Export-management

I used this book in my class at a leading school in Korea. Not only was I able to improve my teaching skills ("how" to deliver "what" topics in class) but also my students loved it so much. I also used it in my executive training with a huge success. This textbook is probably the most comprehensive one that is highly appealing to students and executive audience as well as the most academically sound. Examples in the book are superb in addressing various points. A great book!

I adopted this Update edition for my classes. The Update provides a thought-provoking, thorough, and insightful chapter on the implications of the Asian financial crisis and marketing in the Euro-land. The topics are exactly what students are craving for right now. A great book.

Kotabe/Helsen team has really set the standard for the international marketing textbook market. I have read three other similar textbooks, but there is no other book measuring up to this one. They offer an excellent analysis of market converging and diverging forces adding to the complexities of global marketing and how to cope with them. Although I am not an academic, this book provides great conceptual foundations so useful for me to use in preparing my own presentations to the executive board at my company. They have plenty of excellent, well thought-out real-life examples, and those examples are so well built in along with conceptual frameworks that I come away with a lot of useful, and more importantly, usable knowledge.

Exciting, inspiring, motivating, encouraging, helpful, informative, clear, comprehensible, easy to read. Excellent book!!! Knowledge, experience, and passion towards discussed topics just shines through every page. Written in a easy to understand language, the book is a perfect aid to not only beginning exporters/importers, but also experienced ones. Lexicon doesn't belittle reader's mental abilities by chewing on every elementary detail; at the same time it doesn't bombard anybody by heavy concepts and trade jargon. Author uses great approach to delivering information - logical, clear and ordered.

Mr. Foley takes it right from the start - from solid information on whether to even consider making international sales, all the way through to direct foreign investment. Along the way he provides detailed examples, reference materials, and a number of excellent resources that take the mystery out of international sales.

Perhaps most importantly, this is not a regurgitation of MBA material on the subject - Mr. Foley has directly relevant experience, having spearheaded international expansions earlier in his career and now advising companies on how to achieve their global potential.

This is an excellent reference that our company continues to use as we expand to new markets globally and work to increase our share in markets we're already addressing.

This is an excellent source for everything from foreign market evaluation to the documentation for your first sale. Well written and enjoyable to read. While startng out in the game of global enterprise, I have a lot of questions. The questions are being answered, plus all the ones I didn't know I needed to ask. The book excites me to pursue the markets. Before hand I thought it would frighten or discourage me, reading about all the work and risk involved. It was encouraging to hear that international business is where to see the world and its cultures, not just a way to increase profits. I plan to use this book as the guide when our company goes global.

If there are 10 management books you must read, this has to be part of the list. Once in 5 years come books like 'Competing for the Future' and 'The Innovators Dilema' that completely change strategic thought and lay open fresh paths to explore. The Quest for Global Dominance is one such book.

Globalisation is clearly going to be the most important item on the agenda for every corporate for the next decade. Every manager is going to face serious challenges in this front. This book prepares you to prepare for these challenges and win the globalisation game. Too good to be missed.

If you're looking for a detailed book on globalization that has the qualities, depth, and approach of a college textbook, here it is. The book was written by two professors who met, and discovered a synergy for writing, while they were students at Harvard. They've developed a style that presents their points in a well-organized fashion, with sufficient illustration and documentation to validate the authors' points. The examples they use are well-known companies that have achieved global dominance; now we know how they did it-with plenty of information and understanding between two covers of a modern book.

The book is organized into nine chapters, each strong enough to be a stand-alone publication on its own. We start with Rising Up to the Global Challenge and then move into Building Global Presence. Appetites whetted, we now get a comprehensive case study: Lessons from Wal-Mart's Globalization. Exploiting Global Presence comes next, followed by a chapter on Cultivating a Global Mindset. This is primary theme of the book; it's a mindset that enables dominance.

