Exports Books

This intelligent guide to doing business in emerging markets offers solid, practical tips on market characteristics, strategies, branding, packaging and other down-to-earth subjects. Vijay Mahajan and Kamini Banga opt for a long-range take on prospects in the developing world. The book's handy organization and encouraging words on harnessing emerging markets' potential make it a fine read. getAbstract finds that it presents a well thought-out approach to selling to the developing world, based on useful and rational advice.

In the last couple of years several books have been published focusing on the huge, largely untapped, and unfocused upon, regional/local markets of people in LDC nations. Focusing on the needs, preferences, and wants of the people in these markets pave the way for mutual benefits and stronger symbiotic relationships. Authors Vijay Mahajan and Kimini Banga continue this relevant discourse with "The 86 Percent Solution." Their focus on the 'local and regional' instead of a national market is important for knowledge and understanding. Instead of focusing on national borders, businesspeople are focusing on Shanghai, Mumbai, town X, or city Y, or region Z. Not the "Indian Market, Chinese Market," or "Russian market." The crux likes back to this fact: eighty-six percent of the people on planet Earth earn less than $10,000 USD per year.

Many points in this book are common sense. If you're doing business in an area, then of course you have to learn about local area, and a neighborhood's conditions, wants, and needs. There is focus on marketing here, which seems to mean: dump products down people's throats and profit from it at the same time. (I understand the necessity for mutual benefits.) But at times this book sounds like "How to do business in LDC regions for dummies." To be fair, the information in this book is needed by many that come to foreign countries with very little insight into "how things really work" at the local and cultural level. This includes not only market needs, but how to behave, be culturally sensitive, and understand local, cultural etiquette. I frequently witness first-hand MBA grads and experienced western business people come to a foreign country with immense business, product knowledge, and marketing expertise. And they fall flat on their faces because they didn't have the proper information, training, and exposure to culturally deal with the local people. Oft-times these people didn't consider this knowledge or awareness to be important.

With globalization and increasing WTO-country membership, this book and others will be increasingly important to those doing business overseas and having business relationships with customers, employees, fellow managers, and even strangers. Cultural awareness is often equally just as important as "business knowledge." Sometimes, it's more important.

A note by the authors on English as the International Language:
The authors claim that English may not be the International Business Language in the future. This assertion is completely false and without merit. The authors state that "If you want to work with 86 percent of the world, you need to speak the languages of the 86 percent."

Yes, business people need to learn foreign languages. True, it's important for foreigners to study and attempt to learn the local language of a region if they are going to do business and/or live somewhere for a period of time. It leads to more cultural understanding and less instances of mis-communication. But the demand for English is skyrocketing in China and many other countries of the world. The demand for learning other non-English languages will increase - but the demand to learn and use English will not decrease. It will continue to grow, and much faster than other languages.

The contention that students and future business people from all over the world will learn Mandarin, Arabic, and Hindi because the *number* of people who speak these languages is greater, is oversimplified and unrealistic.

Just ask the Chinese: "Do you want foreigners to learn Mandarin?" Or, is it better for Chinese people to learn English?
The Chinese want to learn English. They also benefit tremendously from foreigners *not* learning Chinese. Ask a Vietnamese, Russian, Korean, Japanese, American, or German if they want to spend over 7+ years studying intensive Mandarin?

Chinese and Arabic speakers who learn English can communicate and do business all over the world in all continents. Mandarin speakers can do business only in certain parts of China. Big difference.
Non-native English speakers currently outnumber native English speaker by 4 to 1, and this gap is increasing.

Kudos to Mahajan and Banga for this book and their work in this field, which is finally getting more attention. Attention that is just, and far over due.

A related point:
The recent Nobel Prize awarded to Mohammed Yunus and his Grameen Bank for his micro-loans provided directly to poor people living in rural areas who are otherwise considered "not bankable." Most banks focus on large public projects and require collateral and credit. These large projects often involve corruption and embezzlement. The percentage of borrowers who repay their loans under Yunus's micro-lending program is very high. It works.

This is an informative and helpful book.

