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Business models for foreign firms offering construction-related consultancy services in China

机译：在中国提供建筑相关咨询服务的外国公司的商业模式

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摘要

Many foreign firms are expected to enter China's growing construction market. The objectives are to: (ⅰ) identify the extent to which Porter's generic business strategies and practices are adopted by local Chinese architectural, engineering and construction firms (Chinese firms) and foreign firms offering construction-related consultancy services in China (foreign firms); (ⅱ) investigate the extent to which Porter's generic strategies contribute to firms' competitiveness in China; and (ⅲ) propose a business model framework for construction services in China. Using a structured questionnaire, data were collected via mail and face-to-face interviews. In total, 37 and 45 completed questionnaires were received from foreign and Chinese firms, respectively. Both foreign and Chinese firms adopt Porter's differentiation and focus strategies to a significant extent. Foreign firms emphasize value offerings that incorporate superior design, technology and quality significantly more than Chinese firms. The findings show that Porter's cost leadership and differentiation strategies are significantly correlated with firms' competitiveness, especially the practices relating to cutting suppliers' prices, reconfiguring the value chain, providing innovative services and offering comprehensive services. To help them succeed in China, it is recommended that foreign firms develop their business models based on the framework developed here.
机译：预计许多外国公司将进入中国不断增长的建筑市场。目标是：（ⅰ）确定在中国当地的建筑，工程和建筑公司（中国公司）和在中国提供建筑相关咨询服务的外国公司（外国公司）采用Porter通用业务战略和实践的程度； （ⅱ）研究波特的通用策略在多大程度上有助于企业在中国的竞争力； （ⅲ）提出中国建筑服务业的商业模式框架。使用结构化的问卷，通过邮件和面对面的访谈收集数据。总共分别收到了来自外国和中国公司的37份和45份问卷。外国公司和中国公司都在很大程度上采用了波特的差异化和集中战略。与中国公司相比，外国公司更重视融合了卓越设计，技术和质量的价值产品。研究结果表明，波特的成本领先地位和差异化战略与公司的竞争力显着相关，尤其是与降低供应商价格，重新配置价值链，提供创新服务和提供全面服务有关的实践。为了帮助他们在中国取得成功，建议外国公司根据此处开发的框架来开发其业务模型。

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