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Selected Case

published: 02 Jan 1996

  • Topic: Strategy
  • Industry: Ball Bearings
  • Region: Asia

Abstract:
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.

Pedagogical 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


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