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1
Lau, Choi Ping. "The roles of trust and relationship commitment in buyer-seller relationships in the Chinese context." HKBU Institutional Repository, 2000. http://repository.hkbu.edu.hk/etd_ra/229.
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Yip, Leslie Sai-chung. "Effects of power influence on the relationship between department store and its subtenants in China." Thesis, Curtin University, 2003. http://hdl.handle.net/20.500.11937/442.
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The perspective that asymmetrical power relationship on vertical channel would lead to dominating partner exploitation with the use of coercive power is examined within the context of horizontal channel exchange relationship between department stores and tenant retailers. A power structure-action-outcome framework is offered to study casual links between dependence (structural aspects of power), use of coercive and noncoercive power (action), and three aspects of outcome - economic and social satisfaction, commitment and strategic performance. Data was collected through personal interview with 302 small, medium size retail tenants of department stores in PR China. Analysis of findings provided support to the model and the hypotheses. Results confirmed that dependence and use of power were only weakly related. The findings demonstrate the contextual influence of Chinese collectivistic culture on coercive power which involves the use of punishment or penalty. To further explore the relationship between dependence and power, investigation was carried out to examine if dependence moderates the effect of coercive power on economic satisfaction, with a positive result. On the other hand, use of non-coercive power showed positive results for economic and social satisfaction, which are positively related to commitment and strategic performance. It can be concluded that use of non-coercive power is strongly recommended for store-tenant relationship in the retail sector of China. Once again, the importance of channel context must not be ignored in the study of distribution channel issues.This research project contributes to the channel literature by adding to the contemporary state of knowledge on the use of power in horizontal channel relationships with power asymmetry, and constructs were brought together that have not been empirically investigated within a single study. It is unique in that the model was tested in non-American setting, namely PR China.
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Li, Sai-keung, and 李世強. "Export marketing of Hong Kong electronic products: a relationship approach." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1993. http://hub.hku.hk/bib/B3126573X.
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Nystrand, Hannah. "Lost in Guanxi : How a Western company should use Relationship Marketing and/or Guanxi in China." Thesis, Linnéuniversitetet, Ekonomihögskolan, ELNU, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-19732.
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Purpose: To describe the Relationship Marketing and Guanxi practices of a western company in China, and to create an understanding regarding the interconnection of Guanxi and Relationship Marketing as the foundation of such practices. Method: The research is qualitative with an inductive relation between theory and the empirical findings. With the research design of a case study of the western business-to-business service company ChinaNetCloud. The empirical material was collected through five semi-structured interviews done in China, with influencing persons of the case study organization ChinaNetCloud. Conclusion: Guanxi should be used to facilitate things and should not be established with anyone. To establish relationships are taking more time and will require many activities to maintain them. Relationship Marketing should be used to target other targets than the bases for Guanxi. The relationship are in China based on already existing connections and it is important that the western company is aware of that the relationship are in some cases of more importance than the product or service. Face-to-face meeting should be used in order to establish relationships in the best way. Trust and commitment are also important dimensions in the relationships. A western company should use Guanxi and Relationship Marketing since it is important for both survival and success in China.
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Yip, Leslie Sai-chung. "Effects of power influence on the relationship between department store and its subtenants in China." Curtin University of Technology, School of Marketing, 2003. http://espace.library.curtin.edu.au:80/R/?func=dbin-jump-full&object_id=14673.
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The perspective that asymmetrical power relationship on vertical channel would lead to dominating partner exploitation with the use of coercive power is examined within the context of horizontal channel exchange relationship between department stores and tenant retailers. A power structure-action-outcome framework is offered to study casual links between dependence (structural aspects of power), use of coercive and noncoercive power (action), and three aspects of outcome - economic and social satisfaction, commitment and strategic performance. Data was collected through personal interview with 302 small, medium size retail tenants of department stores in PR China. Analysis of findings provided support to the model and the hypotheses. Results confirmed that dependence and use of power were only weakly related. The findings demonstrate the contextual influence of Chinese collectivistic culture on coercive power which involves the use of punishment or penalty. To further explore the relationship between dependence and power, investigation was carried out to examine if dependence moderates the effect of coercive power on economic satisfaction, with a positive result. On the other hand, use of non-coercive power showed positive results for economic and social satisfaction, which are positively related to commitment and strategic performance. It can be concluded that use of non-coercive power is strongly recommended for store-tenant relationship in the retail sector of China. Once again, the importance of channel context must not be ignored in the study of distribution channel issues.This research project contributes to the channel literature by adding to the contemporary state of knowledge on the use of power in horizontal channel relationships with power asymmetry, and constructs were brought together that have not been empirically investigated within a single study. It is unique in that the model was tested in non-American setting, namely PR China.
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Shi, Guicheng. "Customer relationship strength in relationship marketing : an investigation with empirical evidence from the insurance industry in China." HKBU Institutional Repository, 2005. http://repository.hkbu.edu.hk/etd_ra/660.
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Ip, Siu-chuen, and 葉少存. "The application of relationship marketing orientation in commercial property management in Hong Kong." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2004. http://hub.hku.hk/bib/B45008085.
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Zheng, Kangbin, and Shiying Yan. "Marketing Strategy during the Global Financial Crisis－a Case study of Great Partner Company, China." Thesis, Högskolan i Gävle, Avdelningen för ekonomi, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-13458.
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This study aims to explore the implementation of marketing strategies on companies during the financial crisis, and to identify those strategies that can help a company to remain successful during a period of economic downturn.
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Bronell, Emma, and Carl-Johan Blom. "There will always be another Monday : A cross cultural study of Swedish and Chinese business perspectives." Thesis, Umeå University, Umeå School of Business, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-1735.
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If you look out the window today you can observe influences from all over the world. It seems like the world has shrunken and accessibility has gotten a bigger impact. We are talking about globalization and it can be said to diminish the boarders and unite people all over and contribute to more interactions between different countries and cultures, which in turn will lead to new challenges for companies. More companies can therefore meet in different contexts and for instance a company from Sweden where production costs are comparatively high will be attracted to markets like the Chinese because of their comparatively low production costs. The culture differences between these two nations are wide and will therefore cause implications like cultural clashes or misunderstandings. This is where our interest of the subject grew and hence our research question is:
“How can Swedes avoid incidents of a cultural descent when developing business relations with Chinese corporations?”
The main purpose of this study is to get a better comprehension on how businessmen perceive cultural differences in situations where business relationships are essential and how they avoid such incidents. In addition we have in this study divided the main purpose into three sub-purposes. These are: to gain a better understanding on how both Swedes and Chinese build relationships in business-to-business situations, to gain a better understanding of the differences in the Swedish and Chinese business culture, and to provide suggestions for Swedish entrepreneurs in becoming more aware of cultural gaps when entering the Chinese market.
Our study is based on an hermeneutic approach. We have used an qualitative research strategy where our empirics are based upon seven semi-structured interviews with businessmen today resided in Sweden but have experience from Chinese business interaction. In addition both Swedish and Chinese businessmen have been interviewed to obtain a more balanced data. The contextualization we have made is aligned towards an individual perspective.
Our theoretical frameworks consist of a wide range of theories such as: business relationships theories, relationship marketing theories, Guanxi theories, cultural theories, and culture clash theories. Based on our empirics we have been able to interlink many aspects to conclusions. These have mainly been differences in the two cultures, such as; difference in hierarchy level and how this has caused implications for Swedish businessmen. It was also showed that there are differences in approaching potential business proposals, where the Swedes tended to be direct in contrast to the Chinese who preferred a slower paste. In addition this study showed that what is referred to as Guanxi is far more linked to the Chinese culture than networking is in Sweden.
For a Swedish business man these findings can help prevent incident of diversifying range but raise awareness of other cultural aspects that needs to be considered before going to China in business purposes.
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Lustig, Maria Nilsson Mats. "Relationship marketing with a dash of guanxi : the recipe for success for Sino-Swedish business? : MBA-thesis in marketing /." Gävle : University of Gävle. Department of Business Administration and Economics, 2008. http://www.diva-portal.org/smash/get/diva2:132918/FULLTEXT01.
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Zhang, Jie (Olivia). "The exploration of consumer power in online brand communities : a comparison case study in Australia and China." Thesis, Queensland University of Technology, 2008. https://eprints.qut.edu.au/26373/1/Jie_Zhang_Thesis.pdf.
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Aided by the development of information technology, the balance of power in the market place is rapidly shifting from marketers towards consumers and nowhere is this more obvious than in the online environment (Denegri-Knott, Zwick, & Schroeder, 2006; Moynagh & Worsley, 2002; Newcomer, 2000; Samli, 2001). From the inception and continuous development of the Internet, consumers are becoming more empowered. They can choose what they want to click on the Internet, they can shop and transact payments, watch and download video, chat with others, be it friends or even total strangers. Especially in online communities, like-minded consumers share and exchange information, ideas and opinions. One form of online community is the online brand community, which gathers specific brand lovers. As with any social unit, people form different roles in the community and exert different effects on each other. Their interaction online can greatly influence the brand and marketers. A comprehensive understanding of the operation of this special group form is essential to advancing marketing thought and practice (Kozinets, 1999). While online communities have strongly shifted the balance of power from marketers to consumers, the current marketing literature is sparse on power theory (Merlo, Whitwell, & Lukas, 2004). Some studies have been conducted from an economic point of view (Smith, 1987), however their application to marketing has been limited. Denegri-Knott (2006) explored power based on the struggle between consumers and marketers online and identified consumer power formats such as control over the relationship, information, aggregation and participation. Her study has built a foundation for future power studies in the online environment. This research project bridges the limited marketing literature on power theory with the growing recognition of online communities among marketing academics and practitioners. Specifically, this study extends and redefines consumer power by exploring the concept of power in online brand communities, in order to better understand power structure and distribution in this context. This research investigates the applicability of the factors of consumer power identified by Denegri-Knott (2006) to the online brand community. In addition, by acknowledging the model proposed by McAlexander, Schouten, & Koenig (2002), which emphasized that community study should focus on the role of consumers and identifying multiple relationships among the community, this research further explores how member role changes will affect power relationships as well as consumer likings of the brand. As a further extension to the literature, this study also considers cultural differences and their effect on community member roles and power structure. Based on the study of Hofstede (1980), Australia and China were chosen as two distinct samples to represent differences in two cultural dimensions, namely individualism verses collectivism and high power distance verses low power distance. This contribution to the research also helps answer the research gap identified by Muñiz Jr & O'Guinn (2001), who pointed out the lack of cross cultural studies within the online brand community context. This research adopts a case study methodology to investigate the issues identified above. Case study is an appropriate research strategy to answer “how” and “why” questions of a contemporary phenomenon in real-life context (Yin, 2003). The online brand communities of “Haloforum.net” in Australia and “NGA.cn” in China were selected as two cases. In-depth interviews were used as the primary data collection method. As a result of the geographical dispersion and the preference of a certain number of participants, online synchronic interviews via MSN messenger were utilized along with the face-to-face interviews. As a supplementary approach, online observation was carried over two months, covering a two week period prior to the interviews and a six week period following the interviews. Triangulation techniques were used to strengthen the credibility and validity of the research findings (Yin, 2003). The findings of this research study suggest a new definition of power in an online brand community. This research also redefines the consumer power types and broadens the brand community model developed by McAlexander et al. (2002) in an online context by extending the various relationships between brand and members. This presents a more complete picture of how the perceived power relationships are structured in the online brand community. A new member role is discovered in the Australian online brand community in addition to the four member roles identified by Kozinets (1999), in contrast however, all four roles do not exist in the Chinese online brand community. The research proposes a model which links the defined power types and identified member roles. Furthermore, given the results of the cross-cultural comparison between Australia and China showed certain discrepancies, the research suggests that power studies in the online brand community should be country-specific. This research contributes to the body of knowledge on online consumer power, by applying it to the context of an online brand community, as well as considering factors such as cross cultural difference. Importantly, it provides insights for marketing practitioners on how to best leverage consumer power to serve brand objective in online brand communities. This, in turn, should lead to more cost effective and successful communication strategies. Finally, the study proposes future research directions. The research should be extended to communities of different sizes, to different extents of marketer control over the community, to the connection between online and offline activities within the brand community, and (given the cross-cultural findings) to different countries. In addition, a greater amount of research in this area is recommended to determine the generalizability of this study.
