Book Description
Half a world away from the calm beauty of Puget Sound, there's a lab where Bill Gates's software dreams come true. . . . So begins Guanxi, the compelling on-the-scenes tale of the allure of China today -- and of a unique partnership between the world's most famous capitalist and the world's largest communist nation that showcases what it takes to compete in the age of global innovation.
Guanxi (gwan-shee), the Chinese term for mutually beneficial relationships essential to success in the Middle Kingdom, tells the story of the juggernaut research lab that underpins Microsoft's relationship building in China. Unfurled through a gripping narrative that moves between Beijing and Microsoft headquarters in Redmond, Washington, it follows the lab's emergence as a mecca for Chinese computer-science talent -- a place where 10,000 résumés arrive in a month, written exams are farmed out to eleven cities to screen applicants, and interns sleep on cots next to their cubicles. So far, the company has invested well over $100 million and hired more than 400 of China's best and brightest to turn the outpost into an important window on the future of computing and a training ground to uplift the state of Chinese computer science -- creating dramatic payoffs for both Microsoft and its host country that are helping the company overcome many of the challenges of China.
Guanxi traces the arc of the lab's stunning success from a memo by erstwhile Microsoft visionary Nathan Myhrvold to its early days under maverick speech recognition guru Kai-Fu Lee (since plucked away by Google for some $10 million), and to its more recent tutelage under former child prodigies Ya-Qin Zhang and Harry Shum. The two China-born stars, who both attended college in their native country by the age of thirteen, have orchestrated the Beijing lab's recent emergence as an epicenter of Microsoft's intensifying battles against Google in the search wars, Nokia in the wireless arena, and Sony in graphics and entertainment.
As pundits rail about the "China threat" to U.S. competitiveness and offer often-hackneyed arguments against outsourcing, Guanxi explores the true ramifications of China's high-tech buildup -- and the means by which it can be turned to competitive advantage, in part by "insourcing" the untapped talent in the country's top universities. Sprinkled with telling observations, compelling characters, and lively anecdotes about the brilliant successes and sometimes painful stumbles of the world's most powerful software company, Guanxi is essential reading for business leaders, entrepreneurs, and technologists around the globe.
Customer Reviews:
Where's the Guanxi?!.......2006-10-22
Microsoft's PR Department couldn't have written thicker, more syrupy, praise for Microsoft. Guanxi is the chinese word for mutually beneficial relationships, it's a complex concept that involves respect, reciprocality, and a certain deference to the person with more authority. It is not covered in this book. Rather, this is a book that paints a super happy face on a long process and smooths out or ignores the rough edges. I recommend doing an Amazon search on Guanxi and reading some of the other books on business in China, like the China Dream, if you want a clearer picture of Guanxi. If you want the Disneyfied version of Microsoft's research lab, this is the book for you.
guanxi (the art of relationships).......2006-05-18
I met Buderi and Huang on their book tour, and couldn't wait to get my hands on this book. What a tale they tell, as they show how Microsoft early on, embraced the world of talent coming up through Chinese universities and turned it to the company's advantage. I especially like the stories of how young Chinese researchers just out of university found themselves in Redmond, presenting for Bill Gates.
China is hungry and rich in talent, not just markets, and this book shows why.
Essential reading on China, Microsoft, and the future of innovation.......2006-05-18
As someone keenly interested in China and the future of innovation, I gobbled up this book almost as soon as it was out. I was not disappointed. In a usually fast-moving narrative, peppered with funny stories and telling anecdotes, Buderi and Huang dive down into rich detail about the creation and evolution of Microsoft's incredibly successful Beijing research lab, and how despite several stumbles it has improved relations with Chinese government and academe. A revealing lawsuit with Google accentuates the end of the story, as Google hires away the original star behind the lab. Readers will come away with a much deeper understanding of what it takes to compete in emerging nations like China.
