How to Enter China

Choices and Lessons
Yadong Luo
Important lessons for international managers on entering the Chinese economy


Whether or not foreign companies can succeed in China is largely determined by how they enter the market. This book offers insightful lessons to international managers in this area. It integrates views of both foreign business and Chinese government, describes entry choices and related governmental policies, compares pros and cons of each entry choice for foreign firms, and provides a series of thoughtful advice to business people.

The book illuminates how to enter China for international corporations seeking preemptive opportunities and long-term competitive positions abroad. It presents China's investment environment at the turn of a new century; outlines the impact of China's WTO membership on these companies; articulates each of the entry mode choices available to foreign companies; analyzes factors underlying entry mode selection and equity ownership arrangement; and provides insight into entry mode selection from case studies. It also synthesizes relevant literature, offers managerial lessons regarding entry strategies, and illustrates Chinese government views and expectations of MNCs.

By choosing an entry mode that fits organizational capabilities, objectives, and environmental contingencies, foreign businesses can accomplish their strategic goals, prevent uncompensated exposure of proprietary knowledge, and mitigate transactional hazards that may be precipitated during allocation and local operations. Students taking a "Doing Business in China" course, executives interested in foreign investment, and scholars interested in international expansion will find How to Enter China invaluable for those purposes.

Yadong Luo is Professor of Management, University of Miami.

Praise / Awards

  • "Acutely aware of China's economic environment, international business scholarship, and MNCs' experiences in China, Yadong Luo has written a sweeping book about the perils and promises of doing business in China. If you are about to enter China, bring this book with you."
    ---James P. Walsh, Gerald and Esther Carey Professor of Business Administration, University of Michigan
  • "Luo provides a thorough and well-documented treatise on how to enter and do business in Chinese markets. The cases involving well-known companies add value, reality, and punch to the story. This is 'can't miss' reading for executives and scholars interested in how business is conducted in China."
    ---Michael A. Hitt, Weatherup/Overby Chair in Executive Leadership, Arizona State University
  • "A very useful contribution, relevant to students, practitioners, and scholars. Practitioners will be particularly interested in the case studies, which highlight the experience of large multinational enterprises as they enter and operate in China."
    ---Paul Beamish, Nortel Networks Director, Asian Management Institute, and Professor, Richard Ivey School of Business, University of Western Ontario
  • "For those thinking about entering China, or just wanting to know more about business in China, this book is highly recommended! It provides an excellent description of business life, politics, customs, and culture of China, in both historical and contemporary perspectives. . . . The author thoroughly describes several modes of entry into the Chinese market and then documents them with several excellent case studies of such companies as IBM, Johnson & Johnson, Nokia, Motorola, and Ford."
    ---Randall S. Schuler, Rutgers University
  • ". . . a valuable source for those who have an interest in learning the various entry mode choices and selections and in understanding how some world-class MNCs are performing in China. . . . With the growth of interest in the business environment in China, Luo's book will certainly become an important resource."
    ---Luh Luh Lan, National University of Singapore, Asia Pacific Journal of Management, 2002
  • "How to Enter China is not only a useful book for those considering or actually doing business in China, but it is also a pleasure to read. . . .Luo provides a comprehensive and expert examination of an important and timely topic."
    ---Lisa Keister, The Journal of Asian Studies, Volume 60, No. 4

Product Details

  • 6 x 9.
  • 336pp.
  • 2 drawings, 24 tables.
Available for sale worldwide

  • Hardcover
  • 2001
  • Available
  • 978-0-472-11188-6

Add to Cart
  • $99.95 U.S.