With regard to the meaning and significance of the title, Mahajan and Banga explain that 86% of the world has a per capita gross national product (GNP) of less than $10,000 per year. So what? Not only do those markets represent the future of global commerce; "they also present rich opportunities for companies that have the imagination and creativity to envision [consumers within those markets]. But you won't recognize these opportunities through the lens of the developed world. You won't reach these consumers through the market strategies that work in the 14 percent markets. Developing markets have no smooth superhighways, no established consumer markets, no distribution networks, and, in many cases, no electricity. Developing markets are younger, behind in technology (but rapidly catching up), and inexperienced as consumers. These markets are very different. Yet with creative solutions tailored to their distinctive characteristics, ...you can realize the rich opportunities of these 86 percent markets."

Mahajan and Banga have carefully organized their material within eleven chapters which range from a rigorous analysis of "the lands of opportunity" to a "Conclusion" in which they explain why the markets in underdeveloping countries "not to be missed." More specifically, they discuss what they describe as a "complex tapestry" of convergent civilizations in which there really do seem to be almost unlimited opportunities to increase both the standard of living and quality of life for hundreds of millions of consumers. The challenge for those companies which attempt to market various goods and services in those markets is to understand their unique characteristics. To me, it seems at east as important to understand what they are not as it is to understand what they are...or can (and will) become.

Here are two brief excerpts and then a checklist which, I hope, indicate the scope and depth of Mahajan and Banga's analysis.

"There is no Chinese market. There is a market in Shanghai, or in a neighborhood in Shanghai. There is no Indian market. There is a market in Mumbai or Chennai, or in their local neighborhoods. Developing countries are a collection of fragmented local markets in a country that is gathered loosely under a single flag." (Page 77)

"Think English is the language to know for business? Maybe not for long. Consider that Mandarin Chinese has the largest number of speakers in the world -- a billion, including second-language speakers. This is followed by English, with about half as many speakers, and then Spanish, Hindi, Arabic, Bengali, and Russian. If you want to work with 86 percent of the world, you need to speak the languages of the 86 percent." (page 83)

Which strategies will be most effective when "taking the market to the people"? Mahajan and Banga suggest seven:

1. Position for the paanwalla (i.e. small shop)

2. Create multiple levels of distribution (e.g. Hindustan Lever's "Project Shakti" based a direct-to-home model involving self-help groups, each comprised of 10-15 underprivileged women)

3. Use distribution bubbles (i.e. carnivals, market days, and vans which come and go) to find customers where they are

4. Take the bank out of the branch (e.g. Citibank's use of vans and a network of 9,000 direct-selling agents, called "Citi Friends," who visit homes)

5. Develop on-the-ground insights (i.e. understand and adapt to local aND even neighborhood regulations and conditions)

6. Create distribution systems from scratch (e.g. a new distribution system, based on grassroots networks, which built a supply chain for a camel's milk dairy in Mauritania)

7. Use existing networks creatively (e.g. the "dabbawala system" in Mumbai, India, probably the world's most efficient lunch delivery system which collects 175,000 home-cooked meals from workers' homes and delivers them to their offices)

Thoughtfully, Mahajan and Banga provide a section at the end of each of the first ten chapters, "The 86 Percent Solution," which summarizes key points and facilitates subsequent review of them. Before concluding their brilliant book, Mahajan and Banga share these thoughts when explaining why numbers are on the side of the developing world: Population Equals Profits. "The transformation is just beginning. There will be hiccups along the way and further surprises over the next two decades as the next `Chinas' and `Indias' emerge. The only certainty is the the 86 percent markets are here to stay. These markets are young and growing. Even though they won't become developed tomorrow,,, they are the future. And the companies that can develop the right solutions to meet their needs will find a rich source of growth."

Who will derive the greatest benefit from Mahajan and Banga's book? In my opinion, they are decision makers in two different categories of companies: Those which now market or are about to market in underdeveloping countries, and, other companies which now do business with -- or plan to do business with -- those in the first category. I also think this book will be of substantial interest and value to public officials who are now actively involved with helping to support global commerce.

Congratulations to Mahajan and Banga on a brilliant achievement!

