The China Management Handbook
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Inhaltsverzeichnis:
1. What should a China manager
know about China’s economy,
politics and society?
(by Frank Sieren)
2. What kind of strategic and organizational issues have to be
taken into consideration?
(by Engelbert and Christine Boos)
3. Which are the most relevant issues in recruitment of
personnel?
(by Christine Boos)
4. What is important in personnel development?
(by Christine Boos)
5. How do I get reliable market information?
(by Christine Boos)
6. How do I plan a successful marketing campaign in China?
(by Christine Boos)
7. How do I create a strong sales concept?
(by Engelbert Boos)
8. Which are the most relevant production related issues?
(by Engelbert Boos)
9. Which are the most crucial financing related issues?
(by Engelbert Boos)
10. How can I restructure my business in China?
(by Engelbert Boos)
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1. What should a China manager
know about China’s economy,
politics and society?
(by Frank Sieren)
1.1 Is China’s economy stronger or only
bigger than other economies?
1.2 How stable are the Communist Party and the government?
1.3 What should a China manager know about China’s history?
1.4 Why do Chinese negotiate the way they do?
1.5 To which extend is corruption undermining the economy?
1.6 How to do business in a country with a weak rule of law?
1.7 How important is WTO for the Chinese economy and western business?
1.8 Which role does the stock market play in China’s economic
development?
1.9 How does the Internet change China?
1.10 Will tensions between Taiwan and the People’s Republic
increase?
1.11 Is the gap between rich and poor getting wider?
1.12 What are China’s future problems? [top]
2. What kind of strategic and organizational issues have to be
taken into consideration?
(by Engelbert and Christine Boos)
2.1. How do I prepare strategic planning for my investment in
China?
2.2. are What are the most important factors for success and failure
in the operational implementation of the strategies?
2.3. What the main objectives of Chinese and Western investment
partners?
2.4. How do I select a Chinese partner?
2.5. What kind of organizational structures fit to the specific
situation in China?
2.6. Which are the sensitive issues that still may cause intercultural
problems?
2.7. Do language problems really matter?
2.8. What are the most common legal business structures in China?
2.9. What are the advantages and disadvantages of the different
ways of market entry?
2.10. When does it make sense to establish a holding company?
2.11. When does it make sense to settle down in a free trade zone?
2.12. What major advantages and problems are most likely to arise
when investing in Central and Western China?
[top]
3. Which are the most relevant issues in recruitment of personnel?
(by Christine Boos)
3.1. Which requirements does an expatriate have to fulfil to work
as an expatriate in China?
3.2. How do I prepare expatriates for their job in China?
3.3. What are the special features of expatriates’ labor
contracts?
3.4. Does the localization of senior management positions make
sense?
3.5. How can I find qualified local staff?
3.6. How can I evaluate the qualifications of local Chinese staff?
3.7. What are the special matters concerning employment of local
Chinese staff?
3.8. How is the Beijing social insurance scheme for local employment
regulated?
3.9. What are the special features of an employee handbook?
[top]
4. What is important in personnel development?
(by Christine Boos)
4.1. How do I handle evaluation interviews with my employees?
4.2. How can I motivate and retain my Chinese employees?
4.3. According to which aspects FIEs should conceptualize their
training activities?
4.4. Which learning styles have to be respected teaching local
Chinese employees?
4.5. Which teaching methods are suitable for local Chinese
managers?
4.6. Should I train in-house or should I outsource the training
activities?
[top]
5. How do I get reliable market information?
(by Christine Boos)
5.1. How reliable are Chinese sources?
5.2. Which aspects do you have to respect doing market research
in China?
5.3. What impacts do the new regulations of market research have
on FIEs?
5.4. What can market research agencies do for me?
5.5. Which institutions can help me to collect secondary data?
5.6. How can I use the Internet to get information and to promote
my China activities?
5.7. What preferences do different types of buyers have?
5.8. How can I realize competitive advantages through benchmarking
in China?
5.9. How can I find a good consultant?
[top]
6. How do I plan a successful marketing campaign in China?
(by Christine Boos)
6.1. How can I create an optimized company- brand- and product-image
in China?
6.2. What legal aspects have to be considered in marketing your
products in China?
6.3. What kind of advertising messages appeal to the Chinese consumers?
6.4. Which Chinese institutions can help me to market my investment
goods?
6.5. How do I plan and produce advertising materials in China?
6.6. What are the essentials of effective media planning in China?
6.7. Shall I produce my advertising materials in China or abroad?
6.8. How do I plan and carry out a successful presentation on Chinese
trade fairs?
6.9. How do I co-operate with advertising and PR-agencies?
[top]
7. How do I create a strong sales concept?
(by Engelbert Boos)
7.1. How to coordinate the different sales channels?
7.2. Which are the critical success factors in selling?
7.3. How to find an adequate balance between the stock level and
the time and the capability to deliver on time?
7.4. What are the most important aspects that influence the decision-making
process in purchasing?
7.5. How do I manage the relationship network?
7.6. How can I arrange the sales activities and the respective
documentation?
7.7. How should sales control be organized?
7.8. What are the critical terms and conditions in cooperation
with distributors?
7.9. How can I find and keep salesmen?
7.10. What kind of training for salesmen is recommended and required?
7.11. What are the common payment conditions and guarantees?
7.12. How do I handle debtors and customers who are not willing
to pay?
[top]
8. Which are the most relevant production related issues?
(by Engelbert Boos)
8.1. Which product-related standards have to be respected?
8.2. How do I define and run a reasonable product policy?
8.3. Which levels of product quality are feasible, payable and
saleable?
8.4. What kind of manufacturing and assembly activities are suitable
in China?
8.5. What should be considered in organizational controlling and
production management?
8.6. How can I optimize my local sourcing activities?
6.7. Under which circumstances is licensing and transfer of technology
advisable?
8.7. How can I avoid product and know-how piracy?
8.8. Under which circumstances is it recommended to transfer R&D
activities to China?
8.9. How do I arrange my supply chain management?
[top]
9. Which are the most crucial financing related issues?
(by Engelbert Boos)
9.1. What kind of costs are decisive?
9.2. How do I organize budgeting and an efficient cost and liquidity
management?
9.3. Which key ratios are essential for the finance control of
my China investment?
9.4. How can I optimize business and finance control in the invested
entity?
9.5. Which insurances are required, recommended or not necessary?
9.6. What are the key risks?
9.7. How can I finance the daily business through RMB-loans?
9.8. How can I finance the daily business through foreign currency
loans?
9.9. What are the general rules and standards of bookkeeping in
China?
9.10. What are the major differences between Chinese (PLC GAAP)
Accounting
9.11. Practices and Standards with International (IAS GAAP)?
9.12. How do I build-up a suitable reporting system?
9.13. How do I select a suitable auditor?
9.14. How do I manage the risks of applied transfer pricing policy?
9.15. How can I optimize the business policy with regard to strategic,
financial and fiscal aspects?
9.16. How is the taxation of FIE structured?
[top]
10. How can I restructure my business in China?
(by Engelbert Boos)
10.1. How can I influence external and internal decision-making?
10.2. How can I restructure a joint venture in trouble?
10.3. Which legal issues are important on the exit from a joint
venture?
10.4. When does it make sense to implement an existing joint venture
into a Wholly Foreign Owned Entity or Contractual Venture?
10.5. What kind of outsourcing activities optimise the business?
10.6. What has to be considered in the phase of business establishment?
10.7. How is the accessing of international equity capital organised?
10.8. Which international commercial laws are applied to China?
[top]
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