Teaching Case Study: Danfoss in China: How family-owned Danfoss turned China into their second “home-market

Research output: Chapter in Book/Report/Conference proceedingArticle in proceedingsResearchpeer-review

Abstract

Key Learning outcomes of the teaching case study about Danfoss and how China became their second “home-market” will be pointed out. After analysing and discussing of the case study graduate students should have a better understanding of the following:
- The motives behind the choice of the following entry modes: Doing it yourself (represented by the organic growth of TRV - Thermostatic Radiator Valves business in China), Acquisition (represented by the Danfoss acquisition of the Holip drives business in China) and Joint Venture (represented by the Danfoss Sanhua JV in China).
- Possibilities of increasing sales in a market, by increasing the total market (represented by the organic growth of TRV business in China).
- The use of a single- or dual brand strategy in a new growth market (represented by the Danfoss acquisition of the Holip drives business in China).
- The possibilities of complementing competences of two family businesses in a new growth market (represented by the Danfoss Sanhua JV in China).
The teaching note at the end of the case provides four questions with further information on Danfoss and possible answers that the students should be able to discuss after reading the case study.
Original languageEnglish
Title of host publicationIfera 2018 Conference Proceedings : Coping with Disruptions: Family Firm Continuity and Sustainablility in Times of Rapid Change
EditorsAnita Van Gils, Ilse Matser, Josip Kotlar
Place of PublicationZwolle
Publisherifera
Publication date2018
Pages78
ISBN (Print)9789077901922
Publication statusPublished - 2018
EventIfera Conference 2018: Coping with Disruptions: Family Firm Continuity and Sustainability in Times of Rapid Change - Zwolle, Netherlands
Duration: 3. Jul 20186. Jul 2018

Conference

ConferenceIfera Conference 2018
CountryNetherlands
CityZwolle
Period03/07/201806/07/2018

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  • Cite this

    Boyd, B., & Hollensen, S. (2018). Teaching Case Study: Danfoss in China: How family-owned Danfoss turned China into their second “home-market. In A. Van Gils, I. Matser, & J. Kotlar (Eds.), Ifera 2018 Conference Proceedings: Coping with Disruptions: Family Firm Continuity and Sustainablility in Times of Rapid Change (pp. 78). ifera.