Average customer rating:
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Global Outsourcing Strategies: An International Reference on Effective Outsourcing Relationships
Manufacturer: Gower Publishing Company
ProductGroup: Book
Binding: Hardcover
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ASIN: 0566086247 |
Average customer rating:
- A highly tactical eCRM book in disguise
- New Thinking
- SUPER BOOK!
- A MUST READ
- A Great Book, A Better Business Philosophy
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Customer Share Marketing: How the World's Great Marketers Unlock Profits from Customer Loyalty
Tom Osenton
Manufacturer: Financial Times Prentice Hall
ProductGroup: Book
Binding: Hardcover
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ASIN: 0130671673 |
Download Description
Customer Share Marketing: How the World's Great Marketers Unlock Profits from Customer Loyalty teaches customer share marketing, which leverages customer loyalty through direct marketing and advanced, Internet-driven sales techniques. Author Tom Osenton d
Customer Reviews:
A highly tactical eCRM book in disguise.......2006-02-21
Though the author has done much elaboration on causes behind the shift of mass market share marketing to one-to-one customer share marketing with plenty of real life examples by big corps (using email, e-newsletter, rich media download etc), it failed to impress or edify me at all. One reason being that the author does not show any framework or analytical tool that differentiates his concept of customer share marketing from other maintstream marketing/CRM/e-commerce concepts that we are so familiar with. What's worse is that the book is a little jumpy and disorganised. It tries to tell much, but I assure you that you will simply forget what you have just read the very moment you close it. In short, not recommended, unless you just want a case book for tactics to copy and/or modify.
No matter what, as usual, below please find some passages I like the most for your reference:-
How the web is used. (Seven business models) pg 15
1. Brochureware model e.g. century21.com, mckinsey.com
2. Advertising-based model e.g. espn.com, cnn.com
3. E-commerce model e.g. microsoft.com, dell.com
4. Sales facilitation model e.g. sprite.com, frito-lay.com
5. Fee-based model e.g. ebay.com, etrade.com
6. Subscription-based model e.g. wsj.com, variety.com
7. Mall or portal model e.g. yahoo.com, aol.com
What are the objectives of your website? pg 18
1. Inform?
2. Build brand?
3. Generate offline leads?
4. Transact business online through e-commerce?
5. Facilitate offline sales through promotions?
6. Reduce costs by eliminating steps in the value chain?
7. All of the above?
Customer Touches, Inhouse(High) vs Outsource(Low): pg 102
- Product knowledge
- Customer Intelligence Gathering Capability
- Expeditious Resolution Capability
- Cross-Sell/Up-sell Capability
- Customer Satisfaction
New Thinking.......2002-10-11
The overwhelming majority of business books that I have read over the past decade provide no new thinking. Books on how to lead, how to manage, how to sell, provide very little practical advice and even less new thinking.
This book provides new thinking. It is not a copycat title. Any industry can and should adopt the model. Thanks for delivering something fresh...
SUPER BOOK!.......2002-03-20
A must read that turns marketing upside down. Intelligent real world examples. Very readable and great insights for all.
A MUST READ.......2002-03-19
One of the most succinct and insightful business books I've ever
read. It takes real world examples and turns the traditional thinking upside down like Tom Peters did a decade ago. A must read for entrepreneurs, small business, mid-size and large alike...not to mention wherever marketing is taught. Mr. Osenton really knows his stuff. A fun, first rate read, and a destined best seller! Buy it!!
A Great Book, A Better Business Philosophy.......2002-02-13
Where in the world has Customer Share Marketing -- both the book and the activity -- been all these years? Osenton makes it so clear in simple, no nonsense language that none us of have really done retention well at all. Even fewer of us have developed growth strategies for the consumers we have already convinced to buy from us.
Shame on the business schools for not recognizing that market share growth was limited! More than a seminal book - a revolutionary marketing concept that will turn the marketing world inside-out and upside-down. A must read for any executive who has 10 or more years to go until retirement.