The 86 Percent Solution : How to Succeed in the Biggest Market Opportunity of the Next 50 Years (Hardcover)
by Vijay Mahajan, Kamini Banga
ISBN: 0131489070
The authors provide a very unique look into the biggest market for years to come.
The book The 86 Percent Solution provides rich insights into the emerging markets where per capita incomes of individuals is as low as $300 but still provide tremendous scope for growth.
Developing markets offer the greatest potential for gains unheard of in the developed markets. To venture into these markets companies will have to (un)learn all that worked elsewhere. The things that worked in developed economies and the basic presumptions made will not work in most developing nations of today. The concept of consumer is king is a myth in these places, where in fact a consumer is a person with limited purchasing power, bargaining power and storage capacity.
What works for marketing Fast Moving Consumer Goods won't work for Consumer Durables or for Services. Even though developing markets seem risky as there is little or no credit risk monitoring at the dealer level besides the usual problems of lack of infrastructure there will always be a first mover advantage for companies willing to invest in infrastructure.
Products like water filtration systems for individual homes will find a ready market where potable drinking water is unheard of. In the rural markets even with the sweltering heat it is difficult to sell an air conditioner where uninterrupted power supply is neither available nor expected.
To sell in these markets region specific plans rather then country specific ones will need to be formulated and implemented, due to the fragmented nature of the markets having their own special needs.
Through various example the authors explain all that works and doesn't work and why.
This book is a must read for all those who wish to tap this market and also all those who always wondered why all their wining strategies which worked so well for them for so many years everywhere else, just don't work in these markets.
The coauthor Vijay Mahajan is a former dean of the Indian School of Business and holds the John P. Harbin Centennial Chair in Business at McCombs School of Business, University of Texas at Austin.
The coauthor Kamini Banga is an independent marketing consultant and managing director of Dimensions Consultancy Pvt. Ltd.

This book is best appreciated if you have first read C.K. Prahalad's "The Fortune at the Bottom of the Pyramid," William Grieder's "The Soul of Capitalism," and Stuart Hart's "Capitalism at the Crossroads." It is a tactical or foreign neighborhood (both in the Third World and in the immigrant sections of the First World) implementation manual for profiting from sales to the poor.

It makes many obvious points as well as many not so obvious points, and I will not list them here. This is a book that requires patience and careful reading. The author has brought forward a great deal of detail in a very easy to read way.

I will end with thought that the Wharton School's publishing arm has really catalyzed for me with these varied book. The five billion at the bottom of the pyramid are the last remaining super-power on this planet. The good news is that we can profit from enriching them. The bad news is that we still have morons in power that think we can keep them down by using guns. Newsflash: there are not enough guns on the planet to keep the five billion and their off-spring from over-running us. Capitalism, and the rapid nurturing of indigenous self-sustaining wealth that includes the rapid education of women (which leads to saner men, less disease, limited growth) is our only salvation.

This book is one of a handful that could be said to be truly revolutionary in terms of transforming the planet from one beset by poverty, to one inspired by entrepreneurship at the neighborhood level.

This is an EXCELLENT book about the inner workings and decision makeing process of the Bush Administration during Panama and Desert Shield/Storm.

It is easy to become jaded today about what our government is doing and why, but The Commanders, is one of the most engaging looks at your government coming together. For better or for worse, it is even more engaging since so many of the "players" in this book are in the forefront of our news today. One of Woodwards' best.

I bought this book on a Friday night and compulsively read the book until Sunday morning. The read is quick, and the parts about Panama are very fascinating. It's nice to read about something that doesn't involve the Middle East....oh wait a minute, the middle east is covered as is the military history of this period. Colin Powell is a hero and a great pragmatic man, which mkes me long for the pre-Clinton days. History would be much different if Goerge the 1st stayed in power just 4 more years. The bravery and pragmatism of the 1st Bush administration makes you wonder about this Bush administration.