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Zhang, Jie (Olivia). "The exploration of consumer power in online brand communities : a comparison case study in Australia and China." Queensland University of Technology, 2008. http://eprints.qut.edu.au/26373/.
Full textAbstract:
Aided by the development of information technology, the balance of power in the market place is rapidly shifting from marketers towards consumers and nowhere is this more obvious than in the online environment (Denegri-Knott, Zwick, & Schroeder, 2006; Moynagh & Worsley, 2002; Newcomer, 2000; Samli, 2001). From the inception and continuous development of the Internet, consumers are becoming more empowered. They can choose what they want to click on the Internet, they can shop and transact payments, watch and download video, chat with others, be it friends or even total strangers. Especially in online communities, like-minded consumers share and exchange information, ideas and opinions. One form of online community is the online brand community, which gathers specific brand lovers. As with any social unit, people form different roles in the community and exert different effects on each other. Their interaction online can greatly influence the brand and marketers. A comprehensive understanding of the operation of this special group form is essential to advancing marketing thought and practice (Kozinets, 1999). While online communities have strongly shifted the balance of power from marketers to consumers, the current marketing literature is sparse on power theory (Merlo, Whitwell, & Lukas, 2004). Some studies have been conducted from an economic point of view (Smith, 1987), however their application to marketing has been limited. Denegri-Knott (2006) explored power based on the struggle between consumers and marketers online and identified consumer power formats such as control over the relationship, information, aggregation and participation. Her study has built a foundation for future power studies in the online environment. This research project bridges the limited marketing literature on power theory with the growing recognition of online communities among marketing academics and practitioners. Specifically, this study extends and redefines consumer power by exploring the concept of power in online brand communities, in order to better understand power structure and distribution in this context. This research investigates the applicability of the factors of consumer power identified by Denegri-Knott (2006) to the online brand community. In addition, by acknowledging the model proposed by McAlexander, Schouten, & Koenig (2002), which emphasized that community study should focus on the role of consumers and identifying multiple relationships among the community, this research further explores how member role changes will affect power relationships as well as consumer likings of the brand. As a further extension to the literature, this study also considers cultural differences and their effect on community member roles and power structure. Based on the study of Hofstede (1980), Australia and China were chosen as two distinct samples to represent differences in two cultural dimensions, namely individualism verses collectivism and high power distance verses low power distance. This contribution to the research also helps answer the research gap identified by Muñiz Jr & O'Guinn (2001), who pointed out the lack of cross cultural studies within the online brand community context. This research adopts a case study methodology to investigate the issues identified above. Case study is an appropriate research strategy to answer “how” and “why” questions of a contemporary phenomenon in real-life context (Yin, 2003). The online brand communities of “Haloforum.net” in Australia and “NGA.cn” in China were selected as two cases. In-depth interviews were used as the primary data collection method. As a result of the geographical dispersion and the preference of a certain number of participants, online synchronic interviews via MSN messenger were utilized along with the face-to-face interviews. As a supplementary approach, online observation was carried over two months, covering a two week period prior to the interviews and a six week period following the interviews. Triangulation techniques were used to strengthen the credibility and validity of the research findings (Yin, 2003). The findings of this research study suggest a new definition of power in an online brand community. This research also redefines the consumer power types and broadens the brand community model developed by McAlexander et al. (2002) in an online context by extending the various relationships between brand and members. This presents a more complete picture of how the perceived power relationships are structured in the online brand community. A new member role is discovered in the Australian online brand community in addition to the four member roles identified by Kozinets (1999), in contrast however, all four roles do not exist in the Chinese online brand community. The research proposes a model which links the defined power types and identified member roles. Furthermore, given the results of the cross-cultural comparison between Australia and China showed certain discrepancies, the research suggests that power studies in the online brand community should be country-specific. This research contributes to the body of knowledge on online consumer power, by applying it to the context of an online brand community, as well as considering factors such as cross cultural difference. Importantly, it provides insights for marketing practitioners on how to best leverage consumer power to serve brand objective in online brand communities. This, in turn, should lead to more cost effective and successful communication strategies. Finally, the study proposes future research directions. The research should be extended to communities of different sizes, to different extents of marketer control over the community, to the connection between online and offline activities within the brand community, and (given the cross-cultural findings) to different countries. In addition, a greater amount of research in this area is recommended to determine the generalizability of this study.
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Leung, Lee Lee. "Relationship quality in a Chinese setting : its antecedents, consequence, and moderating effects." HKBU Institutional Repository, 2000. http://repository.hkbu.edu.hk/etd_ra/241.
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Zhou, Gang. "Relationship marketing strategies at distribution channel in gas appliance market in Guangdong." Thesis, University of Macau, 2000. http://umaclib3.umac.mo/record=b1636678.
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Fung, Sun-wai Leo, and 馮新偉. "The relationship between parental choice and marketing strategies of secondary schools: case study in a newlydeveloped district." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1996. http://hub.hku.hk/bib/B31958643.
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Zhou, Ye. "How can professional service industry achieve sustainable competitive advantage through relationship marketing strategy? : A qualitative Study on Self-financed Overseas Study Agencies in Hubei, China." Thesis, Umeå universitet, Handelshögskolan vid Umeå universitet, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-50645.
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ABSTRACT Purpose The aim of this study is to provide an insight into relationship marketing from a strategic view in Chinese context.Meanwhile, it analyzes how empirical study such as self-financed overseas study consulting agency could use this relationship marketing as a strategic tool to help it to achieve competitive advantage. Theoretical methodology Theoretical methodology covers theoretical considerations that influence how the study is designed and conducted. Theoretical framework and literature review This section gives readers a general understanding with related literature. . In order to access this perception, this study employs a related theory as the main conceptual framework for examining theories and major findings. Furthermore, by studying empirical findings, it acts as mirror to reflect prior scholar’s literature in order to have a critical and in-depth research study. Practical methodology Several practical techniques were chosen for this research, such as qualitative approach, semi-constructed interviews, samplings etc. The purpose of this study is to find out how relationship marketing can bring to a self-financed overseas study consulting agency in China sustainable competitive advantage based on customer satisfaction and customer retention perspective. Empirical observation and analysis The thesis is based on the case studies within the Chinese market, with two special Agencies: Hubei Education Service Center for Scholary Exchange, Hubei Jinmao Foreign consultants Managerial co., Ltd. The questions are addressed using information obtained in interview with respondents from the agencies and from secondary data. (Documentary secondary data) Conclusion The author found that by using customer retention to ‘individual clients’ and by using customer satisfaction (eventually by using word of mouth) to individual clients can bring a self-financed overseas study consulting agency in China sustainable competitive advantages based on the commitment and trust mechanism. However, author could not find out the evidence to prove that using relationship marketing tools is the single solution to compete more successfully than without it. It is further argued by author that relationship marketing is just one aspect strengthening the generic strategy in order to gain sustainable competitive advantage.
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Lin, Bin. "A study of the development of partner relationships associated with the chinese travel trade to South Africa." Thesis, Nelson Mandela Metropolitan University, 2006. http://hdl.handle.net/10948/414.
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The Chinese inbound tourism market to SA has been acknowledged as an emerging market. However, South African tour operators experience difficulties in establishing and developing viable partner relationships with Chinese travel agents. Recognizing the size, importance and complexity of this market, the major purpose of this research is to explore and investigate the crucial process of developing Sino-South African partnership relationships in the tourism industry, to facilitate the establishment of business relationships with Chinese travel agents. This study is draws on applied marketing, management and cross-cultural theories on networking to explore the process of developing partnership relationships in the Chinese inbound tourism market to SA. The literature on networking, the development of networking relationships, and the effect of guanxi (connection), a key feature of Chinese business networking on partnership relations are reviewed. Given the limited research conducted on this topic and its cross-country nature, a quantitative research method was adopted for this study. Specifically, this study utilized e-mail survey techniques to explore the relationships between South African inbound tour operators and Chinese travel agents. This study identifies that the process of developing partnership relationships between Chinese travel agents and South African inbound tour operators is culturally embedded. They are giving rise to communication problems that affect partnership relationships. A new stage model of the development of partnership relationships between South African inbound tour operators and Chinese travel agents is therefore developed. In particular, the study identifies important factors in the process of developing business relationships. For example, mutual commitment, the pricing issue, word-of-mouth, and quality of services are all considered crucial in attaining long-term stable partnership relationships. Guanxi plays a significant, but not decisive role in the process of developing partnership relationships between Chinese travel agents and South African inbound tour operators. However, guanxi relationships can provide added value to the partnership relationships.
