Overview of China’s Professional Networking Sites

Jul 30

Overview of China’s Professional Networking Sites

In February 2014, LinkedIn has officially announced its intention to launch in China in hopes to attract 140 million users. Although, 140 million people would represent only about 20% of China’s online population, this goal sounds quite ambitious. So far, it is estimated that about 100 million Chinese use some type of professional social network with the...

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4Ps of Chinese Marketing Mix in B2B context: #2 Place

Oct 02

4Ps of Chinese Marketing Mix in B2B context: #2 Place

Continuing on the topic of 4Ps of marketing (Product, Price, Place and Promotion) in Chinese market context, today’s post is about the Place components. The Product element was discussed in my earlier post here. Almost every marketplace is defined geographically and going after the largest market or the one offering the most opportunities is one of the main...

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Key Perception Factors About Western Companies in China

Jul 31

Key Perception Factors About Western Companies in China

In order for a Western company to be successful in selling its products or services in China it has to better understand a typical Chinese perception of Westerners. This would allow them to take advantage of certain positive perception factors and, at the same time, mitigate a number of negative aspects. I’m going to examine such perception factors and the...

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Common Mistakes by Western Companies Dealing with Chinese Businesses

Jul 17

Common Mistakes by Western Companies Dealing with Chinese Businesses

Large number of Western companies who are engaged in selling capital equipment to Chinese businesses don’t realize the fact that the purchase cycle is usually quite different from what we are used to in the West. A typical purchase cycle by a typical American or European company is a structured and accurately defined and documented process that can be broken...

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B2B Marketing: the 4Ps in China

Jul 03

B2B Marketing: the 4Ps in China

Every MBA student or anyone familiar with marketing basics has at least heard about the concept of 4Ps of marketing which are: Product; Price; Promotion; Place; Western companies typically run their marketing based on those four principles as an integrated effort. Since Chinese economy started to truly open up to the West only from the mid 80s, not surprisingly, the...

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