(Source: https://pltfrm.com.cn)
Introduction
For overseas brands, China’s B2B market can seem complex and opaque. Standard market reports offer broad trends but often fail to explain the “why” behind buyer behavior. Qualitative research bridges this gap, providing rich insights that inform product positioning, pricing decisions, and partnership strategies.
1. Ethnographic Studies for Deeper Understanding
1.1 Embedding Researchers in Business Contexts
Method: Place researchers within client offices, factories, or distribution hubs to observe daily workflows.
Outcome: Helps identify pain points, workflow inefficiencies, and unmet needs that numbers alone cannot reveal.
1.2 Capturing Cultural Nuances
Action: Document behaviors, negotiation patterns, and communication styles during interactions.
Benefit: Enables overseas brands to tailor sales and marketing approaches for local sensitivities.
2. Qualitative Data Analysis Techniques
2.1 Coding and Thematic Analysis
Process: Transcribe interviews and focus group discussions, then code recurring themes and patterns.
Result: Reveals buyer priorities, common objections, and value expectations that guide product customization.
2.2 Customer Journey Mapping
Implementation: Use insights from interviews and observations to map the entire purchasing journey.
Impact: Identifies friction points and opportunities to enhance the B2B experience, such as simplifying contracts or introducing digital tools.
3. Advisory Panels and Expert Consultations
3.1 Engaging Industry Experts
Strategy: Include local market consultants and key opinion leaders in structured advisory panels.
Benefit: Validates research findings and provides practical recommendations for market entry or expansion strategies.
3.2 Iterative Feedback Loops
Approach: Continuously update research findings with ongoing feedback from panel members.
Advantage: Ensures overseas brands stay responsive to evolving market dynamics and regulatory shifts.
4. Case Study: Scandinavian SaaS Firm
A Scandinavian SaaS company targeting Chinese manufacturers established an advisory panel of local supply chain managers. Using ethnographic research and expert validation, they tailored their software to integrate seamlessly with Chinese inventory systems. Within nine months, the company secured partnerships with five major industrial clients, increasing regional adoption by 50%.
Conclusion
Qualitative research equips overseas brands with the knowledge to adapt products, messaging, and partnerships to China’s unique B2B landscape. Ethnography, thematic analysis, and advisory panels reveal the insights that drive market success.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
info@pltfrm.cn
www.pltfrm.cn
