© 2007

Business Success in China

  • Markus B. Hofer
  • Bernhard Ebel
  • About successful market entry and business development in China

  • With practical cases and success stories of international companies in the Chinese market


Table of contents

  1. Front Matter
    Pages i-viii
  2. Opportunities and Challenges in China

    1. Front Matter
      Pages 1-1
    2. Bernhard Ebel, Markus B. Hofer, Jana Schmutzler de Uribe
      Pages 3-10
    3. Stefan Lippert
      Pages 29-37
    4. Frank Sieren
      Pages 39-47
    5. Chin-Ning Chu
      Pages 49-52
  3. Strategies for Market Entry and Business Success

    1. Front Matter
      Pages 53-53
    2. Jana Schmutzler de Uribe, Bernhard Ebel, Markus B. Hofer
      Pages 55-67
    3. Peter Williamson, Ming Zeng
      Pages 69-85
    4. Jonathan Story
      Pages 87-100
    5. Stefan Herr, Fan Oswald-Chen, Ying Yang
      Pages 119-130
    6. Sven-Michael Werner
      Pages 169-178
    7. Sylvia Knoss, Helen Beveridge
      Pages 179-195
  4. Practical Insights from China

    1. Front Matter
      Pages 197-197
    2. Heinz Dollberg
      Pages 199-210
    3. Markus B. Hofer, Bernhard Ebel, Jana Schmutzler de Uribe
      Pages 211-222

About this book


China is the world’s largest power region, achieving economic growth rates that exceed those of most industrialized countries. Joining the WTO unleashed the powerful "dragon" of Eastern Asia and Chinese markets are expected to grow even faster in the coming years. International companies looking to start or extend business in China are finding exciting new opportunities. Yet these opportunities do not come without serious challenges.

In this book practitioners of international companies are offered valuable insights and lessons from established and successful managers, academics and consultants. The book is divided into three parts: "Opportunities and Challenges in China", "Strategies for Market Entry and Business Success" and "Practical Insights from China". It covers a variety of topics such as business strategies, branding, pricing, market research, legal constraints and successful business relations. It also takes a closer look at best practices from Volkswagen, Allianz and MAN Roland.

"China is one of the most promising markets worldwide. Especially Western brands have very good chances in this future market. The book Business Success in China edited by Simon - Kucher & Partners provides well-founded strategies, recommendations and suggestions  - a must for managers in the China business."

Hans-Joerg Seeberger, CEO, EganaGoldpfeil Ltd., Hong Kong  

" 'One generation plants the trees, another gets the shade.' This piece of Chinese wisdom represents how systematically and determined China is pursuing its path. Those who want to be a part of this and to have long-term success must deal intensively with the idiosyncracies of this gigantic market. To accomplish this, the book Business Success in China is required reading."

Heinrich v. Pierer, Chairman, Siemens AG, Munich

"As the Chinese saying goes, 'A journey starts with the first step'. Business Success in China ought to be that first step for any manager looking to grow the business in and with China."

Wilfried R. R. Vanhonacker, Chair Professor and Head Department of Marketing, The Hong Kong University of Science & Technology, Hong Kong


Asia Business Success Change China Corporate Strategy Market Entry Market research business development planning strategy

Editors and affiliations

  • Markus B. Hofer
    • 1
  • Bernhard Ebel
    • 1
  1. 1.Simon - Kucher & PartnersBonnGermany

Bibliographic information