Bob Woodword seems to have become the reporter of authority when it comes to writing what I have heard called "instant histories", that is, histories that will surely be expanded as perspective is gained on a given event, but ones that accurately record how people saw things at the time. In "The Commanders" Woodword gives blow by blow accounts of two major foreign policy crisis' which ultimately led to military action: the removal of Manuel Noriega from Panama and Operation Desert Storm. The book is a quick and absorbing read, focusing almost entirely on the relationhip between the military (Pentagon) and civilian (White House) leaderships, and how that relationship operates during a crisis.

I assume that many who read this book now look to widen their view of some of the key players in the current administration, namely Cheney, Powell, and Wolfowitz (though in much lesser role here) and now is as good a time as any to do so. My impression of Powell, while widened, remains consistent. He comes off as more hesitant to use force than others, very conscious of organization, very thorough, and very aware that words have power. Cheney, however, doesn't at all resemble his sinister caricature. He, too, is careful and analytical, often concerned with Bush "ratcheting up the rhetoric way too much," and, at one point, even recomending that Bush slow down and "wait for the UN." Whereas these two figures are painted as rivals within the "W" administration, they pictured as allies in the first Bush Administration.

Our problems with diplomacy are also present, though they are not the focus of the book. The presumed reaction from Latin America contrained our ability to craft a war plan in Panama, even though it was "anticipated that privately most of these governments would send back-channel word that they were nuetral or even pleased" that Noriega was removed, and it was certain that the Panamanian people hated their leadership (92% were ultimately in favor of Noriega's removal, according to Woodword). Also, many instances show Arab regimes begging for protection, though not wanting their populations to know about the American presence. At one point, the exiled Emir of Kuwait even refuses to meet with members of the US Senate. And of course, "The French were a problem and required a major effort". We will continue to have problems if governments, particualrly democratic ones, refuse to reveal to their publics what they see as in their own national interest. Ahh, the trials of a superpower!

If you are looking for an account of the diplomatic manuevering, the assembling of the coalition, or the national political debate preceeding either conflict; or you want an account of Gulf I itself, this is not your book. Taken for what it is, however, "The Commanders" is an excellent. There are a number of times where statements from this book could fit perfectly into the latest foray in Iraq, but I'll let you hunt for those.

Lastly, funniest line in the book: "the secure internal electronic-mail system, called E-mail, provided a means of quick nearly instantaneous communications by computer with the boss." Who knew only a decade ago that you needed someone to explain what an E-mail is?

This book starts at the beginning of the GHW Bush Administration and goes through to the very beginning of the Gulf War.
It's always a little difficult to know how accurate Woodward's recountings are of conversations and inner-thoughts of the most important people, but there are rarely serious complaints about the accuracy of his books - at least as far as I am aware. For the most part, the book comes from the perspective of Powell and Cheney, with important additions from other key folks at the Pentagon and White House.
The beauty of reading about the GHW Bush Administration is that one also learns about the GW Bush Administration, for many of the key players came back for an encore.

Woodward did a top notch job of discussing important issues in a way that appeals to the general reader. I hope he continues to do so with the GW Bush Administration; both "Bush at War" and "Plan of Attack" are fine books, but "The Commanders" is much better.

Hsu fills in a niche which has remained empty for a long time. Chinese history written by self-styled western experts presents a real challenge for fairness and perspective. In Western eyes, the colonial period is often seen through rose colored glasses and this hampers their ability to present it objectively. With this book we can get a different perspective from someone who has lived the Asian experience from the Asian side. Good work!

This really is an excellent book. Although scholarly it is not dry and one might even call it exciting at times. It remains the definitive work on the period (most Oxford History books tend to have that distinction) and the latest edition (6th, I believe) contains additions and corrections well worth the bump in price.

The only reason I cannot give this book a full five stars is because in spite of the scholarship, it remains fairly light on ideas and when compared to other Oxford Histories such as "Battle Cry Of Freedom" or "What God Hath Wrought" it cannot hold its own.

Nevertheless, this book is a worthy addition to any historical library and is heartily recommended.

I needed a book for my university studies on China, and this was by far the best. It is detailed, sharp and well written. I cannot see much bias either way, or if there is the other side is shown.

A very good treatment on the subject.

