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SKF in Vietnam

Author: Schütte, Hellmut ; Probert, JocelynINSEAD Area: StrategyPublisher: Fontainebleau : INSEAD, 1996. ; INSEAD Euro-Asia Centre (EAC) 1996.Language: EnglishDescription: 18p.Type of document: INSEAD CaseAbstract: 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 changePedagogical 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
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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

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

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