Chapter 6 gets into some how-to: Building a Global Knowledge Machine, sharing vital information and understanding across national boundaries and cultural divides. The authors then concentrate on the Dynamics of Global Business Teams and Changing the Rules of the Global Game. The final chapter is Globalization in the Digital Age, keeping us right up-to-date and reminding the reader that this topic is real and "present" in today's organizations. A bibliography and two indices follow the footnotes section.

The ordinary lay reader will have trouble with this book. It is an academic work. However, for senior executives, marketing professionals, and students of globalization, this book will be a treasure. Those involved with graduate education in business should not miss this book. It will be valuable reading for self-growing executives engaged in executive MBA programs, giving them solid knowledge and insight to apply in their real world of global growth and dominance.

The authors do a magnificient job of laying out in detail what is means to be a global company. Most organizations talk about the importance of Globalization and how important Globalization is for their firm. However few truly understand and face upto the real challenges of Globalization.
The book is unique in that it provides a complete picture beginning with formulation of the strategy(Do we really need to be Global) to the execution of the strategy.
Kudos to the authors for giving us this book.

This book, Exporting: A Manager's Guide to the World Market presents the view from a truly universal perspective while making it practical for all businessmen and women involved in the global marketplace. Dr. Nelson has the gift of making sense out of a very complex subject. He treats each chapter in a simple, understandable prose and presents contemporary examples of the governmental documentation required in intenational trade transactions. The business aspect of exporting is summed-up in the strategies of his 'wealth exchange bridge." The manner in which this book is presented offers not only how one should export, but includes the usual missing link-tricks of the trade. These tricks of the trade or tribal knowledge is the cornerstone to Success internationally. Dr. Nelson delivers a captivating one-two punch in hs book's organization. In summary, the most important aspects of the export procss are captured in thirteen simple easy to understand chapters packed with a powefull punch of needed advice and information including six appendices' of invaluable content. It is important reading for the new to export, or students of international business alike. I truly recommend this book and all in the series for anyone thinking of entering the global marketplace today!

This book is aimed at everyone involved in international trade. Particularly useful to managers with small and medium sized manufacturing and service companies growing toward new international challenges. Shows the "do it yourself" approach as well as best intermediary help.

This presentation is by the expert in international trade and should be the first source for practioners or beginners. It covers the subject of exporting from A to Z with lots of tips.

For almost 40 years,I have been traveling the globe selling high tech systems.
Global Deals aptly describes the events of all those many years. But I learnt the hard way and Oh! How I wish Michael Hick's book was in my briefcase.

This is an interesting, informative read written in anecdotal style, which suits the busy business traveler. You can read a chapter and put in down and go back to it a day later and read that chapter again or read another chapter and always the result is a learning process.

I consider myself an expert on the subject and can assert that in this book he has captured all the essential ingredients of what makes for a successful deal on a global basis. From the most simple to the most complex of ideological, cultural and business elements, he shows how the other side tends to approach a deal and what our thinking process should be.

Now more than ever, technology allows global deals to be accomplished behind a desk. Even more reason to understand the cultural, psychological, business, language and other differences that make global deal exciting and rewarding.

For those that don't want to learn the hard way, this book is the answer.

George Platt
Houston TX
25, November 2003

In a relatively short time, we've moved from doing business with our neighbors to doing business with people we may never meet in places we may never go...in languages we don't speak. This is all part of the increasingly rapid globalization of our economy. With different cultures come different rules of engagement. Pardon the pun, but business today is a different world than it was just a short time ago.

Hicks, a consultant to companies doing business globally, knows his field. Reading this book is like sitting down for a comfortable living room conversation with an expert. You'll gain a deep appreciation for how global business is different, what to watch for, and what can get in your way. The text is well-illustrated with stories, examples, and insights that will enable readers to substantially increase their chances of success on the international playing field.

You'll learn about cross-cultural behaviors that will undoubtedly open your eyes. The knowledge about cross-cultural business skills, negotiation, sales, and customer service will put you strategically ahead of the competition. Hick addresses how to make global alliances work and how to deal with gender issues. The downside is covered, too, so you'll know about vital issues about bribery, corruption, and legal issues. The question of dangerous destinations is particularly valuable in today's volatile world.

