Getting China and India Right

Anil K. Gupta and Haiyan Wang Jossey-Bass (John Wiley), February 2009 Many multinational corporations think of China and India largely for off-shoring and cost reduction and limit their marketing to the wealthiest few. With such shortsightedness, the opportunity of the century will pass them by, argue business strategists Anil K. Gupta and Haiyan Wang. To help business leaders develop robust global strategies in the age of China and India, the authors uncover the surprising range of the hidden opportunities and challenges presented by these emerging giants. They reveal the secrets to capturing the hearts, minds, and wallets of consumers there and to leveraging the complementary strengths of each country to achieve global dominance. With their enormous populations and rapid economic growth, China and India are the only two countries to feature four different realities, each strategically crucial to the future of any global enterprise. All at once, they are:
  • Mega-markets for almost every product and service;
  • Platforms to dramatically reduce a company’s global cost structure;
  • Potential hubs to transform a company’s global technology and innovation base; and
  • Springboards for the emergence of new fearsome global competitors from within.
Organizations that want to build effective strategies for China and India must address each of these realities head on just as GE, Yum Brands, Adidas, Nokia, IBM, Accenture, Microsoft, Cisco and many other pioneering companies the authors describe have done. Shedding light on the brutal competition for today's markets and resources in China and India, this game-changing book lays out a strategic action plan for organizations that want to emerge as global leaders in tomorrow’s marketplace.

Table of Contents

  • Chapter 1 China and India: Four Stories Rolled Into One
  • Chapter 2 Think China and India, Not China or India
  • Chapter 3 Megamarkets and Microcustomers: Fighting for Local Market Dominance
  • Chapter 4 Leveraging China and India for Global Advantage
  • Chapter 5 Competing with Dragons and Tigers on the Global Stage
  • Chapter 6 The War for Talent: Dealing with Scarcity in the Midst of Plenty
  • Chapter 7 Global Enterprise 2020


  • "Solid research…compelling and provocative…required reading for any CEO."
  • - Ronnie C. Chan,Chairman, Hang Lung Group and Vice-Chairman, Asia Society  
  • "Well researched…crisp…an insightful guide to…succeed in the new era."
  • - Wim Elfrink, EVP-Cisco Services and Chief Globalization Officer, Cisco Systems  
  • "Timely, comprehensive, insightful, and richly documented… a superb guide..."
  • - Edwin D. Fuller, President and Managing Director, Marriott Lodging-International  
  • "No global CEO can afford not to read this timely and insightful book... Compelling... and valuable..."
  • - Jeffrey E. Garten, Juan Trippe Professor in the Practice of International Trade, Finance and Business at the Yale School of Management  
  • "Incisive and well researched... in-depth analysis... richly supported..."
  • - Narayana N.R. Murthy, Chairman Emeritus, Infosys Technologies  
  • "The best source of insight available for executives... A real tour de force"
  • - Graham Mackay, chief Executive Officer, SABMiller plc  
  • "Insightful, compelling, forward-looking, and practical…one of the most important books…"
  • - Harsh Manglink, Chairman, Accenture India  
  • "Compelling and provocative, required reading for any CEO.”"
  • - Ronnie C. Chan, Chairman, Hang Lung Group; Co-Chair, Asia Society  
  • "A blueprint on how to... best approach the two economies for the long term."
  • - Ratan N. Tata, Chairman Emeritus, Tata Sons Ltd.  
  • "Forceful…practical advice…illuminating anecdotes and evidence…compelling read…"
  • - Ravi Venkatesan, Chairman, Microsoft India  
  • "Outstanding... highly readable, full of facts and analysis, and inspirational"
  • - William V. Hickey, CEO, Sealed Air Corporation  
  • "Very timely... extremely well researched... highly readable and very practical."
  • - Kyung H. Yoon Vice-Chairman, Heidrick & Struggles  
  • "Very helpful... insights must reading for any multinational firm CEO."
  • - Ming Zeng, EVP-Strategy, Alibaba Group, and author of Dragons at Your Door