Selling B2B in China: Lumex Instruments and Russian Science for a Mercury Free Environment
Type
case study
Date Issued
2020
Author(s)
Abstract (De)
This case tells the story of the long and tough business journey of Lumex in China. This is a B2B story as most of their clients were government laboratories and Chinese state-owned companies (SOEs). Over the years, Alexander was challenged by a number of forces and factors in China, including the specifics of the local market, differences in the mentality of employees and government regulation. The case focuses on the main challenges for foreign companies entering the Chinese B2B market, and examines various options to scale business in China, such as moving the assembly process to China, undergoing an IPO in Hong Kong etc.
Language
English
HSG Classification
contribution to education
Publisher
Case Centre
Subject(s)
Division(s)
Eprints ID
264302