Chinese Buyers’ Experience Of Western CompaniesBy Matthew HarrisonIt is clear that Western companies are doing their utmost to market themselves to Chinese businesses.  Over half of all companies included in our study state that they have been targeted by ‘20 or more’ Western businesses within the last year alone.  41% of companies maintain that they are targeted by Western companies at least as frequently as they are by Chinese companies.  Whatever the views we arrive at in terms of the execution of Western marketing and sales campaigns in China, the determination of Western companies is beyond doubt.  Chinese businesses are now being targeted on a large scale not only as low-cost suppliers, but for their burgeoning purchasing power.Means of communication – How well do Western businesses perform?It is true to say that the most effective way of targeting a potential customer is not necessarily the way in which that potential customer asks to be targeted.  Nevertheless, it is informative to compare the approach of Western (more…)