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The purpose of this paper is a conceptualization of the identification and motivational methods for top distributors in the Chinese market for frequency converters. An examination of the market size, participants and segments is provided. Further the benefits for the manufacturer and distributor that occurring from a partnership are elaborated on and the term top distributor is defined.
Based on marketing channel literature a conclusive multidimensional model for the top distributor selection has been developed. The basic dimensions for distributor selection were determined as Sales/Market, Product/Service and Risk/Uncertainty factors. Those dimensions are supplemented by the China specific factors Guanxi and Human Capital. With special focus been given on the aspects that businesses might encounter when operating in China the reginal factors in distributor evaluation are also being discussed.
IN order to determine the value of different rewards two surveys were conducted. For the identification of the most valuable motivators a rewards portfolio was developed and applied on the data gathered in this surveys. The rewards portfolio was based on the portfolio analysis first developed by the Boston Consulting Group. The rewards determined as most valuable from both the manufacturers and distributor sides were “additional marketing and customer acquisition support”, “extended payment terms” and “market intelligence from manufacturer”. An explanation for the importance of those rewards is additionally provided.
Nowadays, teams and projects are becoming more and more relevant in the business industry. The increasing internationalization and globalization of the economy leads to a more interconnected and globalize business and therefore also increasing competition. This requires new approaches for a more faster, flexible and innovative way to finding solutions. For this reason, there is an increase of international cooperation that can open up new opportunities, as well as generate challenges.
The purpose of this assignment is to identify the cultural differences between Germany and China and to determine the key aspect, which has to be considered in performing project management in a multicultural context. Furthermore, this assignment should demonstrate how cultures can affect the cooperation and if there is a potential way to standardize a multicultural cooperation to reduce the challenges that arise in multicultural teams.
The work is based on literature research using secondary data. In addition, an empirical study has been carried out to create a case study of an executed project with German and Chinese team members in China. The empirical study has been carried out as an expert interview with the German project manager who is currently working as an expatriate in China. This interview has been used to collect information about the plant relocation of a German-based company located in China.
The literature research has shown that political, technological, cultural, as well as communication aspects have to be considered in performing project management in a multicultural context. Also cultural difference affects leadership style. Therefore, the knowledge of different leadership styles is beneficial. Standardization for a multicultural cooperation is not possible due to the different situation in different context with different people. However, the knowledge about the effects of cultural values on the mindset and behavior can ease the teamwork. The case study confirms the findings as the project manager also had to deal with cultural, communication, and leadership issues, as well as dealing with cultural differences and the respond to it encourage the teamwork.
With the advent of a worldwide internationalization and globalization companies around the globe have been looking to increase their market shares abroad (K Aiginger, H Handler, 2017).
For the German automotive industry in particular and therefore the German tool industry respectively, the Chinese market has become a very lucrative and important marketplace in recent years (A Fraß, 2016).
This thesis is presenting a case study for the German family-run business Hufschmied Zerspanungssysteme GmbH. It is meant as a foundation and guideline for any future business endeavors in the Chinese market for Hufschmied Zerspanungssysteme GmbH. This thesis consequently examines the current market situation for the tool industry in China and analyses Hufschmied´s competitiveness of its current product portfolio.
The German machine tool industry is supplying different branches in China, for this case study a closer look at the aviation industry and automotive industry will be taken.
The Chinese market has been exhibiting a large growth over the last few years, but current events such as the implementation of tariffs (UN, 2020) and the recent outbreak of the Covid-19 Virus (SM Iacus et al., 2020) might mitigate the attractiveness of the market. Without a doubt there are both Challenges and Opportunities for the German machine tool industry in the Chinese market.
Accordingly, the thesis will with the combination of empirical research data and a market analysis of the Chinese market draw a conclusion to which degree the Chinese market offers challenges and opportunities for the German machine tool industry. Additionally, a PEST-Analysis of the Chinese market will provide further insights regarding the market situation in the target market.
This thesis will employ qualitative research methods, the needed data is going to be acquired from primary and secondary sources. As for primary sources, observations and interviews will be used, secondary sources will consist of articles as well as related literature.
While the global economy is suffering from the consequences of COVID-19, China has managed to tackle the crisis and was able to restart the national economy within a few months. The objective of this study is to identify how the German industry in China was able to restart after the impact of the COVID-19 crisis. The conducted research is based on two underlying research questions: “How did the German industry in China overcome the COVID-19 crisis?” and “which future trends are emerging in German companies because of the COVID-19 crisis?”. To answer these questions, qualitative expert interviews with representatives of the German industry in China were conducted. As experts for their respective company, the interviewees were able to provide firsthand experience for this research. More specifically, they were questioned about the measures that were taken to combat the epidemic, their impact on the economy and potential trends that may emerge as a result of the crisis. The interviews showed that the Chinese government and German companies both implemented effective measures to fight the economic impact of the epidemic. Furthermore, the study was able to identify future trends that stem from the concepts that were developed to overcome the crisis. The COVID-19 outbreak was a catalyst for these trends. The risk-based containment approach of the Chinese government in combination with the measures taken within the companies, such as the immediate establishment of task forces and the implementation of alternate working models, was a successful strategy to overcome the COVID-19 crisis. Recognizing the trends that emerged from the crisis and acting accordingly will be essential for German companies.