Doing business in emerging markets: entry and negotiation strategies

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Sage Publications, 2002 - Business & Economics - 300 pages
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Doing Business in Emerging Markets: Entry and Negotiation Strategies is an authoritative and timely guide for executives who are contemplating business in these markets. Including numerous exhibits and real-world examples, the authors explore analysis and evaluation of market potential, management of the negotiation process, and the recognition of important regional business styles and cultural issues. Students and professors in MBA or Ph.D. programs in international management, marketing, and strategy will also find this an invaluable aid to understanding emerging markets.

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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 Ghauri is professor of International Business at Manchester School of Management, UMIST, United Kingdom. He has taught in Sweden, Norway, France, the Netherlands, Indonesia and the United States in regular as well as executive education programmes. He has written more than ten books and numerous articles on International Marketing and International Business topics. He is the founding editor of International Business Review (IBR) and International Business and Management Series published by Elsevier. He sits on editorial boards of several academic journals.

Ghauri’s main research areas are Internalization Process, Entry Strategies and Negotiations. His publications include The Internationalization of the Firm (London: Thomson Learning); The Global Challenge for Multinational Enterprises (Amsterdam: Elsevier) and International Business Negotiations (Oxford: Pergamon).


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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