Strategic customer development in China |
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| Institution: | 1. University of Miami, Miami Business School, P.O. Box 248027, Coral Gables, FL 33124-6520, USA;2. University of Missouri-Columbia, Trulaske College of Business, Room No. 431, Cornell Hall, Columbia, MO 65211-0001, USA;1. Korea University and IZA;2. Department of Economics, Korea University, 145 Anam-ro, Seongbuk-ku, Seoul, Korea;1. Institute for Advanced Study of the Americas, University of Miami, Coral Gables, FL, USA;2. Department of Public Health Sciences, University of Miami Miller School of Medicine, Miami, FL, USA;3. Fundación Mexicana Para la Salud, Mexico City, Mexico;4. Tómatelo a Pecho, Mexico City, Mexico;5. Centro de Investigación en Ciencias de la Salud, Universidad Anáhuac, Mexico City, Mexico;6. Institute of Health Policy, Management and Evaluation, University of Toronto, Canada;7. Academic Department of Public Health, Administration and Social Sciences, Universidad Peruana Cayetano Heredia, Lima, Peru;8. Women in Global Health, District of Columbia, WA, USA;9. Division of General Internal Medicine, Department of Medicine, Georgetown University School of Medicine, District of Columbia, WA, USA;10. Global Health Program, University of California San Diego, La Jolla, CA, USA;11. Universidad Autónoma de Baja California, Tijuana, Baja California, Mexico;12. Division of General Internal Medicine, Massachusetts General Hospital, Harvard Medical School, Boston, USA;13. Department of Global Health and Population, Women and Health Initiative, Harvard TH Chan School of Public Health, Boston, MA, USA |
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| Abstract: | With a population of 1.2 billion people, the People's Republic of China will be a driving economic force in the 21st century. This article will provide examples of the pertinent issues in any strategic customer development effort in China and discusses current sales, marketing and strategic customer development opportunities in China. The article is based on the author's visits and interviews at corporations and organizations including Motorola's offices in Tianjin and Beijing as recently as June 1996 and on the authors survey of various corporations and organizations conducting business in China and other global markets. |
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