...Key to key account management: relationship (guanxi) model Y.H. Wong Department of Business Studies, Hong Kong Polytechnic University, Kowloon, Hong Kong Introduction There are three major marketing problems facing most international firms today: the difficulty, arising from product range diversity, of segmenting its customers and maintaining long-term relationships with key customers; second, the obstacles of obtaining long-term business contracts from big multinationals; and third, how do the firms evaluate the relationship quality of their key customers? McDonnell Douglas, Peugeot and Japanese retailer Yaohan are all fighting for higher market shares in China because they are shaken down by the Government’s policy swings and railroaded into bad partnerships with key customers who mainly squeeze for advanced technology (Clifford et al., 1997). Many companies receive a big percentage of their sales from relatively few customers. Key account management has been increasingly important in international markets. Key account programs differ considerably across countries and firms, but all organizations have to decide how to identify their own major accounts and how to organize for effective relationship building with them. The purpose of this article is to assist organizations to determine the positioning of their major customer relationships so as to formulate key account relationship marketing strategies and implement them effectively in China and other Asian countries. This...
Words: 6365 - Pages: 26
...VIOLENCE IN HONG KONG INTRODUCTION Worldwide Phenomenon of Gender-based Violence Domestic Violence has endangered the lives and well-being of millions of women worldwide. This is no longer a private matter between individual family members but should be recognized “as an obstacle to equality, and as an intolerable offence to human dignity”. (United Nations, 1996). In a statement to the Fourth World Conference on Women in Beijing in September 1995, the United Nations Secretary-General, Boutros Boutros-Ghali, said that violence against women is a universal problem that must be universally condemned. Studies in 10 countries have found that between 17 per cent and 38 per cent of women have suffered physical assaults by a partner (United Nations, 1995). The United Nation (1995) defines violence against women as “any act of gender-based violence that results in, or is likely to result in, physical, sexual or psychological harm or suffering to women, including threats of such acts, coercion or arbitrary deprivation of liberty, whether occurring in public or private life.” It goes on to states that “violence against women is a manifestation of...
Words: 5204 - Pages: 21
...Eastern Asian Enterprise Structures and tlie Comparative Analysis of Forms of Business Organization Richard D. Whitley Abstract Richard D. Whitley Manchester Business School, Manchester, U.K. The economic success of different forms of business organization in East Asian countries emphasizes the variety of viable enterprise structures and suggests the need for a comparative analysis of how they develop and operate in different societal contexts. Major differences between East Asian business 'recipes' include the range of activities that are authoritatively coordinated, their pattems of development, the ways in which they are organized and controlled and the organization of inter enterprise relations. These differences suggest eight major dimensions on which dominant enterprise structures in different societies can be compared and how their development can be linked to major social institutions. Introduction Organization Studies 1990,11/1:047-074 © 1990 EGOS 0170-8406/90 0011-0003 $1.00 The economic success of Japanese firms over the past 40 years has emphasized the viability of alternatives to United States management structures and practices, as well as highlighting the limited generality of the business strategy-structure relationships identified by Chandler (Alford 1976; Kagono et al. 1985: 99-110; Maurice et al. 1986). Whereas it may have seemed reasonable in the 1960s and 1970s to regard Japanese organizational practices and forms as temporary stepping stones...
Words: 12884 - Pages: 52
...internationalisation theories in a setting of large investments with little chance for reversal of commitments. The purpose of the research is to study the benefit of different entry modes dependent on Disney’s Theme Parks value-generating resources and capabilities while conditioned to certain local industrial and institutional conditions in foreign markets. Five major theories and frameworks were used to analyze all four Disney’s ventures abroad. This resulted in 20 individual hypotheses analyzed. Results indicate that Disney followed a predictable internationalisation process in the cases of Tokyo, Hong Kong and Shanghai, but that it went off-path in the Paris one. In successful cases Disney followed a cautious approach, involving local partners to transfer and adapt the “Disney Experience”. In the case of Paris the company decided to enter the market alone, which neglected the unique needs of the local market. Page | 2 International Modes of Entry: The Case of Disney Table of Contents 1 2 3 4 ABSTRACT ........................................................................................................................................... 2 FOREWORD...