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Wu, Weixian. "Popularity of Brand Posts on Sina Weibo: A Correlation Analysis of the Influential Factors on Tuborg’s Brand Community." Thesis, Uppsala universitet, Medier och kommunikation, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-303825.
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Social media continues to serve as vehicles for fostering relationships with customers. One specific way to implement this is to create and operate brand fan communities on social networking sites. Brands can place posts (including videos, messages, quizzes, information, and other material) in these brand communities. By customer’s reposting or commenting on the posts, it subsequently reflects the brand post popularity. In order to investigate the possible drivers for brand post popularity in the Chinese social media context, this thesis selects Tuborg’s Green Fest as the case, its official account on Weibo as the platform, and analyzes the correlation between six driven factors and brand post popularity pairwise. Results show that interactivity is the most important factor for popularity; a higher level of interactivity would help boost popularity. Followed by entertaining content and vividness are also two factors that positively related to brand post popularity. Moreover, the post theme of Fans interaction is most popular with fans, while the theme of Green Fest information would have negative impact on post popularity. Nevertheless, informational content is not welcome by the fans either, which may have a negative influence on popularity. Managers of brands that operate brand fan communities can be guided by this research with regards to deciding which characteristics or content to place in their brand posts.
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Chan, Cheuk-ming Jonathan, and 陳卓明. "A study of the seller and buyer relationship strategy in the Hong Kongbroadcast video equipment industry." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265170.
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Zhao, Jing. "Mobilizing the brand experience: The adoption and use of mobile media in building consumer relationships in China." Thesis, Queensland University of Technology, 2011. https://eprints.qut.edu.au/48174/1/Jing_Zhao_Thesis.pdf.
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This research examines why and how brand owners in China adopt and use mobile media in marketing campaigns to deliver co-creation brand experiences and build consumer relationships. China represents an interesting case to study as it has leapfrogged into the age of consumer society and mobile media adoption. As the largest mobile market globally, it has experienced the intensity of mobile technology diffusion; and with it the rise of mobile consumer culture and participatory culture. Further, the rising individualism and the socio-cultural heritage in collectivism serve as a structuring tension in how mobile media is leveraged in marketing to cater to consumers' desires for individuality and social interaction.
First, through expert interviews guided by the technology-organization-environment (TOE) framework (Tornatzky & Fleischer, 1990) as well as integrating innovation diffusion theory (E. Rogers, 2003), this research attempts to fill the gap of theoretical application in mobile marketing adoption at the firm level in China, and unravel the adoption factors of mobile marketing by brand owners in China. In total, 27 semi-structured interviews were conducted with key industry informants from mobile agencies, traditional agencies, venture capital firms, mobile content and service providers, mobile portals, and marketing management at brand owners.
Second, based on case studies in China, this research investigates the use of mobile marketing to facilitate innovative co-creation of brand experience to cater to both individualistic as well as collective tendencies and desires amongst Chinese consumers. Through multiple case studies of the campaigns conducted by Nokia, Clean & Clear, and The North Face, and informed by in-depth interviews and document analysis, this research analyses the role of mobile media in marketing campaigns along three dimensions: the role of mobile media in content generation and consumption, the centrality of mobile media as text, tools or platforms; and the interactive environment. Specifically, the cases are organized along the spectrum from user-generated content to corporate-generated content, mobile media's role from being supplementary to it being central, and from a virtual environment to a hybrid environment. Overall, these cases demonstrate how brand owners adapt mobile media as text, tools, platforms, and environments to deliver co-creation brand experiences exploiting both individualistic as well as collective tendencies and desires amongst Chinese consumers.
This research contributes to the literature on firm adoption of mobile marketing, and the role of the mobile media in facilitating co-creation experiences for Chinese consumers. It develops a model of the technological, organizational and environmental factors influencing mobile marketing adoption by firms, and provides a model explaining the role of mobile media in facilitating brand experience co-creation. The findings also demonstrate that mobile media can be leveraged to facilitate co-creation brand experience to generate added value; and meanwhile cater to both the rising individualism and the deep-seated collectivism of Chinese consumers.
Empirically, it assists industry practitioners in understanding the adoption of mobile marketing in China, especially those on the supply side in order to improve their offerings and propositions. It also assists brand owners and agencies in designing their mobile marketing strategies to build consumer relationships in China.
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Serti, Patricia, and Fredrik Österlin. "Svensk Kinamat : Export av svenska livsmedel till Kina." Thesis, Linnéuniversitetet, Ekonomihögskolan, ELNU, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-19120.
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Som en följd utav den växande efterfrågan för importerade livsmedel i Kina, finns det idag ett par svenska livsmedelsföretag som exporterar svenska livsmedel till Kina. Den ständigt växande ekonomin i Kina har skapat nya konsumentbehov och öppnat nya möjligheter för utländska företag att sälja sina inhemska produkter till landet med en enormt växande marknad. Enligt en färsk amerikansk rapport har den ekonomiska tillväxten i Kina bidragit till en växande medelsklass som efterfrågar säkrare och naturligare kvalitets produkter. I rapporten framgår att med en växande medelklass i landet har människor blivit mer måna om att köpa utländska livsmedel. Detta pga. ett antal tidigare livsmedelsskandaler, som orsakat förödande konsekvenser för befolkningen. Det finns således en omättad marknad i Kina, vilket utländska och i det här fallet svenska livsmedelsföretag kan tillgodose. Enligt färska siffror från Svenska Ambassaden i Peking går Sverige enskilt miste om minst 1,3 miljarder SEK i livsmedelsexport till Kina varje år. Sveriges exportförlust har dessutom konstant ökat de senaste åren, och vi ämnar ta reda på hur detta går att ändra på och vilka möjligheter som finns för att åtgärda detta problem. I samband med ett projekt där fyra svenska livsmedelsföretag fått möjligheten att marknadsföra sina produkter mot en gigantisk kinesisk detaljhandelskedja och möta dess 500 inköpare, har vi valt att belysa deras ingång på marknaden. Kina är i nuläget en svår marknad att komma in på, vilket också bidragit till blandade erfarenheter för de fyra svenska företagen. Som syfte med vår uppsats ämnar vi identifiera marknadsföringsstrategier som kan hjälpa till att överbrygga eventuella kommunikationsbarriärer för svenska livsmedelsföretag i Kina. Vi har kommit fram till att det finns olika värdehöjare som svenska företag kan utnyttja, samt även saker att undvika för att underlätta ingång på kinesiska marknaden. Slutligen har vi även kommit fram till faktorer som krävs för att gå från kontakt till relation.As a result of the growing demand for imported foods in China, today there are some Swedish food companies who are exporting food to China. The growing economy in China has created new consumer needs and thus the opportunity for foreign companies to sell their domestic product to the country. According an American report, the current economic growth in China has contributed to a growing middle class, which demands for safer and more natural quality products. Chinese people have, in connection to this, become more eager to buy foreign food. This is due to a number of previous food scares, which have caused huge consequences among the population. Thus, there is an unsaturated market for foreign food companies to cover in China, which could also be a motive for Swedish food companies to enter this market. According to recent figures from the Swedish Embassy in Beijing, Sweden loses more than 1.3 billion in food exports to China every year. In connection to a project where four Swedish food companies were given the opportunity to launch their products at a large Chinese retailer, we have chosen to highlight their market entry in China. China is currently a difficult market to penetrate, which has also contributed to mixed experiences of the four Swedish companies. In this paper, we intend to identify marketing strategies that can overcome any communication barriers that Swedish food companies might face in China. In this paper we have identified different values, which we believe that Swedish companies can exploit. Other things we have found during our research are communication barriers to avoid when entering the market. At last, we have also found some factors which are required when going from contact to relation in a business process.
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Pan, Grace Wen, and n/a. "Business Partnership Relationships in the Chinese Inbound Tourism Market to Australia." Griffith University. School of Tourism and Hotel Management, 2004. http://www4.gu.edu.au:8080/adt-root/public/adt-QGU20040719.110427.
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The Chinese inbound tourism market to Australia has been acknowledged as an emerging market and a major export earner. However, Australian inbound tour operators experience difficulties in establishing and developing viable partner relationships with Chinese travel agents. Recognising the size, importance and complexity of this market, the major purpose of this research is to explore and investigate the crucial process of developing Sino-Australian partnership relationships in the tourism industry, and to educate Australian tourism operatives about this process to facilitate the establishment of business relationships with Chinese travel agents. Hence, the principal research question posed in this thesis is: How might Australian tourism product suppliers and marketers establish and maintain partnership relationships with Chinese travel agents to help Australia become a preferred tourist destination for Chinese tourists? This study is exploratory in nature and draws on applied marketing, management and cross-cultural theories on networking to explore the process of developing partnership relationships in the Chinese inbound tourism market to Australia. The literature on networking, and the development of networking relationships, has been theorised drawing principally on the marketing and management literature. The impact of cross-cultural differences and the effect of guanxi (connection), a key feature of Chinese business networking, on partnership relations between Chinese travel agents and Australian inbound tour operators, is also reviewed and discussed. One of the main contributions of this research is its multidisciplinary nature, drawing on relationship marketing and network theories and applying them to tourism research. Little research has been undertaken into tourism-based partnership relations in the cross-national context. Given the limited research conducted on this topic and its cross-cultural nature, a qualitative research method was adopted for this study. Specifically, this study utilised in-depth interviewing techniques to explore the relationships between Australian inbound tour operators and Chinese travel agents. This study identifies that the process of developing partnership relationships between Chinese travel agents and Australian inbound tour operators is, as expected, highly culturally embedded but in unexpected ways. Although all the Australian inbound tour operators in the study are of Chinese descent, they have adapted to Australian culture and business ethics, giving rise to communication problems that affect partnership relationships. A new stage model of the development of partnership relationships between Australian inbound tour operators and Chinese travel agents is therefore developed by incorporating cross-cultural factors into Western theories on networking and relationship marketing. In particular, the thesis identifies important factors in each stage of the process of developing business relationships. For example, resilient trust and mutual commitment, the pricing issue, word-of-mouth, and quality of services are all considered crucial in attaining long-term stable partnership relationships. Disproving popular myths about guanxi in some of the previous literature, the findings from this research demonstrate that, in China's economic transition period, guanxi plays a significant, but not decisive role in the process of developing partnership relationships between Chinese travel agents and Australian inbound tour operators. However, guanxi relationships can provide added value to the partnership relationships of Australian operators.
