Why government relations are so important	p. 53
One system, two roads	p. 54
Getting to know you	p. 61
Government relations as strategy	p. 71
China takeaways	p. 74
China choices: business structure and location	p. 76
An ever-widening door	p. 76
Business structure options	p. 80
Choosing a location	p. 94
A word about timing	p. 97
China takeaways	p. 99
The people problem	p. 101
Language, culture and communication	p. 102
Recruitment	p. 108
Training	p. 114
Retention and motivation	p. 115
Managing people	p. 120
China takeaways	p. 121
Climbing the ladder in the right order: setting up operations	p. 123
Quality - the supplier problem	p. 123
Delivery	p. 133
Costs	p. 134
Engineering	p. 136
Knowledge transfer	p. 137
Research and development	p. 144
China takeaways	p. 147
Understanding and supplying the Chinese market	p. 149
Know your market	p. 150
Know your customer	p. 156
Get the price right	p. 160
Supply your market	p. 161
Build a local salesforce	p. 164
Get paid	p. 166
Export	p. 167
China takeaways	p. 170
Promoting the brand	p. 172
China in the global knowledge structure	p. 173
The Chinese consumer	p. 177
Localising the brand	p. 183
Extending the brand	p. 185
Brand innovation	p. 187
Allocating your branding budget	p. 188
Chinese brands	p. 192
China takeaways	p. 195
Choosing China	p. 197
B, R, I or C?	p. 198
An example	p. 202
Business not country	p. 217
China takeaway	p. 217
Last word	p. 218
Index	p. 219
Table of Contents provided by Ingram. All Rights Reserved.

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China Uncovered What you need to know to do business in China

China Uncovered What you need to know to do business in China

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