Doing Business in Emerging Markets: Entry and Negotiation Strategies

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SAGE, 2002 - Business & Economics - 300 pages
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Why should businesses be interested in emerging markets? Which markets offer the best opportunities? Providing strategies to help business people enter, negotiate and manage relationships in emerging markets, Doing Business in Emerging Markets is written as a practical text for a postgraduate and MBA courses in International Marketing and International Business. Doing Business in Emerging Markets explains; why firms should be interested in emerging markets; discusses the advances in information technology that have an impact on international business; considers methods for deciding which entry strategy is best for new markets; examines how firms can manage relationships with governments, and suppliers; and provides advice on how to select foreign distributors and freight forwarders.

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Why Look at Emerging Economies?
EmergingMarket Potential
Internationalization as a Business Strategy
Export Marketing and Sourcing in Emerging Economies
Entry Strategies for Emerging Markets
Developing and Managing Relationships in Emerging
Negotiation Process and Strategies
Emerging Markets of Asia
Emerging Markets of Eastern Europe
Emerging Markets of Latin America South Africa
Some Guidelines for Doing Business
About the Authors

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About the author (2002)

  Professor Cavisgil's teaching, research and administrative activities have focused on international business and marketing. His specific interests include the internationalization of the firm, global marketing strategy and internationalization of business education. In recent years, he has focused on the research development of computerized decision support systems for international business executives. Best known among these tools is CORE a computer program for assessment of COmpany Readiness to Export.

Cavusgil has authored more than a dozen books and over one hundred refereed journal articles. His work is among the most cited contributions in international marketing. He is the founding editor of the "Journal of International Marketing" now published by the American Marketing Association, and "Advances in International Marketing" published by JAI Press, Inc. He serves on the editorial review boards of a dozen professional journals, including the "Journal of Marketing" and "Journal of International Business Studies". Professor Cavusgil has been a member of Michigan State University's business research team since 1987.


Professor Pervez N GhauriPervez completed his PhD at Uppsala University in Sweden where he also taught for some years. At present he is Professor of International Business at Kingrsquo;s College London. He is a Fellow of European International Business Academy. Recently, he was awarded an honorary Doctorate by Turku School of Economics and Management, Finland. Pervez has published 25 books and numerous articles. He consults and offers training programmes to a number of organisations such as; BP, Airbus Industries and Ericsson. He is Editor in Chief for International Business Review and Editor (Europe) for the Journal of World Business.

Milind R. Agarwal, B.Engg. (Electronics & Communication), MBA (Logistics/Procurement), Michigan State University, 1994, is the founder President and CEO of Logistics Corporation of India, Ltd., based in Mumbai, India. During his studies at Michigan State University, he worked as a graduate research assistant for the Center for International Business Education and Research. He is a Certified Internal Quality Auditor for ISO 9000:2001. He is an active member of various trade bodies and associations of India. He is also a Visiting Professor at various management institutes in Mumbai. He is currently pursuing doctoral (PhD) studies in Philosophy of Management at the University of Mumbai, India. He can be reached at email:

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