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Lau, Tak-kin, and 劉德健. "Relationship between subsidized housing and the private housing marketin Hong Kong." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2004. http://hub.hku.hk/bib/B3527847X.
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Gao, Hongzhi, and n/a. "Guanxi dilemmas and gatekeepers : a qualitative study of Chinese-Western intercultural relationships in marketing." University of Otago. Department of Marketing, 2009. http://adt.otago.ac.nz./public/adt-NZDU20090417.113317.
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Guanxi literally means a �special personal relationship� in Chinese social and business life. It is commonly considered a cultural barrier for many foreign entrants in China due to its exclusiveness, complexity and dynamics. This research study aims to understand the constraints and dilemmas in Chinese-Western intercultural business contexts. Specific questions addressed in this study are: (a) What are the constraints and dilemmas in Chinese-Western intercultural relationships in marketing? (b) How do business actors manage these constraints and dilemmas? (c) What new insights can be developed in order to improve Chinese-Western intercultural marketing relationships? These questions are important because most theoretical understandings of business relationships are developed in Western contexts. Furthermore, the emergence of China as a major global trading nation gives weight to these questions.
A case study strategy is adopted with a focus on Chinese-Western intercultural marketing relationships. This study follows the International/Industrial Marketing & Purchasing Group (IMP)�s research tradition that views relationship building as the consequence of interaction among networks of actors. The research methodology is both qualitative and interpretive. A hermeneutical approach under the constructivist paradigm is adopted to interpret empirical findings from interviews with 58 Chinese and Western business managers.
Analysis was conducted in three hermeneutical stages. Each stage progressed and revealed new sources of understanding. The first stage provided a contextual understanding of Chinese-Western intercultural business relationship by identifying �three circles� of relationship development activity based on behavioural norms, respectively the insider (guanxi) circle, an emerging intercultural circle and an outsider circle. This allowed me to develop a bridging perspective of guanxi ties in the emerging intercultural �middle� circle. The second stage revealed three types of guanxi dilemmas for outsiders. The second stage also disclosed seven kinds of perceived risk derived from Confucian ideology. The third stage developed a new concept of guanxi gatekeeper. These guanxi gatekeepers play vital roles in managing outsiders� dilemmas and the risks perceived by insiders in developing intercultural (interpersonal) relationships. They engage two gatekeeping processes: reciprocal gatekeeping and symbolic gatekeeping. It is my conclusion that the gatekeeping view of guanxi processes provides an improved understanding of relationship development in Chinese-Western intercultural business contexts.
This study contributes to the marketing literature by identifying a new interpersonal network perspective and also the network position of guanxi gatekeeper in emerging Chinese-Western intercultural business networks. Thus, indirectly connected actors are seen to work independently but also interdependently through the involvement of gatekeepers. This study has an important strategic implication for Western entrants in China: Western firms and managers can avoid la guanxi (forcing direct relationships with innermost guanxi insiders) and instead operate through the facilitation of a middle force - guanxi gatekeepers.
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Cheng, Wai-kei Anthony, and 鄭偉琪. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265248.
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"Implementation of relationship marketing in Hong Kong: commercial banking industry." Chinese University of Hong Kong, 1997. http://library.cuhk.edu.hk/record=b5889043.
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by Mak Ho-Cheung Joseph.Thesis (M.B.A.)--Chinese University of Hong Kong, 1997.
Includes bibliographical references (leaves 81-83).
ABSTRACTS --- p.i
TABLE OF CONTENTS --- p.ii
LIST OF TABLES --- p.iv
LIST OF ILLUSTRATIONS --- p.vi
CHAPTER
Chapter I. --- INTRODUCTION
Background --- p.1
Commercial Banking Industry --- p.3
Marketing in Commercial Banking --- p.4
Competitive Environment --- p.6
Other Problems of Commercial Banks --- p.9
Relationship Marketing : A Solution --- p.10
Chapter II. --- LITERATURE REVIEWS
Concepts of Relationship Marketing --- p.11
Relationship Marketing Banking : Emphasizing on Bank-Client Relationships --- p.16
Role of Relationship Managers --- p.21
Chapter III. --- OBJECTIVES AND METHODOLOGY
Objectives of Study --- p.26
Description of Methodology --- p.27
Hypothesis --- p.31
Preliminary Model --- p.35
Chapter IV. --- ANALYSIS AND DISCUSSIONS
Description of Relationship activities --- p.37
Test for Hypothesis One --- p.43
Test for Hypothesis Two --- p.44
Test for Hypothesis Three --- p.47
Test for Hypothesis Four --- p.55
Adjustments to Proposed Model --- p.63
Chapter V. --- RECOMMENDATIONS --- p.65
Chapter VI. --- LIMITATIONS AND FURTHER RESEARCH --- p.76
Chapter VII. --- CONCLUSION --- p.80
BIBLIOGRAPHY --- p.81
APPENDIX
Chapter Appendix A : --- Chronological table of terminology usedin quoted articles --- p.84
Chapter Appendix B : --- Summary of in-depth interview --- p.85
Chapter Appendix C : --- Descriptive statistics of questionnaire respondents --- p.88
Chapter Appendix D : --- Sample Questionnaire --- p.90
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TSAI, MING-SHUN, and 蔡明勳. "Industrial customer satisfaction through relationship marketing of Taiwan manufacturers in China." Thesis, 2013. http://ndltd.ncl.edu.tw/handle/85g8qp.
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碩士國立中興大學
高階經理人碩士在職專班
101
Abstract With turning on the Closing-door Policy after the reform and opening-up, China turns from Planned Economy to Market Economy and waves to whole world for attracting investment from overseas. Taiwanese Company and manufacturer around the world have an influx of the China market. They produce a series of cheap and fine products and sell it to the whole world by utilizing the low-priced land, workforce, and the favorable tax policies in China. It creates the high economic growth rate of sustaining double digits for China and accumulates folk wealth and national strength. China’s foreign exchange reserve has added up the world largest so far. And part of the coastal provinces’ GDP has already surmounted Taiwan. Accompanied by a high rate of economic growth, a number of previous dominant conditions are gradually lost. Such as rising labor costs, rising basic salary, vigorous social insurance policies like five insurances and housing fund, policy expulsion of high pollution and high energy consumption and low-end industries and other factors, as well as product supply and demand imbalance due to a large manufacturing produces severe low-priced competition, product prices have been falling and manufacturers can’t synchronize profitable growth, the operational conditions of manufacturers become too harsh. This research takes small size display manufacturing industry in China of Taiwanese Company for example, and regards Case W Company as the theme. This research probes into that under the environment of industry with keen competition, how enterprises find out winning customer satisfaction factor of relationship marketing and the way of implementing the relationship marketing. It aims to offer marketing tactics improvement and basis for case company in the future. So, this research takes China’s customer of Case Company for mainly sample. Through the discussion of relevant documents and actual interview of respondents, the factor of customer satisfaction will be summed up and put in order and gathered. It works out into a questionnaire that sends out 300 copies and recovers 286 copies for 95% effective rate of recoveries. This research counts the SPSS for Windows as a study tool to carry on the Factor Analysis, Cluster Analysis, Characteristic Analysis, and Analysis of Factor Loading for the investigation result. Finding out each construct’s key factor and analyze and propose the countermeasure to this factor, it enables Case Company to base on the Chinese market and be unbeaten for a long time. This research has some conclusions as follows: 1. In the Case W Company’s customer satisfaction factors, the different characteristics of enterprises for the satisfaction of the importance of factors have varying degrees of knowledge, and can be classified into three dimensions and clusters. 2. The characteristics of different customer clusters are different, but not significantly. 3. At Customer service security constructing, “service attitude of sales staff”, “service attitude of customer complaints and customer service personnel“, ” timeliness of business reply to questions” and other variable factors are representative. 4. At Cost-performance values construct, “bargaining space”, “development prescription of new product”, “cost level of product” and other variable factors are representative. 5. At Information Sharing construct,” accuracy of delivery time”, “satisfaction of delivery time” and other variable factors are representative. Key word: Liquid crystal display, relationship marketing, customer satisfaction
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郭斯敏. "The relationship among marketing dynamic capability, marketing productivity, hidden rules and firm performance - Taiwanese companies in China." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/58782327933004616625.
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Wang, Mei-Feng, and 汪美鳳. "Relationship Marketing of Integrated Marketing Communication Industry Case Study of Service for China Owned Aviation in Taiwan." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/70410529465287866508.
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碩士國立東華大學
管理學院高階經營管理碩士在職專班
99
As the development of Taiwan’s integrated marketing communications industry, the advertiser used to choose the broadcasting agency by “pitching.” This intangibly increases the operational cost of the communication agency. The rise of China causes the outsourcing of Taiwan’s businesses which make it more difficult for the integrated marketing communications industry to run business. After the signing of “the Air Transportation Agreement between the Two Shores” on November 4th, 2008 by the representatives from Taiwan and China, it was the first step opening the business in China investing in Taiwan. Also, it creates a new business opportunity for Taiwan and brings new customers to the integrated marketing communications industry. This research plans to use the study of the relational marketing in integrated marketing communications industry-use the airlines that serves the Taiwanese business funded by China capital as the example- as the reference for communication agency in the future operation in the China-capital-funded businesses. This research adapted case study and in-depth interview to discuss the relationship between the airlines funded by China capital and integrated marketing communications industry. The results were concluded as follow. I. the allocation of the airlines funded by China capital in Taiwan’s airlines market was to establish the images of “communicating Taiwan and China” and “localized operation.” II. The marketing direction and the demand of the airlines funded by China capital in Taiwan’s airlines market was to directly stimulate the sales and establish business image. These were achieved through united promotion with the travel agencies, marketing promotion for the business and often-travel passengers, Internet marketing, and the participation of the charity activities. III. The airlines funded by China capital held positive and affirmative points of view toward the transmission of individual services to broadcasting agencies; especially the professional and creativities areas were highly evaluated. IV. The relationship between the airlines funded by China capital and broadcasting agencies was currently in the socially connection relation. Both parties hope to become long-term partners and further to bond structurally through mutual efforts. V. Restricted by the airways limitation of both shores and the scale of Taiwan’s airlines market, the airlines funded by China capital does not lean for comprehensive marketing. They only input marketing resources when the airway, the airway locations, or the flights are changed.
