Revistes Catalanes amb Accés Obert (RACO)

La empresa española en China: formas y barreras de entrada

Àngels Niñerola, Maria-Victoria Sanchez-Rebull


Purpose: The Chinese market is a sought-after investment destination for numerous
companies across the world for their great sales potential. However, because of the
complexity of the country, the investment should be made with caution. The choice of
form of entry is one of the most crucial decisions that the company has to face when it
decides to undertake an internationalization process. This paper aims, first, determine
the form of entry used by Spanish companies in China and what factors have influenced
the choice, and secondly, identify what are the entry barriers that they have been
Design/methodology: To answer these questions interviews were held with managers
or heads of the department involved in the internationalization process of fifteen
Spanish companies from different economic sectors with direct investment in China.
Findings: As a result, we found that implantation in China has been a sequential
process for the following reasons: lack of market knowledge, compulsory investment
with a local partner or gradual commitment of resources. Once the company decides to
settle permanently, the form used is a subsidiary company, known in China as Wholly
Foreign Owned Enterprise.
Regulatory and bureaucratic, cultural and language, competitive and risk of imitation,
human resources and, finally, informal barriers have been identified by companies
during their internationalization process in the Chinese market.
Originality/value: More studies like this are needed for shed light to the
internationalization process in this market for being so culturally different to Spanish
and so unknown for not being the first destination of the Spanish company historically.

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