An American's Guide to Doing Business in Latin America: Negotiating Contracts and Agreements, Understanding Culture and Customs, Marketing Products and Services
by Tuller, Lawrence W.Format: Paperback
Pub. Date: 2008-03-01
Publisher(s): Adams Media Corp
Other versions by this Author
List Price: $14.95
Rent Book
Select for Price
New Book
We're Sorry
Sold Out
Used Book
We're Sorry
Sold Out
eBook
We're Sorry
Not Available
How Marketplace Works:
- This item is offered by an independent seller and not shipped from our warehouse
- Item details like edition and cover design may differ from our description; see seller's comments before ordering.
- Sellers much confirm and ship within two business days; otherwise, the order will be cancelled and refunded.
- Marketplace purchases cannot be returned to eCampus.com. Contact the seller directly for inquiries; if no response within two days, contact customer service.
- Additional shipping costs apply to Marketplace purchases. Review shipping costs at checkout.
Summary
Now is the time to enter this emerging new market-but doing business in Latin America is not always easy. In An American's Guide to Doing Business in Latin America, author and international trade expert Lawrence W. Tuller shows you how to determine market risk, select reliable Latin American partners, and use exporttrading companies to grow your business opportunities. He also provides up-to-date facts on the politics of the region and U.S.-Latin American relations.
Author Biography
Lawrence W. Tuller, M.B.A., is the author of twenty-seven books and holds a degree in economics from Harvard and an M.B.A. from Wharton
Table of Contents
| The New Latin America | p. 1 |
| The Lost Decade | p. 6 |
| Relationship Between Washington and Latin America | p. 12 |
| Promises of the Summit of the Americas | p. 14 |
| Trade Pact Fever | p. 15 |
| Opportunities Abound | p. 17 |
| Deficiencies That Still Remain | p. 18 |
| Intra-regional Cultural and Business Differences | p. 20 |
| Latin America's Universal Issues | p. 22 |
| Competitiveness in Latin America | p. 25 |
| A Wasting Environment | p. 33 |
| Violent Crime | p. 35 |
| Insidious Corruption | p. 38 |
| Selling With E-Commerce | p. 42 |
| Latin America's Social Issues | p. 47 |
| Education Shortfalls | p. 48 |
| The Gender Gap | p. 49 |
| The Evils of Joblessness | p. 54 |
| Extreme Poverty and the Spreading Wealth Gap | p. 58 |
| Broken Health-Care Systems | p. 64 |
| Trafficking in Persons | p. 68 |
| Summary | p. 70 |
| Major Market Opportunities | p. 71 |
| Varied Market Strategies | p. 73 |
| Argentina | p. 82 |
| Brazil | p. 85 |
| Chile | p. 89 |
| Colombia | p. 92 |
| Costa Rica | p. 95 |
| Mexico | p. 98 |
| Conclusion | p. 101 |
| Latin Traits That Baffle Americans | p. 102 |
| Family Values | p. 105 |
| Easy-Going Lifestyle | p. 106 |
| A Live-And-Let-Live Attitude | p. 107 |
| Respect for Age | p. 110 |
| Community Involvement | p. 112 |
| Class Separation | p. 114 |
| Gender Class Difference | p. 115 |
| Power of the Church | p. 119 |
| Racial Bias | p. 122 |
| National Pride | p. 124 |
| Market Research: Performing a Country Survey | p. 125 |
| Business Structure | p. 127 |
| Audit, Tax, Legal, and Licensing Requirements | p. 128 |
| Communications Bottlenecks | p. 130 |
| Insurance | p. 132 |
| Political and Economic Environment | p. 135 |
| Market-Specific Business Conditions | p. 136 |
| Government Subsidies | p. 140 |
| Transport, Licenses, Security, and Labor | p. 141 |
| Infrastructures and Free-Trade Zones | p. 143 |
| Personnel Matters | p. 145 |
| Exchange Controls | p. 147 |
| Summary | p. 147 |
| Country Risk Assessment | p. 149 |
| Country Risks | p. 150 |
| Defining Market-Entry Options and Risks External to a Company's Authority | p. 151 |
| Quantifying the Impact of External Risks | p. 153 |
| A Case Study: U.S. Fabrisource and Avionics Corporation | p. 154 |
| Marketing Channels | p. 161 |
| Commissioned Agents of Latin American Governments and Companies | p. 162 |
| Export Management Companies | p. 163 |
| Export Trading Companies | p. 165 |
| Captive Export Trading Companies | p. 167 |
| Foreign Trading Companies | p. 169 |
| Direct Selling | p. 170 |
| Distributors | p. 173 |
| Advertising | p. 174 |
| Cultural Sensitivity | p. 177 |
| Alternative Media | p. 179 |
| Internet Advertising | p. 183 |
| Trade Shows | p. 188 |
| Trade Finance | p. 190 |
| Short-Term Strategies | p. 192 |
| Variations on Documentary Letters of Credit | p. 195 |
| Documentary Banker's Acceptances | p. 196 |
| Getting Paid | p. 197 |
| Intermediate-Term Strategies | p. 199 |
| Small Business Administration (SBA) | p. 204 |
| Long-Term Strategies | p. 206 |
| Countertrade Strategies | p. 207 |
| Infrastructure Development and Project Finance | p. 214 |
| Private Participation in Infrastructure Development | p. 222 |
| Foreign Direct Investment from U.S. Companies | p. 229 |
| Future Opportunities for U.S. Companies | p. 234 |
| Financing Infrastructure Projects | p. 236 |
| Global Project Finance Banks | p. 237 |
| Development Banks | p. 238 |
| Overseas Private Investment Corporation | p. 242 |
| U.S. Trade and Development Agency | p. 243 |
| United Nations Programs | p. 243 |
| Export Assistance Centers | p. 247 |
| Small Business Administration Regional Offices | p. 249 |
| Latin American Trade Associations in the United States | p. 250 |
| American Chamber of Commerce Offices in Latin America | p. 253 |
| Bi-National Chambers of Commerce in Florida | p. 256 |
| Internet Addresses | p. 257 |
| Map of Latin America | p. 261 |
| Index | p. 262 |
| Table of Contents provided by Ingram. All Rights Reserved. |
An electronic version of this book is available through VitalSource.
This book is viewable on PC, Mac, iPhone, iPad, iPod Touch, and most smartphones.
By purchasing, you will be able to view this book online, as well as download it, for the chosen number of days.
Digital License
You are licensing a digital product for a set duration. Durations are set forth in the product description, with "Lifetime" typically meaning five (5) years of online access and permanent download to a supported device. All licenses are non-transferable.
More details can be found here.
A downloadable version of this book is available through the eCampus Reader or compatible Adobe readers.
Applications are available on iOS, Android, PC, Mac, and Windows Mobile platforms.
Please view the compatibility matrix prior to purchase.