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Chun, Chen. "Optimization of Fast Moving Consumer Goods (FMCG) marketing channels in China: a case study." Doctoral thesis, 2015. http://hdl.handle.net/10071/11765.
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JEL classification: M31The operation conditions of marketing channels, regarded as the crucial external resources of enterprises, directly influence the market position of a company. Good marketing channels are significant links for enterprises to perceive market change and adjust enterprise behavior and decisions. This thesis seeks to clarify and define various factors influencing marketing channels optimization by using fast moving consuming goods (FMCG) as the focus of the research topic and by taking Rainbow Company as an example, based on data of an actual marketing channel operation and deep research on the case company. On this basis, the concept and basic framework of marketing channel optimization of FMCG enterprises has been considered from the perspective of channel relationship selection and marketing channel integration, considering the influence of direct online marketing models on traditional marketing channels. Finally, it has put forward the implementation strategy of marketing channel optimization from three aspects, building strategic alliance of marketing channels, putting more effort in developing a network channel and in strengthening regional marketing team construction by applying relevant theories and concepts of marketing channel optimization.
As condições de operação dos canais de marketing, considerados como recursos externos essenciais das empresas, influenciam diretamente o posicionamento de uma empresa no mercado. Um bom canal de marketing constitui um elemento muito significativo para que as empresas se apercebam das mudanças ocorridas no mercado e possam ajustar os seus comportamentos e decisões em conformidade. Esta tese procura clarificar e definir os diversos fatores que influenciam a otimização dos canais de marketing a partir do estudo de caso da empresa Rainbow Company e adotando, como base de pesquisa, o caso de produtos de rápido consumo (FMCG “fast moving consumer goods”). Deste modo a tese definiu o conceito e o enquadramento básico da otimização de canais de marketing sob a perspetiva da seleção de relacionamentos e da integração, considerando a influência de modelos de marketing direto online sobre os canais de marketing tradicionais. Por fim, e tendo por base as teorias e conceitos relevantes, a tese desenvolveu uma estratégia de implementação da otimização de canais de marketing sob três perspetivas: construção de alianças estratégicas; reforço do desenvolvimento de redes; e reforço do desenvolvimento de equipas de marketing regional.
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Cheng, Hung Sing Alfred. "Examining the adoption of relationship marketing orientation by global B2B ecommerce organizations in China and the moderating impact of uncertainty avoidance dimension." Thesis, 2017. http://hdl.handle.net/1959.13/1337290.
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Professional Doctorate - Doctor of Business Administration (DBA)This dissertation aims at finding out how global business-to-business (B2B) ecommerce organizations in China adopt relationship marketing orientation (RMO) examined in six factor constructs including trust, bonding, communication, shared value, empathy and reciprocity for the improvement of business performance in terms of return-on-investment, sales growth, market share and customer retention as proposed by Sin, Tse, Yau, Chow, Lee and Chow (2002). A cross-sectional and quantitative research based on a non-experimental, objectivism and positivism paradigm is conducted to test the proposed hypotheses and answer the two research questions: to what extent does the adoption of RMO by global B2B ecommerce organizations in China impact their business performance; and does uncertainty avoidance have a moderating impact on the associational relation between RMO and business performance? The empirical analyses of data collected from 174 China suppliers through an online survey show that RMO has a statistical significantly positive relation with business performance, and uncertainty avoidance has a positive moderate impact on the research model. Results also reveal that there are significantly positive relationships among RMO and four business performance measures comprising return-on-investment, sales growth, market share and customer retention. With respect to the relatioinships among individual RMO construct and business performance measure, communication is found to have significant and positive relationships with return-on-investment, sales growth and customer retention, whereas shared value has significantly positive relationship with return-on-investment and empathy on customer retention. Surprisingly, trust and reciprocity are found to have insignificant relationships while bonding has negative relationships with all business performance measures. Findings of the study contribute, 1) to fill the gap in extant relationship marketing literature that have not tested the moderating impact of uncertainty avoidance between the relationship of RMO and business performance in the context of China global B2B ecommerce, 2) to add to the growing body of research and increase generalizability of the RMO framework across Western and Eastern culture and, 3) to stimulate scholars’ interests in future research of how RMO impacts business performance in other industries in China. This study also provides implications for effective management of relationship marketing through the implementation of high quality communication mechanisms to improve customer relationships and organizational behaviors. Therefore, overall business performance will be maximized through the adoption of RMO.
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"Relationship marketing: a study of an application to the airline industry." Chinese University of Hong Kong, 1996. http://library.cuhk.edu.hk/record=b5888673.
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by Melwani Cheng Ngar Man Angela, Tang Wai Shan.Thesis (M.B.A.)--Chinese University of Hong Kong, 1996.
Includes bibliographical references (leaves 106-113).
ABSTRACT --- p.ii
TABLE OF CONTENTS --- p.iii
ACKNOWLEDGEMENT --- p.vi
Chapter CHAPTER I --- INTRODUCTION --- p.1
Background --- p.1
Method --- p.2
Chapter CHAPTER II --- LITERATURE REVIEW --- p.4
The Emergence of Relationship Marketing --- p.4
Definition of Relationship Marketing --- p.5
Segmentation --- p.9
Niche Marketing --- p.9
Database Marketing --- p.11
Frequency Marketing --- p.13
Acceleration of the Evolution of Relationship Marketing --- p.14
New behaviour: the challenges to brands --- p.16
New media: the challenge to advertising --- p.18
New technology: the challenge to distribution --- p.21
Relationship Marketing in Industrial and Service Marketing --- p.23
Relationship marketing in industrial markets --- p.24
Relationship marketing in the service industry --- p.25
Relationship Marketing in the Consumer Goods/Retailing Industry --- p.28
Relationship Marketing vs Traditional Marketing (4 Ps) --- p.31
Benefits of Relationship Marketing --- p.40
Implementation of Relationship Marketing --- p.42
Database --- p.52
Loyalty Marketing Programmes --- p.52
Relationship marketing involves everyone in the company --- p.61
Dissolution of a Relationship --- p.62
A Truly Caring Relationship --- p.67
Chapter CHAPTER III --- RELATIONSHIP MARKETING IN THE AIRLINE INDUSTRY --- p.71
Cathay Pacific Airways --- p.73
Customer Loyalty --- p.74
Dissolution of relationship --- p.79
Evaluation and Recommendation --- p.81
Evaluation of the Current Loyalty Marketing Programmes --- p.81
Success Criteria --- p.82
Evaluation of Relationship Marketing Efforts --- p.84
Chapter CHAPTER IV --- CONCLUSION --- p.96
APPENDICES --- p.98
BIBLIOGRAPHY --- p.106
REFERENCE --- p.108
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"Relationship marketing: an empirical case study on telecommunications industry in Hong Kong." Chinese University of Hong Kong, 1996. http://library.cuhk.edu.hk/record=b5888676.
Full textAbstract:
by Wong Chi Wa.Thesis (M.B.A.)--Chinese University of Hong Kong, 1996.
Includes bibliographical references (leaves 60-62).
ABSTRACT --- p.iii
TABLE OF CONTENTS --- p.v
Chapter
Chapter I. --- INTRODUCTION --- p.1
The Telecommunications Industry in Hong Kong --- p.1
Existing Market Environment --- p.3
Market Size and Market Segmentation in Hong Kong --- p.4
Long-range Marketing Strategy for Telecommunications Industry --- p.6
Value of Relationship --- p.7
Chapter II. --- RELATIONSHIP MARKETING --- p.9
Definition of Relationship Marketing --- p.9
Relationship Marketing vs Marketing --- p.12
A Model of effective Relationship Marketing --- p.12
Relationship Marketing Inputs --- p.13
Understand Customer Expectations --- p.13
Building Service Partnerships --- p.14
Empowering Employees --- p.15
Total Quality Management --- p.16
Positive Outcome of the Relationship Marketing Process --- p.16
Customer Satisfaction --- p.17
Customer Loyalty --- p.17
Quality Products --- p.18
Increased Profitability --- p.18
Assessment Stage --- p.18
Customer Feedback --- p.19
Integration --- p.19
Why Relationship Marketing Is Needed in Telecommunications industry in Hong Kong --- p.20
Maturing of Services Marketing --- p.21
Benefits to the Firm --- p.21
Benefits to the Customer --- p.22
Technological Advances --- p.23
Chapter III. --- METHODOLOGY --- p.24
The Sample --- p.24
The Survey --- p.26
Hypotheses --- p.26
Chapter IV. --- STUDY RESULTS --- p.29
Hypothesis Testing --- p.30
Chapter V. --- DISCUSSION --- p.37
Test Results for Hypothesis --- p.40
Different Perception Between China and Non-China Based Banks --- p.43
Critical Success Factors for Relationship Marketing --- p.45
Chapter VI. --- RECOMMENDATIONS --- p.46
Chapter VII. --- CONCLUSION --- p.50
APPENDIES --- p.52
BIBLIOGRAPHY --- p.60
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Chow, Chi Lei Julie. "Exploring the ability of Hong Kong private hospitals to attract and retain medical travellers from China." Thesis, 2018. http://hdl.handle.net/1959.13/1386307.
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Professional Doctorate - Doctor of Business Administration (DBA)Adoption of relationship marketing strategies is seen to be effective for medical service providers to attract and retain medical travellers, and potentially seen as the right strategy for the private hospitals in Hong Kong interested in attracting medical travellers from China to use their services, and in retaining them as repeat customers. This dissertation sets out to understand the ability of the Hong Kong private hospitals to attract and retain Chinese medical travellers, through the adoption of relationship marketing orientation (RMO).
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Tseng, Yi-Feng, and 曾怡芳. "Exploration of Customer Relationship Marketing and Life-style in China Club-Examples in Guangzou and Dogguan Cities." Thesis, 2004. http://ndltd.ncl.edu.tw/handle/11080033966317889918.
