Lessons for Chinese Companies As They Go Global

8/14/2019 Lessons for Chinese Companies As They Go Global

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Vocabulary:

1. Flush - Having a lot of money

2. Wrack – to bring ruin, violent destruction

3. In the hunt – to seek; to pursue with the intent to capture

4. Plummeting - declining suddenly and steeply

5. Breakneck speed - happening or traveling very fast.

6. Carve out - to make or create from a larger whole

7. Commoditize - to make a good or service widely available and interchangeable with one provided

by another company; to become a commodity product

8. Make inroads into - to advance or intrude, especially at another's expense

9. Subpar - not measuring up to traditional standards of performance, value, or production.

10. Sputtering - going out in little steps

11. Spectrum - a broad range of related objects or values or qualities or ideas or activities. “On the

opposite end of the spectrum” means at the other end of the range from what we are talking about

now.

12. Niche - a position in a marketplace, usually aimed at a specialist group or market

13. Leverage - to improve

14. Fuel - support or stimulate an activity

15. Value proposition – a statement that summarizes why a consumer should buy a product or use aservice

16. Space - an area reserved for some particular purpose. Here it means the part of the internet used

for online auctions.

17. Bridge the divide – cross over or combine the two parts

18. Autonomy - freedom to determine one's own actions and behavior

19. On the ground - In a situation where one has knowledge or competence

20. Glass ceiling - a situation in which progress, especially promotion, appears to be possible, but

restrictions or discrimination create a barrier that prevents it

21. Bulletproof – guaranteed

Study Questions

1. How do many Chinese companies sell their products in China?

2. Why will this not work in the U.S.?

3. What will happen to a Chinese brand that does not find a niche and develop a sustainable brand

strategy?

4. What Chinese company has been successful at building a brand in the U.S.? How did it do that?

5. Why has Li Ning Company not been successful in the U.S, (according to the author)?

6. What is Haier’s value proposition to consumers?

7. What mistakes did eBay make when it entered the Chinese market?

8. How must companies balance headquarters and local leadership?

9. What do you think is the glass ceiling the article talks about?

10. How can a merger or acquisition with a Western company help a Chinese company go global?

11. What are some mistakes or struggles a Chinese company goes through after it acquires a foreign

company?

12. What kind of problem areas can you think of that a foreign company might bring to a Chinese

company that buys it?

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Lessons for Chinese Companies As They Go Global