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Business‐to‐business marketing as a key factor for increasing service revenue in China

Heiko Gebauer (Institute for Technology Management, University of St Gallen, St Gallen, Switzerland)
Chunzhi Wang (Changchun University of Science and Technology, Shaoxing County, China)
Bernold Beckenbauer (Institute for Technology Management, University of St Gallen, St Gallen, Switzerland)
Regine Krempl (Institute for Technology Management, University of St Gallen, St Gallen, Switzerland)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 20 March 2007

3543

Abstract

Purpose

This study seeks to examine how Chinese culture affects business‐to‐business marketing strategies and service revenue in manufacturing companies.

Design/methodology/approach

The paper used a combination of qualitative research approaches, namely interviews, longitudinal study and bi‐polar case studies. The sequence of the qualitative research approaches was chosen to maximize internal and external validity.

Findings

The findings expose the impact of the characteristics of Chinese culture on a firm's potential to generate high service revenues in business marketing.

Research limitations/implications

The study has possible location‐ and industry‐specific limitations.

Originality/value

The implicit logic for increasing service revenue starts with overcoming typical and, in some respects, limiting cultural characteristics. These characteristics limit business‐to‐business marketing for increasing service revenue. Monitoring the effects of Chinese culture and gaining an understanding of how they have to be managed provides some guidance for managers to generate high service revenues.

Keywords

Citation

Gebauer, H., Wang, C., Beckenbauer, B. and Krempl, R. (2007), "Business‐to‐business marketing as a key factor for increasing service revenue in China", Journal of Business & Industrial Marketing, Vol. 22 No. 2, pp. 126-137. https://doi.org/10.1108/08858620710730249

Publisher

:

Emerald Group Publishing Limited

Copyright © 2007, Emerald Group Publishing Limited

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