This is the kind of book that will hold your attention as you begin. You'll want to keep reading, which can interrupt your productivity. Don't try to read Global Deals at work. This one is best absorbed in the curl-up-in-the-comfy-chair kind of reading. The stories will draw you in; you'll be surprised how much you're learning.

A bibliography and index add to the book's value, enabling you to use the book efficiently for reference later. Suggestion: after you've read this book, invite your colleagues to read it, too, strengthening your company's capacity to do business in the most effective way on the global stage.

Michael Hick has written an extremely readable book that explains the reasons for many misunderstandings between people of different cultures. Every person who has any international contacts should read this book. The "cultural clash" is brought into sharp focus. An excellent read with interesting, real life, illustrations.

Content directed to new land and showed how to find such info in future releases.. Introduction to OraStack, OraDim, MaxMem.. and Java within Oracle is excellent. Well balanced content..

I have hraed Dave Moore speak at Oracle conferences, and I expected this book to be very technical. I was not disappointed. The text is packed with useful tips about Oracle utilities that are not in the Oracle documentation, and it also contains useful tidbits like how to speed-up the import and export utilities.

If you are a guru-level Oracle person, you will probably enjoy this one as much as I did.

Oracle Utilities is a useful book for me. The table at the beginning of the book was worth the price alone, since it listed all executables and packages, what they did, and which version of Oracle they were available in. I have to admit that I was unaware of many of them listed in the book (orakill, oradim, maxem, autotrace). The author also covers well known utilities (tkprof / imp / exp) but for these concentrates on practical usage instead of what they do.

The Guiding Principle for Going Global Online

A solid piece of work, highly recommended to anyone who must understand how to develop a successful global Internet business. De Palma comes with an ace pedigree, widely respected, coming out with "customers are three times more likely to buy from websites in their own language", an industry standard mantra.

De Palma hits key areas, highlighting best practices of the market leaders and their global websites and systems. For once, we have web-based globalization ("Marketing and Selling on the Eight Continent") analysed within a business context. If only pets.com had read this book ...

Content is extensively researched. Case studies are made; corporate budgets, marketing plans, infrastructure, etc., are dissected. Plenty of practical examples, including the names we're all familiar with for the right reasons (eBay, etc.) and the wrong reasons (boo.com et al) too.

If you're in the business of expanding your markets through the web this is the book for you. Increasingly, "E-Commerce" is less dependent on the US ($600 billion worldwide versus $850 billion in the US estimated for 2003). If you want to grow your business, look outside your own borders.

De Palma shows how a successful web business deals with "big issues": Education about global and local markets; planning for international web business; implementing technology and translating into foreign languages, organizing people and resources and, crucially, measuring the return on investment. Of course, parts of what he says applies to international business in general, so don't think this book is just for the web-literate.

The tone is pragmatism. De Palma is realistic about the planning and management of a global web business (it does NOT mean translating into every language under the sun). Much to his credit, he provides valuable information on areas that competing titles duck to avoid, e.g., international tax, contractual and legal requirements - and provides good advice for staying out of trouble.

A technical foundation is included. This isn't a book for techies, but it does educate the executive and student audience about implementing globalized web technology. Experts will contest his comments on TMX, Machine Translation and Unicode, however, the rest of the technical stuff is sound (no "did you know that they have different shaped mailboxes in England?" nonsense).

De Palma, throughout the book, underpins his thesis with the need for a Chief Globalization Officer (an executive to champion web globalization in a company). You can cringe at Grand Poo-Bah titling redolent of dot coms, but fair enough, it does underline the critical importance of bringing globalization issues to senior management attention. Basically, if you're not getting the message through to board level, your enterprise will remain a beggar at the globalization banquet.