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碩士樹德科技大學
經營管理研究所
92
The economic transition in Mainland China due to its reformation and openness policies, people made more income as for the people being in the developing economic system, which have gradually taken the leisure spending into account by the leisure consumer in China. This paper studies the relationship between Consumer Relationship Marketing and Life Style in China. The purpose of this study mainly focuses on analyzing (1) the customer relationship marketing and club customer basic data. (2)life-style and club customer basic data.(3) different group and club customer basic data. (4) the customer relationship marketing of Club customer care in Guang Zhou and DongGuan Cities.(4) What is the importance Consumer Relationship Marketing of club customer (5) What is the importance Consumer Relationship Marketing of different group customer. (6) This report offered opinions for the developing club or the manager managing. Total questionnaires will be asked to 600 consumers in China club living within GuangZhou and DongGuan Cities and use factor analysis, ANOVA, Cluster Analysis, Discriminate Analysis, Chi-Square Statistics and Ordered Probit Model. The results of the study, (1)different sex, age, matrimony, occupation and income have different customer relationship marketing, (2)different sex, age, matrimony, education, occupation and income have different life-style. (3)different group sex, age and occupation have different life-style. (4) the customer relationship marketing of Club customer care five factors. This report offered opinions for the developing club or the manager managing seven suggests.
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江呈偉. "The Impact of Relationship Marketing on Dealers' Brand Choices - An Analysis of Sport / Leisure Bike in China Market." Thesis, 2013. http://ndltd.ncl.edu.tw/handle/a552px.
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碩士國立彰化師範大學
會計學系企業高階管理
101
Abstract The relative research and investigation regarding to the bicycle market in Mainland China in the past are mainly focus on cooperation basis and brand marketing of the process of industrial development, and less investigation for brands strategy of channel agency and the influence of the relationship toward Mainland China market, in which emphasizes the rule of man and social relationship. The goal of the research is to realize the effect of relationship marketing toward brands strategy of channel agency. The research sampled by channel agents of bicycle of sport and recreation. By researching the effect of the relationship marketing toward the process of channel agency’s brands strategy, we can understand the agent motivation and the demand of the distributors. The main goal is to invest effect of the relationship quality and brands strategy of the agent distributors, when bicycle brand marketers invest in relational benefits, in addition, the research also discuss the mediation effect of the relationship quality between the relational benefits and brands strategy of channel agency. For the method of the research, the research is by sampling of 211 valid questionnaires and empirical analyze via multiple regression and hierarchical regression. The result of the research shows that brand marketers can improve the relationship quality toward agents significantly when investing relational benefits and it also have significant positive result toward the brands strategy of channel agency. In addition, the relational benefits via mediation effect of relationship quality also achieve significant positive effect toward brands strategy of channel agency. Therefore, the conclusion of the research can offer a reference for bicycle brand marketers to plan an effective and specific channel strategy during promotion. By establishing a long term mutual beneficial relationship with agents, brand marketers and agents can achieve a win-win situation.
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Chiang, Shun-Hsing, and 江順興. "The empirical study of relationship between Entrepreneurship Orientation, Marketing Strategy and Operating Performance── Taiwan owned enterprise in China." Thesis, 2003. http://ndltd.ncl.edu.tw/handle/78341988522358772885.
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碩士國立高雄第一科技大學
行銷與流通管理所
91
In the pass years Taiwan investment enter China，which number and capital amount were increased sharply。How’s their operation performance effected by marketing strategy and invest orientation is worth us to study。 In this research，we focus on the Taiwan owned enterprises in China，target on JiangSu and GuangDong two province。The purpose is study the empirical of relationship between Entrepreneurship Orientation, Marketing Strategy and Operating Performance。 The samples collect 71 copies of questionnaires feedback from JiangSu 40 copies and GuangDong 31 copies of Taiwan owned enterprises。To analysis data by the software SPSS and to use this software for further evaluation descriptive statistics，reliability analysis、correlation analysis、Manova analysis and regression analysis。 The result were found from this research as follows： 1.The factor innovativeness、proactiveness and risk taking of entrepreneurship orientation has positive correlation with operating performance。When they have better innovativeness（product、service、technical and management），and better proactiveness to future market、environment change and customer desire，the operating performance were effected good result。 2.The factor innovativeness、proactiveness and risk taking of entrepreneurship orientation has positive correlation with market defend and market innovative two marketing strategy。 3.Marketing strategy has positive correlation with operating performance，when company conduct to market defend strategy，the operating performance will increase。 4.To entrepreneurship orientation factor innovativeness and operating performance the market defend strategy has interface effectiveness。 For the new investor entrepreneurship orientation and good marketing strategy are very important to their operating performance when enter China for new business or factory。
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Jia, Lin, and 賈林. "A study of Experiential Marketing and Customer Brand Relationship for bookstore chains: the case of China Mainland SISYPHE bookstore." Thesis, 2019. http://ndltd.ncl.edu.tw/handle/bg8v7r.
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Liu, De-Yi, and 劉德一. "A Study of the Relationship between Experiential Marketing and Behavioral Intention - A Case Study of Window on China Theme Park." Thesis, 2015. http://ndltd.ncl.edu.tw/handle/5254b2.
Full textAbstract:
碩士大葉大學
管理學院碩士在職專班
103
Aimed at investigating experiential marketing and behavioral intention of Window on China Theme Park, this research analyzes the difference among the two variables for separate background tourists with questionnaires gathered via convenient sampling. A total of 550 questionnaires were issued and 511 valid ones were returned with overall effective response rate of 92.9%. Data after statistical scrutiny indicates: 1. The overall experiential marketing for the tourists of Window on China Theme Park is of medium level on the high side, and in the experiential marketing dimensions the level of act experience is the highest. The overall behavior intention for the tourists of Window on China Theme Park is medium level, and in the behavior intention dimensions the level of recommendation intention is the highest. 2. Different genders, ages, travel companions, transportations and sources of travel information obtained have significant differences in experiential marketing. 3. Different ages have significant differences in behavioral intention. 4. Experiential marketing had positive impact on behavior intention. This study, based on search results, presents some proposals for enterprise’ management and for study in the future.
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Sun, Ying. "Interactive Social Selling and Relationship Management on WeChat." 2016. http://scholarworks.gsu.edu/communication_theses/115.
Full textAbstract:
The thesis examined the phenomenon of micro-entrepreneurship, social selling and relationship management on WeChat. I used autoethnography as my research methodology, and the findings contribute to academic area on social selling, micro-entrepreneurship, social marketing, relationship management, and strategic communication. This paper also explored how WeChat users conduct their management strategies and relationship marketing in the common Chinese culture background. Findings revealed that WeChat is an ideal social selling and marketing approach for Chinese individual sellers to accomplish their business goal.
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Lin, Yu-An, and 林育安. "The Relationship among Dynamic Capabilities, Service Innovation and Marketing Performance－An Empirical Study of Taiwan Cooperative Bank in Taiwan and China." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/57957075654246906559.
Full textAbstract:
碩士大葉大學
國際企業管理學系碩士班
99
This study focused on the relationship between the sub-dimension of Dynamic Capability “Process”, Service Innovation and Marketing Performance. In this study, primary data were collected through a survey in the form of questionnaire distributed in Taiwan Cooperative Bank Taichung, Changhua, Yunlin, Chiayi areas, and Suzhou branch, Hong Kong branch. In Taiwan, There were 452 valid questionnaires collected. In China, There were 19 valid questionnaires collected. This study explains the structural framework by establishing indicators through five analysis processes involving descriptive statistics, reliability and validity analysis, correlation analysis, simple regression analysis, multiple regression analysis. The results of this empirical study are as follows: 1. In Taiwan and China, the three sub-dimensions of Process “Coordination and Integration, Learning, Reconfiguration and Transformation”, have positive and significant effect on Service Innovation. 2. In Taiwan and China, Service Innovation has a positive and significant effect on Marketing Performance. 3. In Taiwan, the three sub-dimensions of Process “Coordination and Integration, Learning, Reconfiguration and Transformation” have a positive and significant effect on Marketing Performance. In China, only the sub-dimension of Process “Learning” has no positive and significant effect on Marketing Performance. 4. In Taiwan, the Service Innovation has a partly intervening effect between the sub-dimensions of Process “Coordination and Integration, Learning, Reconfiguration and Transformation”, and Marketing Performance. In China, the Service Innovation has a totally intervening effect between the sub-dimension of Process “Coordination and Integration” and Marketing Performance.
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cin, yang shu, and 楊樹欽. "The Research on the Relationship among Internal Marketing, Job Satisfaction and Organization Commitment of the Taiwan Canning Industry in Mainland China." Thesis, 2006. http://ndltd.ncl.edu.tw/handle/98604338825584486943.
Full textAbstract:
碩士大葉大學
國際企業管理學系碩士在職專班
94
Human resources across the Strait, despite sharing the same ethnicity and culture, have different perception toward values due to varied social systems; in which, the adaptation of internal marketing has regarded the business itself as an internal market, and the employees are the internal customers by discerning internal customer demands for adapting marketing management activities that serve to convert internal customer needs into human resources activities in anticipation to bring up the employee’s commitment and instill loyalty to the organization. In general overview, there have already been tangible concepts in relevant local studies governing the validation study of internal marketing; however, few have been devoted to exploring Taiwanese operated enterprises in Mainland China. With that, the study attempts to utilize the internal marketing theory in Taiwanese operated enterprises in China to explore the impact of employee internal marketing awareness on employee satisfaction and organizational commitment of Taiwanese operated canning industry in Mainland China. The study expands the scope of discussion on the impact of the four internal marketing acts of management support, motivation and growth, communication relationship, education and training on job satisfaction, and utilize the theory in Taiwanese operated enterprises in Mainland China, aiming to reflect the interactive relationships within a business organization, and anticipating to achieve employee job satisfaction through internal marketing for creating a more efficient operating environment, which the research reckons also applies to Taiwanese operated enterprises in China. The study findings revealed that the higher the employee job satisfaction, the higher the employee’s commitment to the business organization would become, and that the analysis of correlation between job satisfaction and the constructs of job retention commitment, effort commitment or ongoing commitment have shown the identical results. It is also found that the more the Taiwanese operated enterprises in China promote internal marketing, the more influential it has on employee’s commitment to the organization, and the higher the organizational commitment awareness, the more the employee will identify with the organization and continue to remain and work hard in the organization. It is an element that helps a business retain the employees, reduces the turnover, effectively enhances the sense of identity, and bridges the level of employee devotion.
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CHI, CHANG LIANG, and 張樑吉. "A Study for the relationship of Investment Motivation、Entry Strategy、Marketing Strategy and Marketing Performance of Taiwanese Enterprise in Mainland China－A Case Study of Aluminum Extrusion Molding Industry." Thesis, 2005. http://ndltd.ncl.edu.tw/handle/86116924161118040597.
