Success in the Asian market is crucial to many firms. Yet many marketing strategies are based on a 'western' perspective of what consumers want and respond to. In Consumer Behaviour in Asia , the authors argue that Asian culture is so fundamentally different to Western Culture that existing consumer behaviour concepts cannot be applied to Asian consumers. In this book the authors outline and explain these differences and put forward modifications to many well-known consumer behaviour concepts. Consumer Behaviour in Asia shows how firms need to modify their marketing strategies in such areas as segmentation, positioning and the marketing mix in order to successfully penetrate these markets.

Asia currently accounts for a quarter of the world economy and half of the world's population. Few international companies can afford to ignore a market of such size and importance. Yet despite the centrality of Asia as a market, there exists a remarkable dearth of marketing theory specific to Asia.

Cultural differences strongly influence consumer behavior. In the West, an effective brand name will be short, distinctive, memorable, and indicative of the product's functions. In Asia, however, a strong belief in luck and fate means that additional qualities, such as whether the characters which make up a product name are "lucky" ones, has a significant effect on brand attitude. Successful sales and marketing strategies in Asia must be rooted in an understanding of the cultural differences which affect Asian consumers' buying patterns.

Consumer Behavior in Asia provides an invaluable guide to Western companies seeking to maximize their marketing success in Asia. Drawing on illustrations from a variety of Asian markets, the volume outlines the differences between Asian and Western cultures along cultural dimensions such as religion, tradition, and philosophy, explaining the effect such differences have on communication styles, brand loyalty, perceptions of products offered, and effective advertising methods.

This unique book stresses the importance of the Asia Pacific region in the context of international strategies of the firm. With Western interest in Asia growing, there is a need for Western firms to boost their position both in Asia and against Asian competition and also to increase their understanding of Asian firms and business cultures. The book argues that, at present, Western firms are not using their strengths to the full in the world's most dynamic region and that their weakness in both competing and cooperating with Asian firms will have a negative impact on their overall competitiveness in global markets. These companies are advised to approach their operations in Asia strategically and are encouraged to question many of their traditional Western business assumptions, thereby adopting a more regional style of management. Strategies for Asia Pacific aims to apply selected concepts and theoretical frameworks of international business strategy to the entire Asia Pacific region. It draws on the research and direct professional experience of both authors and makes reference to recent, unpublished data. The text also gives frequent examples of Western business successes or failures in the region. The book will be of interest to Western managers doing business in Asia as well as academics studying the differences between Asian and Western films, strategies and business logic. It will provide an insight to Asian executives dealing with Western partners and competitors and will also be suitable as a textbook for courses on Asia at undergraduate and MBA levels.

First published in 1995, Strategies for Asia Pacific has established itself as the leading book on strategic analysis related to firms, markets, business cultures and logic in the Asia Pacific region. Recommended by The Economist as one of the five books on Asia that need to be read, this fully revised and updated edition will be essential reading for managers in Asia and companies doing business in Asia as well as students studying Asian business strategies. This new edition includes extended coverage of China and India and highlights the central role that East Asia is now playing in the world economy.

This text stresses the importance of the Asia Pacific region in the context of the international strategies of the firm. It argues that the crisis in Asia while being serious is a temporary phenomenon only and that the need remains for Western firms to boost their position both in Asia and against Asian competition. This requires an increased understanding of Asian markets, Asian firms and Asian business cultures and logic. The authors advise Western firms to approach their operations in Asia strategically, both in terms of competing for customers and resources, as well as co operating in joint ventures and alliances. They encourage managers to question many of their traditional Western business assumptions and to move towards a regional organization and a more regional style of management.