Words: 19107 - Pages: 77
...Embeddedness, and Institutional Continuity in China’s Transition from Socialism Author(s): Ethan Michelson Source: American Journal of Sociology, Vol. 113, No. 2 (September 2007), pp. 352-414 Published by: The University of Chicago Press Stable URL: http://www.jstor.org/stable/10.1086/518907 . Accessed: 29/09/2013 06:25 Your use of the JSTOR archive indicates your acceptance of the Terms & Conditions of Use, available at . http://www.jstor.org/page/info/about/policies/terms.jsp . JSTOR is a not-for-profit service that helps scholars, researchers, and students discover, use, and build upon a wide range of content in a trusted digital archive. We use information technology and tools to increase productivity and facilitate new forms of scholarship. For more information about JSTOR, please contact support@jstor.org. . The University of Chicago Press is collaborating with JSTOR to digitize, preserve and extend access to American Journal of Sociology. http://www.jstor.org This content downloaded from 203.101.161.82 on Sun, 29 Sep 2013 06:25:22 AM All use subject to JSTOR Terms and Conditions Lawyers, Political Embeddedness, and Institutional Continuity in China’s Transition from Socialism1 Ethan Michelson Indiana University, Bloomington This article uses the case of Chinese lawyers, their professional troubles, and their coping strategies to build on and develop the concept of political embeddedness. Data from a first-of-its-kind 25-city survey suggest that political...
Words: 26553 - Pages: 107
...Art. 17 September 2010 The Case of Value Based Communication—Epistemological and Methodological Reflections from a System Theoretical Perspective Victoria von Groddeck Key words: Abstract: The aim of this paper is to reflect the epistemological and methodological aspects of an communication empirical research study which analyzes the phenomenon of increased value communication within theory; form business organizations from a system theoretical perspective in the tradition of Niklas LUHMANN. analysis; Drawing on the theoretical term of observation it shows how a research perspective can be functional developed which opens up the scope for an empirical analysis of communication practices. This analysis; Niklas analysis focuses on the reconstruction of these practices by first understanding how these practices Luhmann; stabilize themselves and second by contrasting different practices to educe an understanding of organization different forms of observation of the relevant phenomenon and of the functions of these forms. studies; George Thus, this approach combines system theoretical epistemology, analytical research strategies, such Spencer-Brown; as form and functional analysis, and qualitative research methods, such as narrative interviews, system theory; participant observation and document analysis. value communication Table of Contents 1. System Theory and Empirical Research: Epistemological Preposition ...
Words: 9617 - Pages: 39
...affiliate influence on corporate social reporting The case of Malaysia Azlan Amran School of Management, University Science Malaysia, Penang, Malaysia, and 386 S. Susela Devi Faculty of Business and Accountancy, University of Malaya, Kuala Lumpur, Malaysia Abstract Purpose – This paper seeks to investigate the influence of government and foreign affiliates, particularly; multinational companies on corporate social reporting (CSR) development in an economy, where CSR awareness is low coupled with weak pressure group activism. Design/methodology/approach – This is a cross sectional study that focuses on the information contained in the annual reports for year 2002/2003. This research uses content analysis as method to measure the extent CSR. Findings – Based on regression analysis, the study evidences on the impact of government influence. However, the impact of foreign affiliation variables is not evident. Institutionalisation of the government’s aspirations and commitment to CSR is perhaps the most appropriate description for Malaysian CSR practice. Research limitations/implications – There are two main limitations of this study. Firstly, this study examines the annual reports for one year. Secondly, this study is annual reports centric. It does not examine any other stand alone reports that the respondents might have produced on the subject of society and the environment. Practical implications – This study provides justification for government’s role in promoting CSR practice...
Words: 9885 - Pages: 40
...RMIT International University Vietnam Bachelor of Commerce Program ASSIGNMENT COVER PAGE Your assessment will not be accepted unless all fields below are completed |Subject Code: |BUSM3311 | |Subject Name: |INTERNATIONAL MANAGEMENT | |Location where you study: |RMIT Vietnam – City Campus | |Title of Assignment: |Literature Review | |File(s) Submitted |BUSM3311_G2_s3245939_LiteratureReview_Negotiation.docx | |Student name: |Nguyen Van Thanh | |Student Number: |S3245939 | |Student Email Address: |s3245939@rmit.edu.vn | |Learning Facilitator in charge: |PETER TRAN | |Assignment due date: |16/5/2011 ...
