The China Factor
Leveraging Emerging Business Strategies to Compete, Grow, and Win in the New Global Economy

The Innovation of Globalization ? proven strategies to succeed and out-compete emerging competition

Does your company know how to compete effectively in the evolving global business arena? What tactics must your company use to overcome price discounting wars that cut into your margins? What are the strategies your new rivals incorporate that may prove more valuable to customers than the superior products you offer?

The China Factor equips Western businesses with a practical framework for competing successfully in today?s ever-changing global markets. Written by an expert in competitive strategy and global market expansion, this book is packed with insights gained through first-hand experience leading competitive programs at a high-tech multinational corporation and extensive research. 

When it comes to globalization, the rules have changed?what was once nice-to-know is now need-to-know, and this book lays it out in a clear, no-nonsense style. Based on cases with over 50 countries, you will learn why a premium product, though domestically successful, may not be well received in foreign markets. You?ll also discover the critical factors that contribute to success in both emerging and established markets. Disruptive competitors are transformed from threats to examples as you learn to recognize opportunities for re-evaluation, and shift your strategy to stay ahead of the curve.

The economic rise of China and other new entrants is challenging Western companies in new ways. This book explains why, and provides actionable strategies for success in any market.

• Grow and maintain an Innovation Advantage using 5 models
• Learn from disruptors how to win your emerging markets customers
• Understand the power of politics in business
• Develop a deeper Culture IQ to expand your customer base
• Use a 5-part Strategic Framework to formulate new sales tactics

You?re already well-aware of the global threat to Western business, and endless analysis only goes so far toward a solution. You need to know how to respond, survive, and thrive, and just how to regain the competitive edge. The truth is that Western companies must change they way they do business, and push innovation beyond the product and into every aspect of every operation ? they need to be innovative in how they do business abroad. The China Factor provides a clear action plan, and case studies from global leaders like Cisco, Xiaomi, and Apple with insightful strategies for changing and winning the game.

Foreword by Ken Wilcox xi

Introduction 1

SECTION I State of Affairs 13

CHAPTER 1 The Art of War . . . and Money 15

CHAPTER 2 East and West: The Current State of Affairs 21

CHAPTER 3 How China Came Up the Ladder (and So Quickly) 29

CHAPTER 4 The West No Longer Rules 35

CHAPTER 5 Introduction to the Marketing Framework for Our Analysis 41

SECTION II China 49

CHAPTER 6 How the Chinese Do Business à la the 5Ps: A Brief Summary 51

CHAPTER 7 Market Segmentation and Target Market Selection + China’s Market Penetration Approach 57

CHAPTER 8 China: Product => Solution and Innovation 65

CHAPTER 9 China: Price => Value-Add 73

CHAPTER 10 China: Place => Partnerships 85

CHAPTER 11 China: Promotion => Customer Relationships and Culture 93

CHAPTER 12 China: Politics => The 5th P—The Geopolitical Dimension 105

SECTION III The West 113

CHAPTER 13 Recommendations for the West and Application of the 5Ps 115

CHAPTER 14 The West: Product => Solution and Innovation 119

CHAPTER 15 The West: Price => Value-Add 131

CHAPTER 16 The West: Place => Partnerships 143

CHAPTER 17 The West: Promotion => Customer Relationships and Culture 151

CHAPTER 18 The West: Politics => The Geopolitical Dimension 167

CHAPTER 19 Innovation Models: West and East 185

CHAPTER 20 The West: Positioning 205

SECTION IV Case Studies 217

CHAPTER 21 Frenemies: If You Can’t Beat Them, Join Them 219

Conclusion 239

Acknowledgments 241

Appendix A 243

Appendix B 245

Notes 253

Bibliography and Further Reading 261

About the Author 267

Index 269

AMY KARAM is a highly sought–after speaker, consultant, author, and corporate instructor of Stanford University courses, as well as her own workshops. As a strategy consultant, she equips startups and established corporations to succeed in global markets with actionable strategies and execution plans. She has worked with companies such as Cisco, Apple, Visa, Nationwide, Capital One, AT&T, and Bell.