MITSloan Management Review
SUMMER 2012 • VOLUME 53 • NUMBER 4
FEATURES 27 35
Building Effective Business
Relationships in China
China’s ways of doing business are becoming more
Westernized. But non-Chinese executives still must
work hard at building trust in relationships with their
Chinese business partners.
BY ROY Y. J. CHUA
Dethroning an Established
What can you do when a competitor has already
established a leading platform? Learn from Apple’s
iPhone, Google’s Gmail and Facebook — and how
they overtook earlier market leaders.
BY FERNANDO F. SUAREZ AND JACQUELINE KIRTLEY
How to Become a
Few companies are born with a broad-based commit-
ment to sustainability. To develop one, companies need
leadership commitment, an ability to engage with multiple
stakeholders along the value chain, widespread employee
engagement and disciplined mechanisms for execution.
BY ROBERT G. ECCLES, KATHLEEN MILLER PERKINS AND
READY FOR CHANGE?
Some 90% of the sustainable companies report having a
strong track record of implementing large-scale change
successfully, compared to 50% for the traditional
companies.” — ROBERT G. ECCLES ET AL.
ON THE COVER: AP Images, Getty Images. Courtesy of Novo Nordisk A/S, Boeing, McDonald’s