Strategic marketing practices and the performance of Chinese small and medium-sized enterprises (SMEs) in Taiwan

Wai Sum SIU*, Wenchang Fang, Tingling Lin

*Corresponding author for this work

    Research output: Contribution to journalJournal articlepeer-review

    41 Citations (Scopus)


    This paper reports on a survey of the strategic marketing practices of 218 small and medium-sized enterprises (SMEs) in Taiwan. The survey's results indicate that while the higher performing Taiwanese SMEs give a higher priority to marketing than to other business functions in corporate planning, they are still sales- or production-oriented. The higher performing Taiwanese SMEs are more aware of strategic planning tools, but they make less use of them. They compete with value-added products and good buyer-seller relationships. The findings suggest that broad, small firm marketing principles, specifically generated from countries in the West, to some extent contribute to the success of Taiwanese SMEs. Interestingly, however, the specific marketing practices of these small firms are different from those of their Western counterparts. The research results provide additional evidence to support the theory that both Chinese cultural value orientations and mediating environmental factors play significant roles in shaping the attitudes and behaviour of Taiwanese owner-managers and, in turn, the marketing practices of Taiwanese SMEs.

    Original languageEnglish
    Pages (from-to)161-178
    Number of pages18
    JournalEntrepreneurship and Regional Development
    Issue number2
    Publication statusPublished - Mar 2004

    Scopus Subject Areas

    • Business and International Management
    • Economics and Econometrics

    User-Defined Keywords

    • Chinese
    • Marketing practices
    • Small firms
    • Taiwan


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