Important Business Considerations For Successful Entry Into The China Market

Abstract

This case requires students to practice international management skills as they consider a wide range of important business questions for a medium-size US company looking to enter the Chinese market. Over the course of four separable modules, students determine the best entry strategy for the company, how to finance the project, how to select the best project manager and how to develop an initial marketing plan. Faculty can choose to assign some or all modules. In addition, the authors, who have implemented this case multiple times with American, Chinese, South Korean and Japanese students working together, discuss the cross-cultural lessons they have learned and recommend ways to improve cross-cultural communication. Specific case questions and case resources are provided.