SKF in Vietnam

Published 02 Jan 1996
Reference 4547
Topic Strategy
Region Asia
Summary

In 1991, SKF enters the Vietnamese market by setting up a representative office, which is not allowed by the government to import or distribute directly. Arrangements are made with various outside partners. The key to success lies in providing services, a difficult undertaking under restrictions, which one-day will change.

Teaching objectives

Discussion of market entry modes under government restrictions. Partnerships in distribution particularly related to stock holding, financing and service provision. Development of alternative competitive scenarios under changing government policies.

Keywords
  • Market Entry
  • Industrial Marketing
  • Asian Business
  • Distribution
  • Service Delivery
  • Foreign Investment
  • Government Policy