Elgar Fleisch
Title
Prof. Dr.
Last Name
Fleisch
First name
Elgar
Email
elgar.fleisch@unisg.ch
ORCID
Phone
+41 71 224 7241
3 results
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Item type:Publication, Entering the Chinese mid-market segment: key to long-term success?The Chinese market has currently progressed to a fierce competition between international companies and their domestic Chinese competitors who continuously improve product features such as reliability, customer service and quality. Success in the Chinese market largely depends on the mid-market, which consists of Chinese customers looking for products of local quality available at local prices. Winning or losing the Chinese market depends on the mid-market because it is reported to be the fastest growing segment with the highest sales potential. Companies that conquer this attractive market segment will probably dominate the entire Chinese market because of the massive sales volumes creating essential economies of scale and scope. To succeed in the mid-market requires a specific set of competencies for both domestic and international companies. Based on existing management literature and research with international and domestic Chinese companies, the present article discusses how international and domestic firms should approach the mid-market.Type:journal articleJournal:Strategy & LeadershipIssue:5 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Redefining product strategies in China: Overcoming barriers to enter the medium market segmentThe article provides guidance for managers seeking to successfully position their products in the Chinese medium market segment. Data are collected and analyzed from about 25 international manufacturing companies. Findings identify barriers and challenges and give guidance during strategy preparation, formulation, and implementation for entering the Chinese medium market segment. New strategic potentials and risks in China's emerging market make entry into the medium market for international firms an imperative step. Managers benefit from a practical framework to overcome barriers during the strategy process on market entry into the Chinese medium market segment.Type:newspaper articleJournal:Strategic DirectionVolume:24Issue:5 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Internationale Konzerne müssen umdenken im chinesischen MarktType:newspaper articleJournal:IO New ManagementIssue:10