This book by Immanuel Hsu used to be my school text 23 years ago! Now in its 6th Edition, I must say is an excellent piece of work. However, there are still certain words which are wrong, for eg, page 100, 2nd Paragraph, "...He was "found" of Adma Schall von Bell, whom he appointed..."
The word should be FOND and not "found"....
I have detected several similar errors in the book.... Otherwise, this book would almost be near Perfect!
Steven Lim. RSTN Consulting (Singapore).

While Spence's "The Search for Modern China" may be currently the most popular survey of modern Chinese history, Hsu's work is indispensable for the student of wants a deep understanding of China and the Chinese. I was fortunate enough to have studied the material covered with Hsu at Santa Barbara, while he was working on the first edition and still using the then only good English language Asian history by Fairbank (+ others) as a text. While I still have my copy of Fairbank's two volumes, which remain useful for Japan and Southeast Asia, it is to Hsu's text I still refer on matters of Chinese history.

The first and best of a family saga during the mid 1800s in England, when industry changes everyone's lives.

I first read this in 1971, and followed through with all Delderfield's later books. Now, through Amazon.com I can reread the entire series and and my husbands is reading it for the first time and is enthralled!

I have read God is an Englishman 45 years ago. It was a great book to read. I have enjoyed reading it so much that I have read it twice. There is a book 2 that follows this first edition and that too is great. I wish you they whoever can produce a movie of the story. It would make a wonderful masterpiece. Let the author know to produce a movie and let me know because I would be the first to see and then purchise it on DVD.
Thank you for a great site. I will be ordering a copy of this book again in the near future. I strongly recommend this book to all single ladies who enjoy reading a good novel and romantic story. Henrietta Netta, Exeter PA

Adam Swann has followed his family's tradition of military service for long enough to turn 30. He's seen a lot during those years, including a horrific massacre of civilians. When chance places a fortune in rubies in his hands, he's more than ready to make drastic changes. Back to England he goes, the England of a world just prior to the American Civil War, looking for a better way to spend his life. He finds it in two places. First, in a revolutionary business idea sparked by an encounter with a railway official; and second, in a runaway young woman. He marries the woman, factory heiress Henrietta Rawlinson (who's swiftly disinherited by her infuriated father), and he turns the idea into a hauling firm that deliberately fits itself into all the gaps the railway system cannot fill.

That's the bare outline. What makes this novel remarkable, though, isn't its plot. It's the characters, and the way author Delderfield lets them grow naturally out of the time and place in which he sets them. Adam Swann is in many ways a man ahead of that time, disgusted by what he's seen in war and determined to make his way in the world without committing outrages against basic human decency. In fact, he's determined to make a difference for the better while succeeding as a businessman. Henrietta, blessed with her enterpreneur father's sharp mind and quick wits for commerce, grows from a willful, uneducated and thoroughly spoiled girl into a worthy and even challenging partner for Adam in the course of the book's 800-some pages. Nothing seems forced, and none of the details of Victorian England ring false, in all of those pages. Some of the best reading comes from secondary characters who weave in and out of the main story, because each is well drawn and interesting - no matter how brief the appearance.

A tour-de-force, all in all. One of the best "family sagas" around, still, nearly 40 years after its publication.

R.F.Delderfield's "God Is An Englishman" begins a truly riveting history lesson of Britain's Victorian era and beyond. When I first read the book nearly 30 years ago fell in love with Adam and Henrietta Swann and their brood of children. You will, too!

This book is worth reading simply for the pertinent information on world economic trends. I found it interesting and well written, though shallow. If you are a devotee of "realpolitik" this book will likely "fry your burger." If, however, you are looking for in-depth analysis of the forces driving globalization and are committed to the advancement of human rights you may be disappointed in this book. It is like a flyover of a landscape at a few thousand feet; it gives a nice overview of the topography but fails to seriously address the tectonics, climate, and plant and animal communities that shape it, to dangerously stretch the metaphor. His bottom line on globalization: You can't fight the future, but maybe the West can unite to fend off the economic warfare being waged against us by the yellow scourge. He sees the demise of the welfare state and labor unions as natural and not particularly lamentable outcomes of globalization. He advocates nationalized health care paid for by a national sales tax in order to unburden the flagging US corporations of their labor obligations. I think this is a splendid idea as long as the tax is levied on all sales at the same rate, including stocks and securities (that will be the day). One sub-text to be gleaned:If you're in the upper economic strata, relax; life will only get better. It's only the working stiffs at the bottom who will really suffer. The parasites at the top will always find plenty of fresh blood to suck (my terminology, not his).