Full textAbstract:
碩士長榮大學
經營管理研究所
93
Abstract There’re higher pressure come from politic, economy, society and multinational competitiveness, further stress even from the widely open policies on economy fair such as nations like China and south east Asia countries. Above al mentioned factors led us encounter even unsteady, more complicated and unforeseen future. Exporting business gradually shifts from U.S. to Mainland China. This study mainly discuss the real investment situation of Taiwanese in Mainland China, give it more evaluation of investing motivation, approach strategy, marketing strategy and it’s performance, and end up to see if it’s have any co-relation functions, together analysis with characteristic various on enterprise. This study’s using individual analysis method, focus on the existing Taiwanese investor, scale topped NTD150,000,000 (which were selected five extruders as a study sample), under fully discussion, interact with previous filed date, now we some up a total six topics : (1) Motivation appeals pull power for Taiwanese, then total control policy should result in good marketing performance. (2) Motivation appeals from internal requirement, also shows total control policy share good marketing performance. (3) Motivation appeals pull power, then innovative marketing policy should ends good marketing performance. (4) Motivation appeals from internal requirement, innovative marketing policy ends good marketing performance. (5) Type of innovative marketing run better than defense one. (6) Characteristic various on enterprise lead to different results on what kind of motivation power, marketing policy and performance.
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HSU, CHIA-JUNG, and 許家榮. "The Relationship Among Entry Mode, Marketing Mix Strategy and Corporate Performance：A Study on Taiwanese Garment Enterprises in Economic Region of Mainland China." Thesis, 2004. http://ndltd.ncl.edu.tw/handle/13526181168061459809.
Full textAbstract:
碩士中原大學
企業管理研究所
92
The Garment industry in Taiwan has been experienced the golden age of its economic magic period. However, after industries upgraded and economy transformed, employers moved to areas with lower cost for production and survival. Besides, Mainland China, the world’s factory, combined with the opportunity of joining the WTO, accelerates the openness of its domestic market. Those make the market in China become the most attractive and the most potential consuming market in the 21st century. Under such a developing economy, it is also good for Taiwan Garment Industry to have the opportunity to create a new business. However, the different consumer behavior in China usually disappoints the investors. Based on this, this research expects to provide some advices, such as entry model, marketing strategy, and the characteristics of the consumers, as well as related analysis to help to gain a better operational performance. We proceeded our analysis and obtained the result by the returning 66 copies of corporation samples and 360 copies of consumer samples. 1.People invest by the way of joint venture in Northern China; venture exclusively with their own investment in Eastern and Southern China. However, as a hole, there is no much difference between different entry models. 2.People use low marketing combination strategy to marketing in Northern China; use high marketing combination strategy in Eastern and Southern China. The correct marketing strategy has much critical influence on operational performance and achievement. 3.These three areas have their differences in consuming character. They are “potential stock type”, “fashion beauty type” and “RV type” respectively. 4.It is necessary to notice on the entry model especially for areas aiming at branding. 5.We need to have proper modification on the marketing strategy according to different consuming characteristics, then we can have
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Lin, Kai-ming, and 林凱明. "A STUDY ON THE RELATIONSHIP BETWEEN THE CONSUMER BRAND PREFERENCE, MARKETING STRATEGY, AND OPERATING PERFORMANCE─TAIWANESE BUSINESSMEN IN MAINLAND CHINA FOR AN EXAMPLE." Thesis, 2003. http://ndltd.ncl.edu.tw/handle/95535028403278424654.
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碩士大同大學
事業經營研究所
91
The corporations in Taiwan, even though securing 100 percent of market share in the domestic market, cannot be considered as international corporations if lacking in talents with global views and a globally known brand. However, the vast and highly potential market of Mainland China provides Taiwan’s manufacturers a window doing so. Compared with foreign companies, Taiwan’s manufacturers are endowed with the advantages of using the same language and being the same race as the Chinese people in the Mainland China market. Therefore, making use of Mainland China as a home base will undoubtedly help Taiwan’s manufacturers establish global brand names. In order to increase the domestic market share in China, one of the key factors of success would be how Taiwan’s manufacturers adopt appropriate marketing strategies. The research discusses the following : 1. Whether the characteristics of Chinese consumer behavior differ on two product categories? 2. Patterns of marketing strategies of Taiwan’s manufacturers. 3. To discuss the correlation among consumer behavior of Mainland China, marketing strategy, and operating performance. 500 questionnaires were sent out to the consumers in Guangzhou City for empirical survey 178 valid questionnaires were collected, comprising the valid return rate of 35.6 percent. This research studies two industries─food and computer─to investigate the relationship among consumers, manufacturers, and operating performance. Data analysis in this research is conducted by the utilization of t-test, two-way ANOVA, Pearson correlation, factor analysis, and cluster analysis. The findings generated from the analyses on consumer behavior variables are as follows: 1. Average difference shows significant difference between two respective consumer groups of computer and food in such variables as information sources, data collection, attitudes towards advertisements, product evaluation confidence, brand uncertainty, and perceived risk. In terms of brands considered by consumers and number of stores visited before purchase, the average difference between these two groups of consumers does not show significance. 2. Marketing strategies of Taiwan’s manufacturers can be divided into three patterns─moderate, expanding, and defender patterns. 3. Which marketing strategy Taiwan’s manufacturers can adopt to bring better performance while considering specific Chinese consumers’ behavior characteristics: (1) When customers rely mainly on interpersonal information sources, companies providing higher margin for retailers perform better. When customers rely mainly on advertising information sources, companies with a higher standard of post-sale service, lower margin for retailers, and higher advertising spending perform better. (2) When customers have higher product evaluation capability, companies with relatively higher promotion spending, lower prices, lower after-sale service standards and better quality perform better. When customers have lower product evaluation capability, companies with higher prices, higher after-sale service standards and better quality perform better. (3)When customers have higher brand loyalty, companies with relatively low advertising spending, higher pricing standards perform better; when customers have lower brand loyalty, companies with relatively high advertising spending and lower pricing standards perform better. (4)When customers have higher levels of perceived risk, companies with higher prices and higher advertising spending perform better; when customers have lower levels of perceived risk, companies with higher distribution intensity and higher new product ratios perform better. 4. Application of marketing strategies (1) In aspect of marketing strategy: owing to Chinese consumers ’ lower product evaluation confidence in inconvenience product purchase and uncertainty in identifying product quality, the product quality for inconvenience product manufacturers is less important than convenience product manufacturers. Besides, due to a higher level of consumers’ perceived risk when buying inconvenience products, manufacturers of inconvenience products should put more emphasis on post-sale service and product guarantee than convenience product manufacturers do in order to decrease the consumers’ perceived risk. (2) In aspect of channel strategy: owing to the fact that Chinese consumers are more willing to visit more stores for purchase of inconvenience products than for convenience product, therefore inconvenience product manufacturers need less retail channels. Meanwhile, because the consumers have higher level of perceived risk when buying inconvenience products, manufacturers depend more on retailers to persuade the customers and emphasize the benefits of the brand in order to lower the consumers’ perceived risk. To make the retailers more willing to cooperate, it is essential for manufacturers of inconvenience products to decrease the density of retail channels or increase the gross profits for retailers, thus ensuring the retailers’ profits. (3) In aspect of pricing strategy: owing to the fact that Chinese consumers have lower ability to evaluate the inconvenience products during purchase, they tend to judge product quality by its price. They view high-price products of better quality. However, the consumers are confronted with higher brand uncertainty (lower degree to appoint certain brands) and less price sensitive when buying inconvenience products. In the event that consumers regard the difference among products insignificant, they will pick up the less expensive product. When the inconvenience product manufacturers price their products, they have to consider these two consumer behavior characteristics simultaneously in order to decide whether a high-price or low-price strategy is adopted. (4) In aspect of promotion strategy: owing to the fact that Chinese consumers value higher on advertisement information source, the inconvenience product manufacturers should more adopt various advertisement media to convey favorable product messages to their brands. In addition, they should more adopt two-step flow of communication. Through mass media advertisements, product messages are firstly conveyed to the opinion leaders. Then influence other consumers by these leaders. Moreover, for those consumers buying inconvenience products, retailers’ reputation and goodwill can more effectively decrease the consumers’ perceived risk during purchase than manufacturers’ do. The inconvenience product manufacturers shall give subsidies to and run joint advertisement campaigns with the retailers in order to increase retailers’ reputation and goodwill.
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JHAO, DA-SHUN, and 趙大舜. "The Relationship among the Performance of Integrated Marketing Communication, Internal and External Relations about the International Tourism Hotels in Taiwan and Mainland China." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/27020161103197080188.
Full textAbstract:
碩士大葉大學
管理學院碩士在職專班
99
It makes the integrated of tourist hotel have gradually growing because the global economic recovery and the national media publicity. At the mean while, the marketing and media experts are focus on discuss how to deal with IMC (Integrated Marketing Communication, IMC), its internal and external relations. This study is to investigate the staff of international tourist hotels to the Relationship among the Performance of Integrated Marketing Communication, Internal and External Relations about the International Tourism Hotels in Taiwan and Mainland China. Beside the main study course also joined other demographic variables, gender, age, education, jobs, personal monthly income of ariables whether there is significant difference in the structural equation modeling. The study try to explore-house integrated marketing communication on the relationship and external relations, to know whether the integrated marketing communications in an increasingly competitive hotel industry an effective strategy for competitive advantage, and the hotel industry to provide some Reference and recommendations.
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Hsiao, Shih-Pin, and 蕭士斌. "A Study on Intermediary Effects of the Factors behind Mainland-China Network-Customers’ Behavior on the Relationship between Internet-Marketing Strategies and Customer Loyalty." Thesis, 2002. http://ndltd.ncl.edu.tw/handle/51115271458833621041.
