The Battle for the Hearts, Minds, and Wallets of China's Consumers
Author: Lawrence L. Allen
Pub Date: October 2009
Print Edition: $19.95
Print ISBN: 9780814438121
Page Count: 256
Format: Paper or Softback
e-Book ISBN: 9780814414330
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Chocolate. Sensuous and decadent, irresistible and just a little bit naughty. A natural match for . . . China?
They say opposites attract, so perhaps it was only a matter of time before chocolate—which has held so much of the world in thrall for so long—would finally find its way to the legendarily severe cultural landscape of China. But introducing such a singular symbol of the hedonistic West to China is no small feat, as the chocolate-industry giants have found out over the last thirty years. Not only were these companies the conduit to, and self-appointed arbiters of, China’s newfound taste for chocolate, they were among the pioneers whose first attempts in the evolving Chinese economy and marketplace resulted in any number of triumphs and failures.
Advance Praise for Chocolate Fortunes:
“No consumer goods company can call itself ‘Global’ without having a meaningful presence in China: a must-win market for long-term survival! Lawrence Allen has the inside scoop on how our iconic chocolate brands fared within the rapid development of China’s retail industry over the past thirty years. Chocolate Fortunes reveals lessons that aren’t taught in business schools and that could apply to any consumer goods company that ever struggled with, or dreamed of, success in the world’s biggest market!”— Michael Wong, Regional Vice President–Asia Pacific, Wm. Wrigley Jr. Co. (retired)
“With a balanced focus on business, culture, and history, Lawrence Allen explains successes and failures in adapting global strategies in China’s complex market in a way that redefines ‘think global, act local.’ Chocolate Fortunes is a must-read for today’s international executive seeking to understand China.” — William Tung, Vice President of International Sales and Operations, Columbia Sportswear
“Chocolate Fortunes provides a fascinating and entertaining account of chocolate companies’ ventures into China and how they faced the opportunities and challenges there. With a clear understanding of the vital human element required to succeed in China, Lawrence Allen offers critical observations for any company engaged in or about to explore the China market. It is required reading for our global team of professional consultants.” — Joanne and Scott Ulnick, Managing Partners, Ducker Worldwide, Strategic Market Research and Consulting
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