Professor Martin Gannon presents a case study on a midsize company's expansion into China. He describes the differences in culture, expectations, and practices that affected the company's negotiations with Chinese officials. Students are asked to reflect on the case study and draw their own conclusions.
- Type of Content: Case Study
- Title: Entering the Chinese Market
- Publisher: SAGE Publications, Ltd.
- Publication year: 2016
- Online pub date:
- Discipline: Business & Management
- Subject: International Marketing, Asian Pacific Business, Managing Across Cultures
- Duration: 00:12:51
Keywords: alcohol consumption, business growth, case studies, China, competition (business), contract work, cultural competence, cultural differences, enthusiasm, expertise, export, frustration (emotion), inconsistency, international business, market entry strategies, market opportunity analysis, negotiation and bargaining, rapport, reputational risk, risk taking, Small and medium-sized enterprises, technical communication, time factors, trust and credibility
Academic: Martin GannonOnline ISBN: 9781473988415Copyright: (c) SAGE Publications Ltd., 2016