Leveraging knowledge in China: the experience of a foreign entrepreneur

Abstract

PurposeThis paper aims to present the observations of an Italian expatriate who has made China his home. It provides insights into the reasons he has been successful, which will help western firms learn how to better do business with the Chinese.Design/methodology/approachThis paper is based off an intensive interview with a Western entrepreneur.FindingsThis paper reviews the case of JESA industrial limited featuring comments and the perspective of its expatriate founder as he leads the further evolution of JESA from roots as an industrial market research and outsourcing consultancy focusing primarily on small and medium sized enterprises in Italy, to one that combines western and Chinese knowledge and experience with technical expertise and competency to serve a growing base of western businesses and Chinese expatriates.Originality/valueThis study is original in that it provides insight from the perspective of a successful business person who has gone through the process of integrating into the Chinese business world. Linkages are made to other studies, and literature. The paper helps foreign executives in small, medium, and large enterprises understand some of the nuances involved in doing business in and with China from the perspective of a successful western expatriate.