CONTENTS
Preface = xi
1. The Management Challenge = 1
What Is Different About Managing in Developing Countries ? = 1
Whom Is This Book For ? = 4
How Is the Book Organized = 4
How Important Are Developing Countries to the International Economic and Business System ? = 6
How Diverse Are Developing Countries ? = 20
Conclusion = 26
PART 1 Analyzing the Business Environment
2. Environmental Analysis Framework = 29
Overview : Multiple Factors and Multilevels = 29
Environmental Factors = 31
Environmental Levels = 32
Conclusion = 38
3. The Environmental Factors = 39
Economic factors = 40
Political Factors = 57
Cultural Factors = 62
Demographic Factors = 68
Conclusion = 74
4. Interpreting National Strategies = 76
Environmental Factors and National Strategies = 77
Historical Perspective = 81
Defining National Strategies = 82
Public Policies and Policy Instruments = 87
Country and Company Example : Cummins Engine in India = 101
Conclusion = 106
5. Understanding Industry Structure and Competitive Dynamics = 108
The Competitive Strategy Model = 109
Government as Shaper of the Competitive Environment = 111
State - Owned Enterprises = 115
Business Groups = 126
Local Firms and Cooperatives = 132
Informal Sector Businesses = 135
Multinational Corporations = 138
The Development Process and Competitive Dynamics = 141
Conclusion = 143
PART 2 Managing the Functional Areas
6. Business - Government Relations : Managing the Mega-Force = 147
Understanding Government Needs and Power : Political Mapping = 148
Meeting Government's Needs : The Search for Congruency = 153
Managing Government Relations : Strategic Approaches = 166
Managing Government Relations : Operating Issues = 176
Conclusion = 184
7. Finance : Coping with Inflation, Foreign- Exchange Exposure, and Capital Scarcity = 185
Inflation = 186
Foreign - Exchange Exposure = 197
Capital Scarcity = 213
Conclusion = 228
8. Production : Managing Technology = 231
Offshore Production = 232
Technology Transfer = 234
Technology Choice and Adaptation = 237
Local Procurement = 261
Conclusion = 268
9. Marketing : Adjusting the Marketing Mix = 270
Product Policy = 270
Pricing = 276
Promotion = 282
Distribution = 289
Market Research = 295
Global Marketing = 299
Making It in the Export Market = 303
Social Marketing = 306
Conclusion = 311
10. Organization : Assessing Entry, Ownership, and Cultural Effects = 313
Entry mode = 313
Ownership Strategy
Culture and Organization
Conclusion
11. Toward the Future = 359
The Evolving Business Environment = 359
Critical Managerial Capabilities = 370
Appendixes
A Four Dimensions of Development : Country Values = 375
B Four Dimensions of Development : Country Rankings = 379
C Income Distribution = 382
D Economic Cost-Benefit Analysis : Project Example = 384
Notes = 403
Index = 453
