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Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of Chinas Consumers Lawrence L. Allen

Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of Chinas Consumers By Lawrence L. Allen

Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of Chinas Consumers by Lawrence L. Allen


$10.00
Condition - Very Good
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Summary

Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of China's Consumers

Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of Chinas Consumers Summary

Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of Chinas Consumers: The Battle for the Hearts, Minds, and Wallets of China's Consumers by Lawrence L. Allen

As China comes into its own as a world economic power, a new, huge consumer class is emerging, hungry for all things Western. In this land where twenty-five years ago most of the population had never tasted chocolate, five icons of Western business are now slugging it out in a battle royal to see which will become the Emperor of Chocolate in China.

Chocolate Fortunes offers the first inside look at the battle for China's newfound chocolate addiction. The book devotes individual chapters to each of the five major players Hershey, Nestle, Cadbury, Mars, and Ferrero and the trials they face as they attempt to dominate their market in an enigmatic and still-developing economy. More broadly, Chocolate Fortunes examines the unique opportunities and challenges inherent in the Chinese business universe.

Probing not only the economic, political, and cultural conditions that have given rise to a seemingly insatiable new market, the book delves into the mystique of chocolate itself and how it captivates not just the Chinese, but people all over the world.

About Lawrence L. Allen

Lawrence Allen is a former senior executive for both Hershey and Nestle in China. He has spent more than 20 years building consumer brands for multinational companies in China.

Table of Contents

CONTENTS

Foreword by Dr. A'ngel Cabrera and Dr. Mary Teagarden of Thunderbird School of Global Management ix

Acknowledgments xii

Introduction: One Country, Three Centuries 1

Chapter 1: China and Chocolate: East Meets West 9

China's Road from Communism to Market Socialism 12

The Evolution of the Global Chocolate Industry 20

Chinese and Chocolate: A Foreign and Exotic Curiosity 22

The Size of China's Chocolate Prize 28

Selling Chocolate 31

Selling Chocolate in China 33

Chapter 2: Ferrero Rocher: Accidental Hero 40

Ferrero's Journey Along the Modern-Day Silk Road to China 44

China's Emancipated Consumers 46

Establishing a Route-to-Market in China 49

Ferrero's Struggle with Local Copycats 56

Did Ferrero Succeed in China? 62

Chapter 3: Cadbury: One Billion Consumers 70

A Brief History of Cadbury Chocolate 71

Cadbury China 73

Cadbury's China Morass 76

Attempting to Turn the Tide 85

The Battle for Chocolate Bars 88

The Final Blow: A Breakdown of Leadership 91

Chapter 4: Hershey: Back to Basics 95

The Hershey Company 96

Hershey's International Business 98

Hershey China 103

The First Season: 1995-1996 113

The Second Season: 1996-1997 120

The Third, Fourth, and Fifth Seasons: 1997-2000 126

The Sixth Season: 2000-2001 134

Under New Management 138

Epitaph 140

Chapter 5: Nestle': China's Chocolate War Sideshow 141

A Brief History of Nestle' 143

Nestle''s Arrival in China 145

The Birth of Nestle' China 151

Sweating the Assets and Reducing KitKat's Cost 156

The Launch of Nestle' Wafer 159

In the Shadow of Nestle' Wafer 165

Nestle' Could Have Been a Contender 171

The Last Word on Nestle', Chocolate, and China 174

Chapter 6: Mars: A Well-Regulated Militia 176

A Brief History of the Mars Candy Company 179

Mars's International Expansion 182

Mars's China Market Entry 183

Mars Versus Its Big Five Chocolate Competitors 190

Mars's Commitment to Market Leadership 193

Chapter 7: Going the Distance: China's 10K Chocolate Race 201

The State of the Chocolate Market: 2008 203

The Threat from Local Competitors 213

Managing China's Multitier Market Going Forward 220

Notes 225

Index 238

Additional information

GOR007471577
9780814414323
081441432X
Chocolate Fortunes: The Battle for the Hearts, Minds, and Wallets of Chinas Consumers: The Battle for the Hearts, Minds, and Wallets of China's Consumers by Lawrence L. Allen
Used - Very Good
Hardback
Amacom
2009-10-01
256
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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