Words: 4855 - Pages: 20
...CONTENT TITLE | PAGE | | | Introduction | 3 | Functionalist View on Football * Latent Function * Dysfunction | 4-567-8 | Conflict Theory * Conflict Theory on Football | 910-11 | Interactionisnt Perspective | 12-13 | The Reasons That We Choose Functionalist Perspective | 14 | Conclusion | 15 | Reference | 16 | Introduction The topic of our report is sports and football. The reasons why we choose this topic because football is the world’s most popular sports and also is the one of most influential sports. People call football as ‘world movement’. Besides that, football has many football stars as we know such as David Beckham and Ronaldo Luiz Nazario De Lima. Football is an ancient sport. In the middle ages, the ancient Greeks and Romans are known to have played many ball games and some which include the use of the feet. Until early19th century, football is quite popular in Europe and some Latin or American countries especially in British. In 1848, ‘Cambridge Rules’ was born and it record all the rules of playing football. In 1863, the British Football Association was established and began the football league. In that time, football has become more professional in the world. As the sports developed rapidly around the world, the International Football was established in 1904.In 1908, football this sport was officially included in the Olympic Games projects. Where is the origin of football? Someone say the...
Words: 2722 - Pages: 11
...address many of these complexities. 1. A definition of participation For the purposes of this note a useful definition of public or community participation is that adopted by Stoker (1997) for ‘political participation’ (following Parry et al, 1992): members of the public ‘taking part in any of the processes of formulation, passage and implementation of public policies’. This is a wide-ranging definition, which extends the emphasis of public participation beyond the development of policy, to decision-making and implementation. 2. Theoretical frameworks 2.1 Arnstein’s ladder of participation Perhaps the seminal theoretical work on the subject of community participation was by Arnstein (1969). The particular importance of Arnstein’s work stems from the...
Words: 3768 - Pages: 16
...2009 Peng, Sun, Pinkham, and Chen A R T I 63 C L E The Institution-Based View as a Third Leg for a Strategy Tripod by Mike W. Peng, Sunny Li Sun, Brian Pinkham, and Hao Chen Executive Overview This article identifies the emergence of the institution-based view as a third leading perspective in strategic management (the first two being the industry-based and resource-based views). We (a) review the roots of the institution-based view, (b) articulate its two core propositions, and (c) outline how this view contributes to the four fundamental questions in strategy. Overall, we suggest that the institution-based view represents the third leg of a strategy tripod, overcomes the long-standing criticisms of the industrybased and resource-based views’ lack of attention to contexts, and contributes significant new insights as part of the broader intellectual movement centered on new institutionalism. A s part of a broader intellectual movement centered on new institutionalism throughout the social sciences in recent decades (DiMaggio & Powell, 1983, 1991; North, 1990, 2005; Scott, 1987, 1995, 2008b; Williamson, 1975, 1985), strategic management researchers have increasingly realized that institutions are more than background conditions (Oliver, 1997; Peng & Heath, 1996). Instead, “institutions directly determine what arrows a firm has in its quiver as it struggles to formulate and implement strategy” (Ingram & Silverman, 2002, p. 20...
Words: 12413 - Pages: 50
...China from a Swedish B2B perspective Authors: Nathalie Svedberg Tim Svensson Subject: Bachelor thesis Business administration Supervisor: Examiner: Level: Richard Owusu Soniya Billore Bachelor degree 27th May, 2014 1 Course code: 2FE50E Date: Svedberg & Svensson (2014); Eat the food, drink the booze and settle the deal! Abstract Background: China is today regarded as Sweden’s most important business partner in Asia. Even if there are cultural differences between Sweden and China the intercultural distance has successively decreased. One of the reasons is the globalisation. Another reason is the consecutive development of Swedish-Chinese relations. The interpretation from common understanding has increased the level of trade between the nations. There is an on-going development of business co-operation between Sweden and China. The Purpose: This Bachelor Thesis will examine the differences between the SwedishChinese business culture and how the cultural differences affect the Swedish B2B in China. The purpose is formulated by the basis of our main research questions; “How do Swedish B2B companies perceive the cultural differences between the Swedish and Chinese way of doing business?“ and “how do Swedish companies operating in China deal with business cultural diversity in China?” Theoretical Framework: The basis of our Bachelor Thesis examines the theories within cultural dimension. The theoretical framework is based on proven studies from e.g....