In sum, you can take this book as The Guiding Principle for Going Global Online. Recommended to seasoned executives, students of international commerce and technology, globalization gurus and the plain interested. OK, we know business book sales are down 30% since the end of the 1990's. So, if you're going to buy one, buy this one.

Managing myself Web sites in the EMEA region, I have recognized Don's expertise as a globalization veteran. By reading his book, you will understand and learn how to take up the multiple challenges of going global. A must for anybody who is thinking about a global business approach.

Business Without Borders, the first book produced on the important topic of website globalization, is a great resource for anyone wanting to take their business global online. As someone who consults professionally in the web globalization space (...), I found Don's book to be well-written and thoroughly researched. His real-world examples of major firms and how they tackled the globalization quandry are understandable and relateable. As the nature of the Web is inherently global, Business Without Borders will help guide you through the worldwide maze of information and business. I recommend this book highly!

Galbraith has succeeded in filling the gap that he intended to fill in that specific area of management literature where organization theory and international business research interact. Although I was initially rather skeptical of the scholarly value of the book - since it appears to be particularly aimed at practitioners - I was pleasantly surprised at the wealth of novel theoretical insights that I was able to extract from it. Although it clearly builds on Galbraith's earlier work (for which he is renowned), it definitely adds something to the field. This book will leave those interested in international business (both practice and theory!) with an enhanced understanding of some of the organizational aspects of the multinational corporation that seem to me to be relatively underresearched.

Background: Geography is History!! So went an advertisement from a telecom company a few years ago. And as globalization proceeds to breakdown national boundaries, open up cultures and increases access for economic activity, an awareness of this process of breakdown of geography has become a necessity for any corporation wanting to grow and flourish. Increasing size in this dynamic environment brings with it many challenges including increasing structural complexity, need for quick and seamless communication to manage this complexity, as well as an ability to assess and predict the changing external world, recognize opportunities therein and fashion nimble responses to gain competitive advantage. 'Designing the Global Corporation' is a book written to address such issues in an attempt to help managers structure their thinking towards an increasingly boundaryless world.

Synopsis: Jay Galbraith begins his book by arguing against the KISS principle (Keep It Simple, Stupid!) of organizational design. He recognizes that increasing foreign direct investment (FDI), breakdown of trade barriers and improved communications via media like the Internet along with a corporations need to reach customers globally have increased the complexity of doing business. Corporations could fight this complexity and simplify their operations, or learn to accept, manage and in fact use this complexity as a competitive advantage against simpler competitors.
He then goes on to inject great precision into the concept of a globalization for a corporation and defines 5 different levels of international development in increasing order of complexity. A corporation may develop a competitive advantage in its home country and then try to export this advantage to international destinations, evolving through different levels of international development. Or, a corporation like Logitech, may be designed as a transnational corporation from its very inception, with hardware R&D located in Switzerland, software development in California, manufacturing in Taiwan and sales in every country. Evolution from level 1 to level 5 may not be inevitable and/or desirable, with many companies deciding to settle into a particular niche depending upon the nature of their business and their long-term goals.
The rest of the book is devoted to a very clear, well-illustrated nuts and bolts description of designing global corporations with different levels of internationalization. The geographical entity headed by a country manager, multinational single business units and the multinational multi dimensional organizations are described in great detail. Underlying theme of this entire discussion is that the structure of the organization has to cater to its overall strategy, and the former has to change as the latter evolves.
The author spends considerable time and space on the need and means for developing informational and decision-making networks within such complex organizations. Here again he describes 5 different types of networks in increasing order of complexity beginning with informal voluntary communication and going up to a formally structured matrix organization. He discusses the advantages and limitations of each and how such networks may be used to propagate the agenda of the corporation. As a corporation increases its level of internationalization, it has to deal with increasingly complex networks that transcend geography, business function and culture.
He ends the book by describing the 5 dimensions that a global corporation must learn manage in order to remain successful. These 5 dimensions are managing functions, geographies, product lines (or business units), customers and solutions.
Finally, he writes, "Regardless of whether globalization continues, stalls, or even reverses, the models described in this book should continue to guide organizing choices.....and as businesses struggle to compensate and thrive on their ever expanding journey, the ideas and structures presented in this book can serve as a road map."

