Italian Small and Medium enterprises in China. Relationships and cultural distances throughout the supply chain

Chiara Luisa Cantu', Elena Cedrola, Loretta Battaglia, Laura Gavinelli, Alessandra Tzannis

Research output: Chapter in Book/Report/Conference proceedingConference contribution


The aims of the paper are: • To describe how Italian SMEs approach the Chinese market • To understand how Italian SMEs have changed their business model to face the Chinese challenge • To analyze how they collaborate with different business partners along the supply chain. This work presents empirical evidences related to 8 case studies belonging to a sample of 126 Italian SMEs operating in China. This research is part of a wider project that is financed by the Italian Ministry of University and Scientific Research (Prin 2007), and is based on the analysis of “Business models and market strategies for Italian SMEs to enter the Chinese market”. The methodology is organized in two steps: a quantitative research to gather general information on strategies and tactics that are adopted by Italian SMEs on the Chinese market, and a qualitative research to deepen the most significant managerial and marketing issues to succeed in China (strategies, co-operation, competences), by finding out best practices.
Original languageEnglish
Title of host publicationProceeding of the 26th IMP Conference
Number of pages26
Publication statusPublished - 2010
EventProceedings - 26th IMP Conference - Budapest (Ungheria)
Duration: 1 Sep 20104 Sep 2010


ConferenceProceedings - 26th IMP Conference
CityBudapest (Ungheria)


  • cultura e contesto di business internazionale
  • imprese italiane in CIna
  • internazionalizzazione imprese italiane
  • marketing internazionale interculturale
  • modello di business internazionale
  • relazioni di mercato e internazionalizzazione
  • relazioni di mercato e supply chain


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