Helping the clients succeed in China's B2B market

Date of publication: March 28, 2004

Catalogue: Asia Pacific 2004

Authors: Fred Bai, Guo Ping


China is not only a huge fast-moving consumer goods market, but an industrial product market with enormous development potential as well. With the aim to better understand the B2B market situation in China and formulate proper marketing strategy, multinational companies need to obtain objective, precise and comprehensive information of China B2B market, users as well as the competition situation. Comparing to market information on consumer goods, B2B market information is incomplete and with limited access. In this paper, the authors introduce an efficient model, the "+-×÷" model with primary functions of business information collection, processing and value-adding. Additionally, the methods to help clients succeed in China's B2B market are discussed while analyzing successful business cooperation in this field.

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