Integrating consumers’ motives with suppliers’ solutions to combat Shanzhai: A phenomenon beyond counterfeit

Yao Qin, Linda Hui Shi, Lei Song, Barbara Stöttinger, Kang (Frank) Tan

Research output: Contribution to journalArticle

4 Citations (Scopus)

Abstract

Imitation goods are widely spread throughout the global business world. Shanzhai imitation ([Figure presented]) represents a type of imitation that mimics the original brand through surface or functional similarities but often provides enhanced or innovative features adapted to local market needs. Although both practitioners and academics have studied and provided solutions to combat counterfeits, solutions for original brand manufacturers to address threats from Shanzhai products are lacking. In this article, we first differentiate Shanzhai products from counterfeits. Using a mixed-method approach that combines interviews and laboratory experiment results, we then identify social, individual, functional, and financial (SIFF) factors as driving forces behind consumers’ purchasing of Shanzhai products. Shanzhai buyers place more weight on functional value and price/quality ratio than do counterfeit buyers, who in turn favor social value and materialism more than Shanzhai buyers. Finally, we provide several recommendations to original manufacturers from both the demand and supply sides.

Original languageEnglish (US)
Pages (from-to)229-237
Number of pages9
JournalBusiness Horizons
Volume61
Issue number2
DOIs
StatePublished - Mar 1 2018

Fingerprint

Suppliers
Buyers
Imitation
Counterfeit
Driving force
Social values
Global business
Laboratory experiments
Materialism
Purchasing
Factors
Mixed methods
Threat
Supply side
Demand and supply
Local markets

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Marketing

Cite this

Qin, Yao ; Shi, Linda Hui ; Song, Lei ; Stöttinger, Barbara ; Tan, Kang (Frank). / Integrating consumers’ motives with suppliers’ solutions to combat Shanzhai : A phenomenon beyond counterfeit. In: Business Horizons. 2018 ; Vol. 61, No. 2. pp. 229-237.
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Integrating consumers’ motives with suppliers’ solutions to combat Shanzhai : A phenomenon beyond counterfeit. / Qin, Yao; Shi, Linda Hui; Song, Lei; Stöttinger, Barbara; Tan, Kang (Frank).

In: Business Horizons, Vol. 61, No. 2, 01.03.2018, p. 229-237.

Research output: Contribution to journalArticle

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