Growing Your Business in Emerging Markets: Promise and Perils [Hardcover]

John Caslione (Author), Andrew R. Thomas (Author)

Book Description

Publication Date: August 30, 2000

The future success of many companies in the United States and Europe is becoming more dependent on effectively developing and expanding markets in new emerging and partially developed countries. Few companies, however, know how to do it well, if at all. Their success rate is low, while the cost of failure remains high. Caslione and Thomas provide insights, knowledge, special tools, and the experience that will show executives how to take hold of these challenges. Through case studies of companies in a wide cross-section of industries, the authors highlight the processes necessary to develop successful market entry, sales, and distribution strategies for their companies in emerging markets around the world.

Global business strategy can no longer be focused on only one country or region; the risks are too great. Only when a truly global company develops a holistic and global perspective and implements proven strategies can the success in the new global economy be achieved.

Editorial Reviews

Review

"Having struggled to build market share on four continents, I only wish I had met Caslione and Thomas sooner. They have shown me time and time again, on the street and in real time, how a well thought out sales and distribution strategy can create a powerful competitive advantage on the unlevel playing fields of emerging markets. If you want to win big on the last frontier, this book is nothing short of required reading. Bottom line, it works."-J. Russell Chapman Senior Vice President R.J. Reynolds International B.V. Geneva, Switzerland

About the Author

JOHN A. CASLIONE is the President and CEO of Andrew-Ward International, Inc., and Global Distribution Services, Inc., both global marketing, sales and distribution firms. He also serves on the faculty of Southern Methodist University's Executive Education Department of the Edwin L. Cox School of Business.

ANDREW R. THOMAS is the Managing Director of Erhart Enterprises, S.A., a worldwide distributor of consumer and industrial products. He has served on the faculties of the University of Toledo, La Universidad de Guayaquil in Ecuador, and the University of Akron.

Product Details

• Hardcover: 272 pages
• Publisher: Praeger (August 30, 2000)
• Language: English
• ISBN-10: 1567203396
• ISBN-13: 978-1567203394
• Product Dimensions: 9.5 x 6.4 x 1 inches
• Shipping Weight: 1.4 pounds (View shipping rates and policies)
• Average Customer Review: 4.9 out of 5 stars  See all reviews (10 customer reviews)
• Amazon Best Sellers Rank: #2,921,564 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

5.0 out of 5 stars Growing Your Business in Emerging Markets, January 8, 2001

By A Customer

This review is from: Growing Your Business in Emerging Markets: Promise and Perils (Hardcover)

This is a great book and I should know since I work in the field. I consult with over 100 companies each year as they try to enter international markets. The book is NOT a college textbook. It is NOT a book of theory about international markets and why you need to be there. Both authors obviously have been there and done it and they share some very good practical experience with the reader. The first several chapters are excellent background about international markets and the value of participating and where we will likely be in the future. Once the reader understands that he/she can't just stop with their domestic market, the authors share some extremely valuable information about how to locate a distributor and considerations about signing and supporting their overseas partner. It is a highly practical book geared to the VP or Director of Marketing -- a must on their book shelf. Even those who have already begun the process of exporting should consider the book because I'm certain they don't have the checklists that the authors provide -- it can only reduce their future risks, frustrations and expenses. And, with the value of the book already established, I must add that I found the accompanying stories made it very entertaining reading.

Highly worthwhile! JJN

1 of 1 people found the following review helpful:

5.0 out of 5 stars Creating a competitive advantage in emerging markets, September 8, 2000

By 

John Bukowsky - Vice President, Allied Riser ... (Dallas, Texas) - See all my reviews

This review is from: Growing Your Business in Emerging Markets: Promise and Perils (Hardcover)

This book is the "How to" reference necessary when taking your business into emerging markets. This is a must read! You will learn how to escape the perils while discovering creative maneuvers to realize strategic opportunities.

Global Manifest Destiny (GMD) provides great insight to man's adventurous desire to forge new markets. GMD presents this insightful scenario as core to human development.

Thank you Caslione and Thomas for bringing us this extremely useful guide.

5.0 out of 5 stars MBA student loves the book, October 22, 2003

By A Customer

This review is from: Growing Your Business in Emerging Markets: Promise and Perils (Hardcover)

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