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1、HuaweiTechnologiesCorporation:fromlocaldominancetoglobalchallenge?,市场营销论文HuaweiTechnologiesCorporation:fromlocaldominancetoglobalchallenge?BrianLowAbstractPurpose–ThepaperaimstoidentifythechallengesfacedbyHuaweiTechnologies,China’sbiggesttelecommunicationsequipmentmanufacturer,asi
2、tmakesthetransitionfromanindigenously-ownedbusinesstoapotentiallycompetitiveglobalgiant.Design/methodology/approach–Thisisaninductive,interpretativecasestudycomplimentedbyhands-onexperiencewiththeindustry.Findings–ThepaperfindsthatHuaweiliesatacrossroadsinatransitionaltelecommunic
3、ationsectorthatisnolongerisolatedfromglobalreformsandadvancement.Throughinternationalisationthecompanyhaslearnedtocompetebyadjustingtheirmechanisms,learninginstrumentsandfocus.Originality/value–Thepaperisusefulforpractitionersinthatitshowshowindigenouscompaniesinlatecomerindustria
4、lisingcountrieslikeChinacanovercomethelatemoverpositioninsomeoftheadvancedmarketstheyhaveentered.Foracademicsithighlightstheroleofgovernmentinhelpingtoconstructcompetitiveindigenousfirmsthatcouldtakeonglobalgiants.KeywordsChina,Transitionmanagement,TelecommunicationequipmentPapert
5、ypeCasestudyHuawei:asleepinggiantawakes?Huaweiwasestablishedin1988inShenzhen,GuangdongasaprivateenterpriseduringthepeakofChina’seconomicreformsandtechnologicaladvancement.Thecompanyhadahumblebeginning,andbeganbysellingimportedtelephonecallswitchesbeforemanufacturingthem.Itgrewrapi
6、dlybyfocusingontherelativelypoorChineseruralregionsignoredbylargercompanies,makingandsellinglow-end,low-marginswitchesandaccessequipment.Itsproductlinehassinceexpandedtoincludehigh-marginopticalnetwork,datacommunicationsnetworks,wirelessnetworks,handsetsandterminals(seewww.huawei.
7、cn).ItisnowthelargesttelecomvendorinChina,withreported2004salesofUS$5.58billion.Thisrepresentsanincreaseof81percentcomparedto2001salesofUS$3.08billion(seeTableI).ThisgrowthhasbeenachievedatatimewhenglobaltelecommunicationgiantslikeAlcatelandLucentwereexperiencingasalesdecline,andM
8、otorolaexperiencedminimalgrowth.S
