Summary of What Chinese Want

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What Chinese Want book summary


7 Overall

8 Applicability

8 Innovation

8 Style


Already the world’s second biggest economy, China will one day not too far into the future supplant the United States economically. Western companies look at China’s 1.3 billion potential customers with longing, particularly given the Chinese people’s contemporary reverence of materialism and pursuit of consumer goods. Western businesspeople should welcome this comprehensive, enlightening guide to Chinese culture, corporations and consumers by J. Walter Thompson’s lead China executive Tom Doctoroff. Early in his instructive compendium, Doctoroff wisely attempts to defuse any objections readers might have to learning about China from an advertising executive by pointing out that admen operate at the “intersection of commerce and culture.” The expertise Doctoroff has gained from years of living and working in China hasn’t hurt his efforts, either. He turns out to be an excellent, if sometimes redundant, guide to many aspects of commerce and life in this complex society. getAbstract recommends his densely informative overview to executives and managers conducting business in China.

In this summary, you will learn

  • What core values guide China’s people,
  • How to sell products and services in China,
  • What common myths persist about China in the West.

About the Author

Tom Doctoroff, an advertising professional, is the North Asia area director and Greater China CEO for J. Walter Thompson.



Who Are the Chinese?
The world’s largest Communist country has changed dramatically, largely due to its enthusiastic embrace of state capitalism. But though the nation is modernizing on the outside, the Chinese people retain three intrinsic core values that define them:

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    Harshad Sonar 5 years ago
    Seems like the book was almost written to please someone or built upon from a business presentation into a book.
    As such the book has such a narrow theme - only otherwise if one has a significant business relationship in China.

    No to a full read of the book.

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Contained in Knowledge Pack:

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    Advertising in China
    To sell your product in the world's biggest emerging market, you have to advertise – but if you already think China is a wild, wooly commercial frontier, just wait until you try marketing there.

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