Growing your business in emerging markets : promise and perils / John A. Caslione and Andrew R. Thomas ; foreword by Joseph Tan.

Format:

Book

Author/Creator:

Caslione, John A.

Contributor:

Thomas, Andrew R.

Language:

English

Subjects (All):

Export marketing.

Marketing--Developing countries.

Marketing.

Physical Description:

1 online resource (271 p.)

Edition:

1st ed.

Place of Publication:

Westport, CT : Quorum, 2000.

Language Note:

English

Summary:

The future success of many companies in the United States and Europe is becoming more dependent on effectively developing and expanding markets in new emerging and partially developed countries. Few companies, however, know how to do it well, if at all. Their success rate is low, while the cost of failure remains high. Caslione and Thomas provide insights, knowledge, special tools, and the experience that will show executives how to take hold of these challenges. Through case studies of companies in a wide cross-section of industries, the authors highlight the processes necessary to develop successful market entry, sales, and distribution strategies for their companies in emerging markets around the world. Global business strategy can no longer be focused on only one country or region; the risks are too great. Only when a truly global company develops a holistic and global perspective and implements proven strategies can the success in the new global economy be achieved.

Contents:

Intro

Contents

Illustrations

Foreword

Preface

Acknowledgments

Global Manifest Destiny

The Promise of Emerging Markets

Perils: The Inherent Realities of Emerging Markets

Seizing the Advantage: Defining Your CompanyÌs Role in Emerging Markets

The Local Presence: Selecting and Recruiting Emerging Market Distributors

Maximizing Your Assets, Minimizing Your Risk: Training, Communicating with, and Controlling Your Emerging Market Distributors

Bound Relationships: The Distributor Agreement

The Final Imperative: Forging Global Manifest Destiny

Appendix: Emerging Market Local Information Sources

Selected Bibliography

Index.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Includes bibliographical references (p. [249]) and index.

ISBN:

1-56750-731-X

OCLC:

54885899