Critique: The author has presented his ideas very clearly and illustrated them with many examples from real companies. The organization of the book follows a logical flow of thoughts and the language used makes it fairly readable. Having said that, the complexity of many of the concepts presented in this book precludes it from being a casual bedtime reading, rather it demands full concentration and a careful attention to detail from the reader.

Globalization has become such an overused buzzword that it has become nearly devoid of meaning. Here, author Jay R. Galbraith injects new precision into the concept: Going international means plenty of hard work and painstaking attention to detail. Because every company's strategy, market and competitive advantage is unique, it's impossible to define one single, perfect, organizational structure for an international business, but Galbraith provides some fascinating alternatives to consider. Although Galbraith's book is jargon-filled and dense, it is full of useful, illustrative examples. He manages to reduce international business to its simplest form: A company develops an edge, and then tries to take it abroad. This involves many challenges, which Galbraith describes in rich detail. So if your company is multinational - or wants to be - we at getAbstract recommend this book to you. It is tailor-made for executives who are involved in international business - or who hope to expand their global reach.

I work for the Kentucky World Trade Center, and I had the opportunity to read Laurel J. Delaney's, "Start and Run a Profitable Exporting Business." I think Delaney's book is an easy and quick read that directs and leads new comers to the world of business. The book is meant for readers who have no knowledge of the business world, and the export markets. The author guides the reader step by step from building a strong foundation to executing the business plans while learning and developing cross cultural business awareness. After reading this book, most readers will have quite an understanding of what export business is all about.

The book consists of eight parts that discuss different things like globalization, setting up the business, the money needed, developing sales and distribution, cross-cultural learning, etc. I liked the way Delaney shares some of her experiences she had with starting her own business. It makes it more believable and comprehensible.

The first few chapters walk the reader through the necessary steps that need to be taken in order to start a business. The first part of the book deals with the corporate, legal and financial issues, how much money is needed to start a business, finding a product and choosing a manufacturer.

Parts two and three deal with market research and developing sales and distribution. Both these sections contain detailed information on trade shows, World Trade Center, and cross-border contacts. Transport options, pricing the product, export license requirements, and after sales service is covered in parts four and five. The last two sections of the book inform the reader about cross cultural learning, international business travel tips, cross border alliances and big emerging markets. Japan is discussed thoroughly in the last chapter as well as, the top ten emerging global business markets of the 21st century.

Something very useful, which I particularly admired, was the list of global resource centers for starting a contact list and the guidance on how to use the World Wide Web for market research. Delaney has provided the reader with various useful web sites at the back of the book, which allow the business to expand worldwide.

My firm provides help for companies interested in entering and/or expanding international trade, and this background allows me to state that Ms. Delaney's book offers clear guidance for companies interested in global business, with illustrative examples from her own career. She takes the reader from "Why should I export" to cross-border alliances in one of the most "readable" books on this topic.

In addition to excellent coverage of key topics such as translation, pricing, shipping and methods of trade finance, she also devotes a chapter on how to best use the Internet as both a research tool and as a method of promotion for your product. Also of note are the samples of a number of critical documents relating to exporting (packing list, standby letter of credit, etc.).

The insights she offers are applicable to entering any new market, and are also valuable for firms and individuals to assess how ready they are to take that big step. In fact, I have been using some of her advice and annecdotes in the newsletter we send out to our own readers.

Wow! This is a beginner's guide -- with an expert's range and scope. Intensively detailed and complete, this lively volume maps out just about everything you would want to know about international marketing. When you finish, you'll have seen what a lot of work you have ahead of you, but you'll feel like it's within your reach, step by step.