Book Description
A clear-sighted introduction to a complex subject, 'Internal Marketing' provides the reader with a succinct overview of the most recent thinking and practice.
The text begins by defining what internal marketing is and how it can work, and from this foundation:
* Outlines state-of-the-art thinking and practice
* Demonstrates how internal marketing can be used to facilitate such diverse strategies as TQM, New Product Development and Change Management
* Highlights the techniques managers need to understand to use IM effectively within their organizations
* Contains a range of international and up to the minute examples and cases of best practice from companies around the world
Throughout the book the emphasis is on understanding the principles that have made internal marketing such a potent force within leading corporations. This is combined with a pragmatic assessment of the many challenges involved in making it a reality within an organization.
The first UK title of substance to examine this area in depth
Gives a clear view of the latest thinking and techniques as employed by leading companies internationally
Contains a wide base of up-to-date cases and examples taken from the authors' international consulting activities
Average customer rating:
- Nothing earthshattering. Could've been said in one chapter.
- Listen to your customer! Is this the "radical" new approach?
- Brilliant Insights to Parties within Demand Chain
- Enlightening Read into the Retail Industry!
- To all of those who paid full price at the bookstore
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From Mind to Market: Reinventing the Retail Supply Chain
Roger D. Blackwell
Manufacturer: Collins
ProductGroup: Book
Binding: Hardcover
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Brands That Rock: What Business Leaders Can Learn from the World of Rock and Roll
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Supply Chain Management in the Retail Industry
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Lean Thinking : Banish Waste and Create Wealth in Your Corporation, Revised and Updated
ASIN: 0887308333
Release Date: 1997-10-21 |
Amazon.com
Roger D. Blackwell, an Ohio State University marketing professor and Fortune 500 consultant, believes that nothing short of a "radical reinvention of retail" will suffice in the hypercompetitive marketplace expected in the future. From Mind to Market: Reinventing the Retail Supply Chain is his prescription for 21st-century success. His strategy involves getting into the heads of consumers, accurately anticipating their needs, and then quickly meeting them with effectively developed products and services. Blackwell illustrates his points with examples from companies that already employ such practices, including Kinko's, The Limited, and Banc One Corporation.
Book Description
"Anyone in business today who hopes to be in business tomorrow needs to understand the rules of the new marketplace," says Roger Blackwell, one of the most sought-after authorities on consumer behavior and marketing. The traditional approach to retailing, beginning at the point of manufacture and ending with the sale to the consumer, is out of date and unrealistic. "In an ultracompetitive marketplace, manufacturers can no longer dictate what consumers will buy. The savvy consumer is more educated than ever as to what he or she wants and where to get it at the best price. Using this information to develop the products consumers are looking for is demand-chain management."
Featuring visionary companies like Wal-Mart, AT&T and Kinko's, whose leadership as demand-chain managers is helping them to create the marketplace of the 21st-century, Blackwell illustrates the cutting-edge concept of demand-chain management and its role in revolutionizing retailing in the new millennium.
Customer Reviews:
Nothing earthshattering. Could've been said in one chapter........2001-01-29
Somewhat disappointing read in that there really wasn't any synopsis at the end of the book to bring all of the cases in point and related ideas together to make a coherent "call to action." While the information presented is interesting, educational, and valuable, the concept of "demand chain management" is not all that radical. The fact the more companies do not engage in the practice is what's really radical! There is no excuse for not conducting rigorous market research and analysis and gaining an intimate understanding of the customer base being served (or disserved in some cases). Mr. Blackwell's information could have been summed up in a 15 page article in a respectable journal. There was no need to produce an entire book on this.
Listen to your customer! Is this the "radical" new approach?.......2000-09-25
There is nothing radical, or ground-breaking in this book. Contrary to what the cover or any of the previous comments may imply.. The basic (and almost the only) point is that "one should always listen to the customer," which is nice but not new or radical. No matter how hard you look, you will not be able to find any more "ideas" on retail marketing beyond this basic point.
