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This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License
Article
Strategies for Small OEM Business Success in Alibaba.com: A Case Study
Author(s)
Bei Wang, Mengsiying Li
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DOI:10.17265/1537-1514/2017.07.004
Affiliation(s)
Jianghan University, Wuhan, China
ABSTRACT
Numerous
barriers, including distance, language, culture, scale, and unfamiliar business
practices obstruct cross-border trade between SME buyers and sellers. Alibaba’s
cross-border electronic commerce (e-commerce) platform connects businesses,
generating leads and quotations quicker than ever with request for quotation,
or RFQ (request for
quotation). The commercialization of
RFQ market intensifies the competition between suppliers, which requests
traditional enterprises to response more quickly and efficiently to improve their
business. The purpose of this paper is to provide a case study of small OEM
(Original Equipment Manufacturer) company using electronic commerce
as part of their business strategy in Alibaba.com, and how to improve its
business on the Alibaba.com platform by RFQ. The themes are clearly not unique
to one company, but a part of a greater ecosystem that
includes cross-border trade not only between SMEs, but also involves a
multitude of companies and customers around the world.
KEYWORDS
cross-border e-commerce, RFQ, OEM
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