My favorite chapters were the ones focusing on preparing your product for export and on marketing a service business in another country. They really made me aware of all the details you've got to think through if you want to succeed overseas, and also of how exciting it can be -- you've really got to put yourself in the place of your customers and see through their eyes, and consider their customs, practices, and product-service needs. For me, that's the most fascinating thing about international business -- the chance to make contact with different cultures, broaden your horizons, and become a real world citizen. Also, read the special section on Japan -- makes you feel like you're there looking over Japanese shoppers' shoulders at the mall!

The chapter on after-sales service is fun, too. It talks about "shock marketing" -- the art of seizing the opportunity to pull a standout customer service coup and really put yourself ahead of the pack. Makes pitching your product and servicing your accounts sound like an adventure!

This is overall a practical, enthusiastic, and inspiring book -- you'll come away from it feeling revved up for action as if you've just walked out of a Tom Peters seminar. It's also smack up to date with chapters on the Emerging Markets and Internet commerce. If you want to poise yourself to enter the global marketplace of the 21st century, reading this book is a great place to start!

Few Asian companies have been successful in developing international brands. It is now a sophisticated process that puts together and sustains a complex mixture of local and international attributes and values , something that is tangible.Its interesting how Temporal have chosen the different products ( over 20 )from leading Asian and Western brands to show good examples of how companies have used the fundamentals of branding to achieve global success. He has provided illustrative examples, techniques , exercises and invaluable advice for any company in Asia regardless of size that strives for more than being just another local household name.

One of the ways to achieve sustainable growth in any market is a recognisable brand name. While many Western companies have successfully developed international brands, Asian companies have been slow to follow suit. How is it that Asia, a region that has such high brand appreciation, produces so few international brands of its own?

In this groundbreaking book, Asia's leading brand architect addresses this unusual situation, explains the fundamentals of branding and shows how companies can use them to achieve outstanding performance. Containing over 20 case studies of leading Asian and Western brands, this book is packed with illustrative examples, advice and exercises.

Branding in Asia is an invaluable book that is a must for anyone responsible for business growth in the 21st century.

Dr Paul Temporal is Asia's leading expert on brand creation, development and management, having lived in the region for over 14 years. He has worked with leading companies and governments, and is well known his results-oriented and hands-on approach. He is the author of Corporate Charisma.

My expectations were mainly about redressing the balance on geographical origins of brand case studies. Our literature suffers from being far too US centric. This imbalance is unfortunate for several reasons including: - living in the US for the last 2 years has taught me how atypical the US consumer is of any other I have met in 25 countries that I have worked - from the oldest brand models (which assumed brands were advertising led) to the newest ebrand models, there's huge share of voice reflecting the culture of corporate America and the case theories of its business schools. These powerful systems shouldn't be unquestioningly exported as being de facto paradigms for local organisational excellence or social value.

My expectations were exceeded because this book - unlike most on the brand which start with chapters on advertising and marketing communications - opens up from the very beginning on the leadership importance of branding. Here we are on pages 1-2: "Strong brands endure many challenges. This is becoming increasingly relevant in an era of unprecedented change, upheaval and uncertainty. This change is strategic, unlike the incremental change of more predictable times, and therefore requires a strategic response. Brand building is exactly such a response. If successful, it can be the strongest weapon in a company's armory and the best guarantee of corporate survival. The challenge that lies ahead is that of change management.

And by page 4, we're invited to join in a cataloguing of worldwide changes to marketing: -the breakdown of market boundaries -globalization and the development of global brands -increasing market fragmentation -product diversity and shorter life cycles -greater customer sophistication -digital business -economic instability and market volatility

So this book flies, and yet at the same time when you read it you will continually pick up useful advice whether your brain is looking for practical or academic stimulation. For example, the book closes with an appendix of very worthwhile brand exercises, and it resonates with case studies, 24 in all. Each case study ends with a summary of that brand's strengths.

This book will be good for you whether this is the first one you read on branding, or as in my case the twenty first, including two of my own. For example, I learnt a lot from Temporal's consistently strong advice on brand values and the way they shape corporate personality on its outside and inside.