Chapter 6 (Shifting Functions among Supply-Chain Players) has a very timely topic, however the content is extremely poor. Short of examples, Professor takes on the universities as inefficient supply-chain members.
Apart from being disappointed by the conceptual content of the book, I also feel fooled by the "real world" examples generously sprinkled throughout the text. In none of these examples, there is enough relevant knowledge to be able to say (at least roughly) this is how they did it. In fact, most of the descriptions of real-world practices are full with irrelevant knowledge with only one discernable purpose: To advertise a bunch of companies under the disguise of a serious book. That maybe why there are so many of those success (!) stories.
So, this book itself is an example of setting up too high and inaccurate expectations on the mind of consumers, and failing badly to abide by the implicit contract created by those expectations. It is a huge marketing mistake!
Finally, I must also mention that my faith in Customer Reviews has weakened tremendously. I simply cannot believe this repetitive dribble got all 5's!
(PS. Don't be fooled by its curious, nicely designed cover. It reflects a pathetic "brave new world" vision of marketing: People barcoded for collecting consumption information.)
Brilliant Insights to Parties within Demand Chain.......1999-07-22
This book shows a lot of cases quoted from customer-centric winning retailers. These are very realistic and helpful information to the parties related to supply chain. The expression by "Do the right things right" means the desired and normal management style. However a lot of companies are difficult to do so. "From Mind to Market " leader challenges to do so. This is a major key success factor. Finally, the case of Manco moved me too much. Because their customer services are not to be assumed cost center, but to be invested proactively. This is extremely excellent concept. Most of the companies don't think it right.
Enlightening Read into the Retail Industry!.......1998-11-20
This has been a most gratifying read...only just finished reading all the valuable insights into how retailers have been reinventing themselves in the tight marketplaces and carved strong niches for themselves with the detailed database knowledge accrued from their existing and would-be customers. Amazing the lengths to which companies, especially the SMEs, go to garner a strong fellowship of loyal customer base.
To all of those who paid full price at the bookstore.......1998-11-06
I am a student taking Dr. Blackwell's marketing 650 at OSU fall 98. (GO BUCKS) The book is really well written and is full of interesting and informative information -- I just wish he would have told all of us about Amazon.com at the start of the class so we could have saved 1/3 off the inflated OSU bookstore price!
Average customer rating:
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Relationship between Exporters and their Foreign Sales and Marketing Intermediaries, Volume 16 (Advances in International Marketing)
Manufacturer: JAI Press
ProductGroup: Book
Binding: Hardcover
Workplace
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ASIN: 0762312866 |
Book Description
Middlemen in international markets are one of the most critical components of firms' international marketing strategy. They constitute the main link between the exporter and the local market, and are thereby the "extended arm" of the exporter organisation. This volume of AIM analyses different aspects of relations between exporters and their middlemen: selection and governance, information exchange and learning, cultural aspects and finally the dynamics of such relations. The volume should be seen as a continuation of a stream of literature that has emerged over the last five to ten years.
This volume is more concerned with the phenomena under study than with casting light on one particular theoretical perspective. The contributions represented here are therefore drawing on a number of different theoretical streams: agency theory, transaction cost economics, network theory, economic sociology, resource base theory and its applied "offspring", Internationalisation Process school of thought. It features researchers from universities in nine different countries, representing both well-established and young academicians. This is a manifest indication of the importance of this field of research.
The book is an invaluable asset to students both at the graduate and doctoral levels, and should be a must for researchers in this particular field. Also practitioners will find this book stimulating in their quest for improvements to their relations with their foreign middlemen.