Globalization has had a strong, yet subtle, propaganda from both the "liberal" and conservative media in the last years. Just take a look at magazines Newsweek, Time and many others, but above all The Economist. They are always reminding us how important is that companies can freely operate globally. Fareed Zakaria, for example, wrote some weeks ago that while ipods are made abroad, most of the profits go to Apple. Good for Steve and Co. but bad for common people who don't own corporations. Instead, Mr. Zakaria chose to show off the startlingly low American unemployment statistics. As for web sites, go to the ultraconservative [...], which has a single one writer against free trade, Pat Buchanan.

Gabor Steingart is one of the few writers who goes deeper that and exposes what holds the terrific unemployment statistics: part-time jobs (no matter how few hours a week), minimum wages and plain unemployed simply masked. We can even say it is as hard to get in those statistics as getting into an ivy-league college. According to the US Labor statistics, the minimum wage jobs are meant to be the main jobs sources by far and large in the next years. There will be like 600,000 opening for college professors and many others for college graduates, which all in all won't take the whole youth needing jobs. Yet, most of the media (both "liberal" and conservative) remain simplifying the issue and keeping repeating the great unemployment statistics and Wal-Mart prices (which are not so great either), just like a nazi general used to say to keep lying until people believe them.

The news channels don't promote globalization as much, instead they distract us and focus on the oversimplification of the "culture wars" (both excessive liberals or conservatives, who are minorities in USA) , missing people (like 1 in 100,000) and most recently have only paid attention to the political campaigns and the financial crisis. These issues are surely important and still second in importance to the basic need of making a living, which globalization won't let us do. No matter how cheap a product can be as the propaganda always says, if you don't have a job you can't buy much, which is happening to more and more millions of people all over the 1st world, as Gabor well exposes.

I feel almost personally grateful to Steingart because he has written something I have always wanted to say, but couldn't possibly have said so well.

The questions he asks on page 227, for example, have been troubling me for years. I beseech every American to pause and respond to these buring questions.

"Did you really believe that you could live, in the long term, on borrowed money?
"Who actually claimed that such a large nation doesn't need an industrial base?
"Where are the men and women who made us believe that a negative balance of trade is a sigh of strength?
"Why did no one on Wall Street sound the alarm bell when the U.S. dollar became eroded and lost intrinsic value for such a prolonged period of time?
"Is it possible that no one could have noticed a country that was once the world's biggest lender selling off its assets to others?
"How could the entrenchment of economic inequality in a democratic nation have been tolerated for so long?
"What happed to the upward mobility that was once this country's trademark?
"And, last but not least: why did democracy, which is supposed to react more quickly to malfunctions than other forms of government, fail so miserably?"

As someone who genuinely wishes America well, it pains me to see this great country de-industrialized and become the biggest debtor in human history, reduced to begging more loans from foreign powers such as the Chinese Communist regime.

My gut feeling is that it's too late to remedy the dire situation. I pray miracle happens. I wish to be proven wrong.

By the way, Deng Xiaoping was never premier of China, as Steingart told us. His official position, when he did hold one, was vice-premier, though he was the paramount leader of the Chinese Communist Party from the early 80s. Chinese politics was bizare.

Every American should read this book; the author gives a broader view about the world economy, and how we got to this point, where we have been losing jobs to the Asian countries: the causes, the consequences and what we can do to revert it.

Among the fairly simple, but politically difficult recommendations is to eliminate income based taxes and instead tax consumption. The US policy of taxing income of individuals and, especially corporations, effectively makes US products gives importers a free ride and makes US exports uncompetitive internationally. Taxing sales not only levels the playing field for US producers domestically and internationally, but also greatly reduces tax fraud and black market free riders.

