Marketing and business performance of construction SMEs in China

Tang, Y; Wang, P; Zhang, Y

Marketing and business performance of construction SMEs in China

Tang, Y Wang, P Zhang, Y

Permalink

Publication Type:: Journal Article
Citation:: Journal of Business and Industrial Marketing, 2007, 22 (2), pp. 118 - 125
Issue Date:: 2007-02-27

Closed Access

	Filename	Description	Size
	2006009806.pdf		213.11 kB	Adobe PDF	View/Open

Copyright Clearance Process

Recently Added
In Progress
Closed Access

This item is closed access and not available.

Full metadata record

Field	Value	Language
dc.contributor.author	Tang, Y	en_US
dc.contributor.author	Wang, P	en_US
dc.contributor.author	Zhang, Y	en_US
dc.date.issued	2007-02-27	en_US
dc.identifier.citation	Journal of Business and Industrial Marketing, 2007, 22 (2), pp. 118 - 125	en_US
dc.identifier.issn	0885-8624	en_US
dc.identifier.uri	http://hdl.handle.net/10453/5226
dc.description.abstract	Purpose - This study aims to examine the association between a number of variables pertaining to marketing strategy and business performance of small construction firms in Tianjin, China. Design/methodology/approach - The paper consists of a qualitative pilot study and a quantitative main survey. Findings - Long-term differentiation marketing strategy, research and development (R&D) as a percentage of sales, and years in business are found to be positively associated with a small firm's business performance. Current product focus, government policy, quality and availability of services, conducting regular market research, firm's registered capital and employee number, being a supplier to a few large firms, and having a few regular suppliers are not found to be significantly associated with business performance. Research limitations/implications - The study has possible location and industry-specific limitations. Practical implications - Managerially, the findings encourage small Chinese firms to adopt a long-term differentiation strategy, focusing on R&D and new product development. Government should disseminate this knowledge and facilitate small firms in obtaining necessary external finances to support their R&D programs. Such measures are vital for small firms to adapt to the increasingly competitive business environment in China's post-World Trade Organization era. Originality/value - By systematically examining relationships between marketing strategy and performance of the small Chinese firms, this study adds knowledge to the field of small firm research in China. © Emerald Group Publishing Limited.	en_US
dc.relation.ispartof	Journal of Business and Industrial Marketing	en_US
dc.relation.isbasedon	10.1108/08858620710730230	en_US
dc.subject.classification	Marketing	en_US
dc.title	Marketing and business performance of construction SMEs in China	en_US
dc.type	Journal Article
utslib.citation.volume	2	en_US
utslib.citation.volume	22	en_US
utslib.for	150501 Consumer-Oriented Product or Service Development	en_US
utslib.for	1503 Business and Management	en_US
utslib.for	1505 Marketing	en_US
pubs.embargo.period	Not known	en_US
pubs.organisational-group	/University of Technology Sydney
pubs.organisational-group	/University of Technology Sydney/Faculty of Business
pubs.organisational-group	/University of Technology Sydney/Faculty of Business/Marketing Discipline
utslib.copyright.status	closed_access
pubs.issue	2	en_US
pubs.publication-status	Published	en_US
pubs.volume	22	en_US

Abstract:

Purpose - This study aims to examine the association between a number of variables pertaining to marketing strategy and business performance of small construction firms in Tianjin, China. Design/methodology/approach - The paper consists of a qualitative pilot study and a quantitative main survey. Findings - Long-term differentiation marketing strategy, research and development (R&D) as a percentage of sales, and years in business are found to be positively associated with a small firm's business performance. Current product focus, government policy, quality and availability of services, conducting regular market research, firm's registered capital and employee number, being a supplier to a few large firms, and having a few regular suppliers are not found to be significantly associated with business performance. Research limitations/implications - The study has possible location and industry-specific limitations. Practical implications - Managerially, the findings encourage small Chinese firms to adopt a long-term differentiation strategy, focusing on R&D and new product development. Government should disseminate this knowledge and facilitate small firms in obtaining necessary external finances to support their R&D programs. Such measures are vital for small firms to adapt to the increasingly competitive business environment in China's post-World Trade Organization era. Originality/value - By systematically examining relationships between marketing strategy and performance of the small Chinese firms, this study adds knowledge to the field of small firm research in China. © Emerald Group Publishing Limited.

Please use this identifier to cite or link to this item:

http://hdl.handle.net/10453/5226