Words: 36242 - Pages: 145
...Research Conference (ITARC ), 7 – 8th November, 2012, London.UK. Network-based theories and internationalization of firms: applications to empirical studies Mojtaba Hosseini and Hosseini Dadfar Linkoping University, Sweden Key Words Network based theories, Internationalization, Revised Uppsala Model, ARA-Model, and Network Embeddedness. Abstract By using a topology of the most frequently used network-based theories on the firms’ internationalization; this paper is going to present some recommendations to correctly apply those theories in future internationalization studies. We have identified eight network-based theories that are broadly used in internationalization studies. These theories are Relationship Approach, Social Network Analysis and Network Mapping in American schools, and Industrial Marketing and Purchasing Group (IMP) Interaction Approach, ARA-Model, Network Embeddedness, Revised Uppsala Model and Network-based Internationalization Theory, which are developed by European universities. This paper, will explain these theories, their applications to internationalization and then making some recommendations for the future empirical studies. Figures and tables are used to clarify and summarize the theories and their empirical applications. Introduction Researchers have been using of different basic theories to explain the internationalization of companies. For example, transaction cost approach (TCA) (Anderson 1986; Lee, Koh, and Heo 2011), resource-based view...
Words: 4899 - Pages: 20
...Understanding Society – SOSC 1850 Notes Lecture 1 Common Question Answers 1) Britain and US highest teenage pregnancy 2) 36% of US believe in Aliens 3) Suicides highest number of deaths 4) 60% of gun related were suicides 5) False not double stress of US that results in higher rates of suicide 6) Over 65 most suicides 7) Canada and Australia have highest kidnapping rates 8) Sweden highest rape rate 9) ¾ steal in office 10) False couples live tgt more satisfied 11) True, Womens brain are smaller 12) 11 women in legco 13) Plumber is a women 14) Margaret Thatcher did Chemistry for undergraduate Lecture 2 What is Sociology? - The big picture. * The group, culture, of organization, rather than the individual. Lots of people talk about society, but are they sociologists? No they are individualistic thinkers. They talk about individual people and cases instead of the group. Individualistic thinking at Universities: Professors award individual students with grades based on their ‘individual’ merits. What would the SOCIOLOGIST ask? Do some students have to work to earn money? Do some students have to spend time commuting to campus (no dorms!)? Do some students have family responsibilities.? Do some courses/majors have more generous grading procedures than others? Why are there more A students now than there were twenty years ago??? When and Why did sociological thinking begin? SOCRATES: “An unexamined life is not worth living...
Words: 5066 - Pages: 21
...© Di Wu, 2006 (Approval/ Signature page) ii Abstract This paper incorporates Porter’s diamond model to analyze China’s automobile industry. Besides looking at the four determinants of competitiveness in the original model, this study specifically examines the impact of government on industry competitiveness. This study retrieves archival data on multi-measurements used in prior studies. The author incorporates one case study of a Chinese auto firm to illustrate the specific impact of government policy and the responses of auto assemblers and component suppliers. Interviews with experts in auto-related industries are conducted to triangulate the findings. Results show that the Chinese auto industry is still in its early stages of development, whereas product quality and economies of scale of domestic automakers are approaching global standards; thus Chinese auto firms aim at becoming major players in the international market. The government plays an active role in assisting the industry development as the nation transitions from a planned economy to a free market. iii Acknowledgements There are many people that have offered me extraordinary support. I would like to thank the members of my supervision committee for the support, enthusiasm, and freedom to pursue an avenue close to my heart. I would like to thank my supervisor Dr. Bradley Olson for his wisdom and guidance in this project. He has always been supportive and helpful when I...
Words: 30906 - Pages: 124