Eliminate the tax on savings and capital gains and odds are people would save and invest more.

what are the ideal set of properties that effective market segmentation should possess. Why this element are necessary in global marketing process.

This update edition offers the best insight into various aspects of the Asian financial crisis and how Asian companies are developing their competitive strategy. Truly a great insight on how strategic trajectory differs from country to country. HP

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.

I am a doctoral student and have taught international marketing at a state university for a couple of years so far. Among several books I examined, Kotabe&Helsen book stands out in the crowd. It is a joy seeing my students actually enjoy reading the book and learn from it. This book is full of useful insights and timely examples. It is a must reading if you want to be a true professional in the international marketing area. Great!

I teach Global marketing and I think this textbook is the best. It is not full of anecdotal stories about global marketer's failures or successes but very analytical with straightforward methods students can try out. The cases are excellent and support the theorical lectures very good. From my experience with the research literature it is state of the art.

Foley's book, The Global Entrepreneur, is an excellent resource for anyone interested in international trade, and the multi-faceted considerations one must give to the endeavor. It is particularly helpful to those interested in export sales, and marketing, with an insightful view to a variety of approaches a business person can take to the marketplace. The book addresses Self-assesment and Market Research, Business Preparation and Developing Global Partners, Logistics and Finance, and Sustaining Success. Foley successfully demystifies global business, and walks the business person with an interest in global markets from the idea stage through to long-term customer relationship management. This is a great read.

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.

As a newcomer to the "world of global business," I was searching for one resource that would quickly build my understanding of the various aspects of the international arena. I was thrilled to discover The Global Entrepreneur, by James Foley. This book covers everything from basic definitions to the broad issues of "how," "why," and "when" to go global, while also providing solid information on specific topics such as logistics, marketing, relationship building, strategic planning, and using the internet.
And it accomplishes all this in an informal, easy to read and understand style. Mr. Foley writes in a conversational manner, taking information that could be quite dry and boring, and making it interesting and exciting. As an added benefit, the book also includes numerous other resources to enhance your research and exploration of the global arena.
The Global Entrepreneur offers a wealth of information and is a practical resource/reference book for anyone involved in, or becoming involved with, global business.

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.

This book should be used a text for all MBA classes that look at international strategy. I really enjoyed the illustrations and examples.

It' s a very valuable work and push to think (or rethink)strategy and approach for doing business in emerging markets ; as the best travel guides , it treats the subject with insight and a lived knowledge: It is a very useful travel plan to develop business in emerging countries .

It' s a very valuable work and push to think (or rethink)strategy and approach for doing business in emerging markets ; as the best travel guides , it treats the subject with insight and a lived knowledge: It is a very useful travel plan to develop business in emerging countries .

The raw emotion and insight into emerging markets contained in this book clearly illustrates the importance and means of establishing long term global relationships, on an equal footing basis, combined with proven business tools for the development of long term profitable business within the world's emerging markets. An essential read for those serious in establishing long term profitable global business.

This book should be read by any executive planning to enter emerging markets, or by those already operating in them. It covers all aspects to a depth rarely found in business books. It is not just a superb read, it is also a guide and reference source full of "how to". We will use it in our organization as a "must" training material.

A textbook approach to globalization, however, much of what is found in the book is based largely on organizational theory. Probably a good all around book for the person without a background in that discipline or area of study.

Loved the book, and it arrived on schedule. I work for a large multinational and this really hit home.

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.

As Jeffrey Garten explains in the Foreword, this recently published Second Edition offers "not only updates, not only new examples, and not only a more confident analysis. There are three entirely new chapters." Given all that has happened since the first edition (2001), these are indeed welcome additions. Anil Gupta, Vijay Govindarajan, and Haiyan Wang focus on four tasks essential for any company to emerge and stay as the globally dominant player within its industry:

1. "One, people must ensure that their company leads the industry in identifying new marketing opportunities worldwide and in pursuing these opportunities by establishing the necessary presence in all key markets."

2. "Two, people must work relentlessly to convert global presence into global competitive advantage."

