Selling to India's Consumer Market

Douglas Bullis

• Publisher: Praeger
• Year: 1997
• Print ISBN:
  9781567201055
• Edition: 1
• eBook ISBN:
  9780313008092
• Topic: Business
• Subtopic: Business General
• Index: Business

Douglas Bullis goes beyond the usual superficial accounts found in the usual import/export books and provides something truly unique: an in-depth analysis of what India needs from the rest of the world, not what the world can get out of India. What most businesspeople don't know, and what is crucial if they are to succeed in their transactions with India, is what India needs from them—and not always is this mere capital. Bullis describes the rise of India's middle class and consumer economy since 1991, and provides readers with what very few outsiders know: how India really works. The result is an essential resource for corporate management in marketing, sales, strategic planning and investment, and important collateral reading for students and teachers of international business.

Bullis argues that India has long been misunderstood by the West. Now, as the business climate goes global, India looms as the largest country in the world to embrace the market economy. As India emerges as a mass consumer market and a major low-cost manufacturing center, not only the Indian economy, but the world economy is likely to be changed. If overseas businesspeople are to enter India and compete successfully, they need a clear, broad, up-to-the-minute and useful view of the country, its markets, its resources, and its people. In this book, Bullis provides just that.

Table of contents

• Contents
• Acknowledgments
• Introduction
• 1. The Outlook for India's Consumer Economy
• 2. Targeting India's Consumer Market: The Big Picture
• 3. Some Complexities of Indian Consumerism
• 4. Marketing and Advertising
• 5. Distribution and Sales
• Appendix A: Useful Terms
• Appendix B: Useful Addresses
• Appendix C: Additional Reading
• Index