Book Description
Database marketing is at the crossroads of technology, business strategy, and customer relationship management. Enabled by sophisticated information and communication systems, today’s organizations have the capacity to analyze customer data to inform and enhance every facet of the enterprise—from branding and promotion campaigns to supply chain management to employee training to new product development. Based on decades of collective research, teaching, and application in the field, the authors present the most comprehensive treatment to date of database marketing, integrating theory and practice. Presenting rigorous models, methodologies, and techniques, and illustrating them through dozens of examples, the authors cover the full spectrum of principles and topics related to database marketing. The first part of the book describes the contemporary context of database marketing and its impact on business performance. Parts 2-4 present database marketing tools, including how to collect the data and perform analysis. Chapters 5-7 focus on the key concept of lifetime value of the customer (LTV); chapters 8-10 focus on the basic tasks of compiling data, field testing, and predictive modeling; and chapters 11-19 cover the statistical methods used primarily in predictive modeling. Parts 5 and 6 focus on specific problems addressed by database marketing. They largely draw on the tools described in Parts 2-4. Part 5 covers customer management activities, including acquiring customers (Chapter 20), cross- and up-selling (Chapter 21), frequency reward programs (Chapter 22), Customer Tier Programs (Chapter 23), Churn management (Chapter 24), multi-channel customer management (Chapter 25), and acquisition and retention management (Chapter 26). Part 6 focuses on the marketing mix, particularly communications (Chapters 27 and 28) and pricing (Chapter 29) issues. The result is a comprehensive treatment of the field of database marketing, including strategic issues, tools, and problem-solving, that will serve as an essential resource for both professionals and academics in marketing and related areas.
This is an excellent in-depth overview of both well-known and very recent topics in customer management models. It is an absolute must for marketers who want to enrich their knowledge on customer analytics.
-Peter C. Verhoef, Professor of Marketing, Faculty of Economics and Business, University of Groningen
"A marvelous combination of relevance and sophisticated yet understandable analytical material. It should be a standard reference in the area for many years."
-Don Lehmann, George E. Warren Professor of Business, Columbia Business School
Book Description
The story of how Microsoft and China teamed up to create the future of computing will find an ongoing audience among those planning to do business in China, as well as among students and teachers of business, computing, world trade, and international relations.
Average customer rating:
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Guanxi : Relationship Marketing in a Chinese Context
Thomas K. Leung , and
Y. H. Wong
Manufacturer: Haworth Press
ProductGroup: Book
Binding: Paperback
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ASIN: 0789012901 |
Book Description
This systematic analysis of the Chinese concept of guanxi-broadly translated, "personal relationship" or "connections"-offers step-by-step instructions for building guanxi in order to facilitate successful business relationships. Guanxi: Relationship Marketing in a Chinese Context provides a unique perspective, explaining the roots of the concept and empowering you with practical tools for implementing guanxi. This valuable book also contains case studies and information gathered from the authors' more than twenty years of combined working experience in the Chinese business world.
Average customer rating:
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International Marketing Relationships
Sue Bridgewater , and
Colin Egan
Manufacturer: Palgrave Macmillan
ProductGroup: Book
Binding: Hardcover
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ASIN: 0333733770 |
Book Description
The goal of marketing activity has now shifted towards a need to seek and forge long-term and profitable relationships with targeted customers. This new text reflects this growing trend and explains international marketing within this context. Providing a comprehensive review of the issues facing international marketing practitioners, the authors explain the subject from a traditional, relationship and networks perspective. The book contains numerous illustrations, case vignettes and real-world examples, making it the ideal text for today's marketing student and practitioner.
Books:
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- History: Fiction or Science? (Chronology, No. 1)
- History: Fiction or Science? (Chronology, No. 1)
- History: Fiction or Science? (Chronology, No. 1)
- How to Buy: An Insider's Guide to Making Money in the Stock Market
- How to Work a Room: The Ultimate Guide to Savvy Socializing in Person and Online
- Human Rights and Development
- India 2020; a Vision for the New Millennium
- Inside Mexico: Living, Traveling, and Doing Business in a Changing Society
- Inside the House of Money: Top Hedge Fund Traders on Profiting in the Global Markets
Books Index
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