3. "Three, people must cultivate a global mindset."

4. "Four, in developing global strategies, people must take full account of the rapid growth of emerging markets, in particular the rise of China and India."

As the co-authors would be the first to acknowledge, it is quite easy to offer prescriptions such as these. Presumably they agree with Thomas Edison: "Vision without execution is hallucination." After briefly but precisely identifying the "what" of "transforming global presence into global competitive advantage," the authors devote the bulk of their attention to explaining the "how." They intended that their book be broad in its coverage of issues relating to the creating and exploiting of global presence, and, that each chapter would focus on a specific action-oriented issue such as building global presence, cultivating a global mindset, or the dynamics of global business teams.

While citing real-world initiatives by several dozen exemplary companies (e.g. Cisco Systems, FedEx, Hewlett-Packard, IBM, Ikea, Marriott, Microsoft, Nucor, Procter & Gamble, and Wal-Mart), the authors address key questions, issues, and challenges such as these:

Which five imperatives drive the pursuit of global expansion?
Under which conditions are alliance-based entry modes more appropriate?
Under which conditions is accelerated global expansion more appropriate?
When location decisions are made, which criteria should be considered?
Which four factors drive the speed with which to cultivate a global mindset?
What are the most common barriers to effective and efficient knowledge transmission?
How to maximize knowledge accumulation and mobilization?
What are the primary reasons for the failure of a global business team (GBT)?
How to overcome communication barriers within a global organization?
What are the major benefits to be gained by early globalization?
What is a "two-track strategy" and why should it be executed in both China and India?

Gupta, Govindarajan, and Wang are to be commended on the wealth of information they provide and, especially, on the rigor of their analysis of that information. All three are pragmatists. What has worked for other global companies that have transformed their global presence into global competitive advantage? What lessons can be learned from those initiatives? In this context, I am reminded of what Peter Drucker once observed: "We spend a lot of time teaching leaders what to do. We don't spend enough time teaching leaders what to stop. Half the leaders I have met don't need to learn what to do. They need to learn what to stop." All of the observations and suggestions that Gupta, Govindarajan, and Wang include throughout their narrative share a single purpose: To guide and inform the process by which correct decisions can be made, decisions that will address what not to do as well as what to do. Although their book is a "must read" for C-level executives in companies that seek to transform their global presence into competitive advantage, I think it should also be read by C-level executives in other (non-global) organizations that are within the supply/value chain of those companies.

I also highly recommend Friedman's aforementioned The World Is Flat 3.0, Victor Fung, William Fung, and Yoram (Jerry) Wind's Competing in a Flat World, C.K. Prahalad's The Fortune at the Bottom of the Pyramid, Kenichi Ohmae's The Next Global Stage, and Operation China co-authored by Jimmy Hexter and Jonathan Woetzel.

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.

This book was most enjoyable--An historical and literary voyage through history until it capsizes--here, at our feet and on our shores on the California-Mendocino Coast.

WOW what fun, work and incredible research the author had to dive through. THIS IS GREAT READING!

The Voyage of the Frolic is a readers dream. Bostonian History, Maritime life, Chinese trade, the Coast of California and our indigenous Indians all rolled into one well written and enjoyable read. Thank you Professor Layton for unraveling the past and placing it in a wonderful china bowl for all of us to peruse and get to know.

Layton is a master at pulling you in and teaching you a thing or two. I'd love to learn more about the Chinese connection.

A model of the Frolic is on display at the Cabrillo Lighthouse, Mendocino, CA. Before you visit the area, read this book. The book covers the entire history of the Frolic, those who built it, the course it took for its short 6 year life -- before sinking off Pt. Cabrillo. Its history includes its involvement with the Opium War, American incursions in China and exciting trade run with opium, Chinese ceramics and silks. A must read if you're interested in international history and the ships that created commerce and connection with the rest of the world.

Oddly enough, our book group chose Voyage of the Frolic and what great fun and an education it has been. I've always dreamed of going on an archeological expedition and here, without the dirt, pan, screens and brushes, I've discovered another layer of the past. What an eclectic history California has.