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Entry and business strategies used by international architectural, engineering and construction firms in China
Florence Yean Yng Ling1; C. William Ibbs2; Javier C. Cuervo1
2005-01-06
Source PublicationConstruction Management and Economics
ABS Journal Level2
ISSN0144-6193
Issue23Pages:509–520
Abstract

International architectural, engineering and construction (AEC) firms need to decide on the appropriate market entry mode and business strategies when undertaking projects overseas. The objectives of this research are to investigate the effective market entry modes for penetrating China and the effective business strategies for managing projects in China. The research method is based on a structured questionnaire and data were collected via postal survey. Interviews have been conducted to complement the survey. The results show that establishing a wholly owned subsidiary in China is the most effective entry mode. Foreign AEC firms need to adopt a differentiation strategy by providing niche and superior service. They must also pay great attention to customer satisfaction to gain competitive advantage and clinch and manage projects. To succeed in China, foreign AEC firms need to set up a physical office there, to develop a good understanding of local by-laws, understand client requirements better and therefore provide them with a superior product or service.

KeywordChina Strategies Foreign Firms International Construction Market Entry Mode
DOIhttps://doi.org/10.1080/01446190500040141
Indexed By其他
Language英语
Fulltext Access
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Document TypeJournal article
CollectionDEPARTMENT OF MANAGEMENT AND MARKETING
HONOURS COLLEGE
Corresponding AuthorFlorence Yean Yng Ling
Affiliation1.Department of Building, National University of Singapore, 4 Architecture Drive, Singapore 117566
2.Department of Civil and Environmental Engineering, University of California, Berkeley and The Ibbs Consulting Group
Recommended Citation
GB/T 7714
Florence Yean Yng Ling,C. William Ibbs,Javier C. Cuervo. Entry and business strategies used by international architectural, engineering and construction firms in China[J]. Construction Management and Economics,2005(23):509–520.
APA Florence Yean Yng Ling,C. William Ibbs,&Javier C. Cuervo.(2005).Entry and business strategies used by international architectural, engineering and construction firms in China.Construction Management and Economics(23),509–520.
MLA Florence Yean Yng Ling,et al."Entry and business strategies used by international architectural, engineering and construction firms in China".Construction Management and Economics .23(2005):509–520.
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