Full textAbstract:
碩士國立東華大學
大陸研究所
90
WTO and Internet are here just like two strong globalization-waves to strike the Mainland China. Because the Internet has the great permeability, so it breaks the boundary of China-market gradually. Especially for the broad territory of Mainland China’s, and an invisible wall of the misunderstanding resulted largely from the long-last regionalism, causing cultural difference and economic falling heads of the district all. So the entrepreneur who takes aim at the objective market of the network selling to Mainland China network users must think over the culture characteristic of different consumption behavior. Therefore, the study on the different consumers of characteristic behavior, seeking the possible influenced section of marketing effects, can be used as a scheme for the Big-China marketing strategy and making the segment of objective market for the references to online-shop operator. Because we have a huge objective population and the consideration for time and public expenditures, this research searched and collected samples by the empirical investigating approaches, including online-questionnaire and face-to-face questionnaire. Looking back and Reviewing the bibliography in Chapter 2 to construct a research mode about the intermediary effects of the factors behind Mainland-China- network-customers’ behavior on the relationship between Internet-Marketing Strategies and customer loyalty. These factors of behavior affected include country-of-origin, reference group, and the value of culture. In the aspect of samples selecting, the samples’ distribution of online-questionnaire were decided on the ratio of the web-users’ area of residence in the 2002’ CNNIC investigation report; Face-to face questionnaire used the judge-sampling way to choice nine universities in Guangzhou city and Shenzhen city totally, then inquired people with the network experience into the questionnaire by convenient sampling. The online data were collected through web-site editing software（ASP、Macromedia Dreamweaver）by using the questionnaire in which appropriate scenarios were designed. After validity and reliability of measurements is assured, data will be analyzed using a statistical ANOVA model and basic statistic by SPSS v.10 software. Internet marketing strategies will be given based on the findings in the study. Fulfilling the statistical analysis can provide some references to online-shop handler to make use of combined-marketing strategies and get the best direction to your own objective-market.
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"Shopping across the border: an empirical study in Hong Kong." 2002. http://library.cuhk.edu.hk/record=b5891056.
Full textAbstract:
Chan, Kin Cheung Kelvin.Thesis (M.Phil.)--Chinese University of Hong Kong, 2002.
Includes bibliographical references (leaves 90-108).
Abstracts in English and Chinese.
ABSTRACT (ENGLISH) --- p.i
ABSTRACT (CHINESE) --- p.iii
ACKNOWLEDGEMENTS --- p.iv
TABLE OF CONTENTS --- p.v
LIST OF TABLES --- p.vii
LIST OF FIGURE --- p.ix
Chapter CHAPTER ONE --- INTRODUCTION --- p.1
Chapter 1.1 --- Background --- p.1
Chapter 1.2 --- Research Objectives --- p.4
Chapter 1.3 --- Significance of This Study --- p.5
Chapter 1.4 --- Outline of This Study --- p.7
Chapter CHPATER TWO --- REVIEW OF LITERATURE --- p.8
Chapter 2.1 --- Definitions of Outshopping and Cross-border Shopping --- p.8
Chapter 2.2 --- Outshopping.Measures --- p.8
Chapter 2.2.1 --- Frequency of Outshopping Trips --- p.9
Chapter 2.2.2 --- Proportion of Total Dollar Purchases --- p.9
Chapter 2.2.3 --- Types of Product Purchased --- p.10
Chapter 2.3 --- Factors Affecting Outshopping Behavior --- p.11
Chapter 2.3.1 --- Macro-analytical Approach --- p.21
Chapter 2.3.2 --- Micro-analytical Approach --- p.22
Chapter 2.3.2.1 --- Characteristics of Outshopper --- p.22
Socio-economic Variables --- p.23
Psychographic Variables --- p.25
Chapter 2.3.2.2 --- Reasons for Shopping Out-of-town --- p.26
Chapter 2.3.2.3 --- Types of Product that Outshoppers Purchase --- p.27
Chapter 2.3.2.4 --- Retail Leakage --- p.28
Chapter CHAPTER THREE --- HYPOTHESES FORMULATION --- p.30
Chapter 3.1 --- In-depth Interviews --- p.32
Chapter 3.2 --- Socio-economic Characteristics --- p.36
Chapter 3.2.1 --- Tenure in Shenzhen and in Guangdong Province --- p.36
Chapter 3.2.2 --- Living location --- p.37
Chapter 3.2.3 --- Income level --- p.38
Chapter 3.2.4 --- Length of Residence --- p.39
Chapter 3.2.5 --- Age --- p.39
Chapter 3.2.6 --- Other Socio-economic Variables --- p.40
Chapter 3.3 --- Attitudinal Characteristics --- p.40
Chapter 3.4 --- Motivational Characteristics --- p.42
Chapter 3.4.1 --- Status and Authority Seeking Motive --- p.43
Chapter 3.4.2 --- Pleasure of Bargaining Seeking Motive --- p.44
Chapter 3.4.3 --- Social Experiences Seeking Motive --- p.45
Chapter 3.4.4 --- Economic Motive --- p.46
Chapter 3.4.5 --- Recreational Motive --- p.47
Chapter 3.4.6 --- Entertainment Seeking Motive --- p.48
Chapter CHAPTER FOUR --- METHODOLOGY --- p.49
Chapter 4.1 --- Population --- p.49
Chapter 4.2 --- Sampling and Data Collection --- p.49
Chapter 4.2.1 --- Pretest of the Questionnaire --- p.49
Chapter 4.2.2 --- Personal Interviews --- p.52
Chapter 4.3 --- Measurement --- p.54
Chapter 4.3.1 --- Cross-border Shopping Behavior --- p.54
Chapter 4.3.2 --- Socio-economic Characteristics --- p.54
Chapter 4.3.3 --- Attitude towards Shopping in Shenzhen --- p.58
Chapter 4.3.4 --- Motivational Characteristics --- p.58
Chapter CHAPTER FIVE --- RESULTS --- p.63
Chapter 5.1 --- Preliminary Results --- p.63
Chapter 5.2 --- Hypotheses Testing --- p.65
Chapter 5.3 --- Further Analyses --- p.71
Chapter 5.3.1 --- Discriminant Analysis --- p.71
Chapter 5.3.2 --- Cluster Analysis --- p.74
Chapter 5.3.2.1 --- Characteristic of Clusters --- p.76
Chapter CHAPTER SIX --- SUMMARY AND CONCLUSION --- p.80
Chapter 6.1 --- Summary --- p.80
Chapter 6.2 --- Implications of the Study --- p.84
Chapter 6.2.1 --- Academic Implications --- p.84
Chapter 6.2.2 --- Managerial Implications --- p.87
Chapter 6.2.2.1 --- General Managerial Implications --- p.87
Chapter 6.2.2.2 --- Specific Managerial Implications to Hong Kong Retailers --- p.89
Chapter 6.2.2.3 --- Specific Managerial Implications to Shenzhen Retailers --- p.90
Chapter 6.2.3 --- Implications for Government --- p.91
Chapter 6.3 --- Limitations and Directions for Future Research --- p.92
Chapter 6.4 --- Conclusion --- p.95
ENDNOTE --- p.96
APPENDIX I --- p.97
QUESTIONNAIRE --- p.97
BIBLIOGRAPHY --- p.101
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Kuo, Tzu-chun, and 郭姿君. "Research on the Relationship among Managerial Competencies, International Marketing Orientation, Coordination Mechanisms and Business Performance－The Case of Information and Electronic Industries Investing on China." Thesis, 2005. http://ndltd.ncl.edu.tw/handle/49112494855927224864.
Full textAbstract:
碩士南華大學
管理科學研究所
93
Currently many Taiwan-based information and electronic industries are heading to mainland China to invest in manufacturing. As such, with businesses’ intensifying their internationalization, how can those business firms bring their management into full play, how can their international marketing strategies be built under an international marketing-oriented economy, and how can their coordination mechanisms be utilized to become a major issue or challenge for local information electronics industry? However, by exploring further and deeper the above-mentioned factors, businesses not only can improve part of their operating deficiencies, they also can enhance their business performance significantly. The purpose of this research is to explore the relationship between managerial competencies, international marketing strategies under an international marketing-oriented economy, coordination mechanisms, and business performance. Moreover, a questionnaire survey has been conducted aiming at listed or OTC companies in the information and electronic industry as samples. A total of 263 copies of questionnaires have been distributed randomly, of which 87 copies were responded to, resulting in a response rate of 33.1%. Of 87 respondents solicited, however, 81 respondents were counted as valid while 6 respondents were invalid, resulting in a valid response rate of 30.8%. The SPSS statistical analysis software has been utilized to conduct this research, concentration data and sampling on such techniques as: Factor analysis, Reliability analysis, Descriptive statistics, One-way ANOVA, Pearson’s Correlation, Simple Regression Analysis, and Multiple Regression Analysis. The conclusions of this research are as follows: 1. Managerial competencies, international marketing orientation, and coordination mechanisms, in part, are evidently correlated with business performance. 2. Managerial competencies, international marketing orientation, and coordination mechanisms, in part, evidently affect business performance. 3. Along with managerial competencies and international marketing orientation respectively, coordination mechanisms slightly cross-affect business performance.
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Lai, Hsi-Jung, and 賴錫榮. "A Study on the Relationship between Marketing Channel Strategy and Performances for Taiwanese Enterprises in the Mainland China Market─A case of Taiwan Vehicle Industry." Thesis, 2002. http://ndltd.ncl.edu.tw/handle/37291133516381635577.
Full textAbstract:
碩士朝陽科技大學
企業管理系碩士班
90
Abstract Due to global market competition, Most of Taiwan’s vehicle enterprises enthusiastically invest in China. In the recent years, Mainland China has great domestic demands that need to set up marketing channel and extend to domestic marketing. Therefore, how Taiwan enterprises apply marketing channel strategy is a key factor to be successful in China market. The purpose of this research is to discuss with manufacture’s channel structural application, channel partner’s selection, contracting, alliance correlation, and channel performance effect. The research was used questionnaires for 400 Taiwan enterprises in China investment including bicycle, motorcycle, automobile, and spare parts of industry. 300 questionnaires have sent and 115 copies are effective that is 38.3% of the questionnaires. After factor analysis, Matched-pair t-test, variance analysis, and regression analysis, the results of the research are shown as the followings: 1.Channel coverage, contracting, long-term relationship, and marketing channel performance have obviously correlation. 2.Channel partner selection, contracting, alliance relationship, and channel performance have obviously correlation. 3.There are remarkably correlations among contracting, alliance relationship, and channel performances. 4.Partnership and channel performances have conspicuously correlation. 5.When channel distributors have substantial channel marketing, it obviously affects channel performances. In short, Taiwan enterprises in China Marketing channel select channel partners that should pay much attention some important factors in sequence as channel coverage, development potential, credit financial affair, management service, signing a contract with partnership, and long-term relationship etc. Then, it can promote channel performances in China market.