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Essay / Research Paper Abstract
This 4-page paper discusses methods of selling office furniture to the German market. Bibliography lists 4 sources.
Page Count:
4 pages (~225 words per page)
File: AS43_MTgermfurn.doc
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Unformatted sample text from the term paper:
who is involved in buying products/making decisions, and 2) their respective roles. The two markets coming out of the research consisted of 1) interior designers, who worked for architects and
made furniture selections and 2) the companies themselves, which bought new furniture when needed by selecting from pre-approved lists of suppliers. The goal here is to determine the best methods
of selling to these two different markets. It might be assumed that all thats necessary is to contact the interior decorators on the one hand and companies on the other
and get on their lists. However, in Germany, insinuating oneself in the supply chain isnt quite so simple. Part of the reason for this involves Germanys cultural values. If we
examine these values using Geert Hofstedes cultural dimensions, we find some interesting insights. The good news for the company is that Germany is better than other nations when it comes
to tolerating uncertainty or rather, when it comes to taking risks. In other words, both markets in Germany wont deny the office furniture manufacturer a chance to pitch its wares,
just because it isnt based in Germany or hasnt been used before. The not-so-good news, however, is that Germanys long-term orientation is somewhat low. A society with a short-term orientation
tend to have a respect for tradition, a desire to fulfill social obligations and even to protect "face" (Hofstede). Moving into the German
supply chain, trust and reputation is very important for a supplier (Wagner et al 2011; 30). For another, the ability and willingness to collaborate and build a long-term relationship is
necessary (Wagner et al 2011; 30). Information sharing, and the quality of that information, is also key between supplier and buyer (Wiengerten et al 2010; 469). In other words, time
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