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dc.contributor.authorWiseth, Arnt
dc.contributor.authorWells, Michael Lunde
dc.contributor.authorTsui, Ting Ting
dc.date.accessioned2011-09-02T09:11:23Z
dc.date.available2011-09-02T09:11:23Z
dc.date.issued2011-09-02T09:11:23Z
dc.identifier.urihttp://hdl.handle.net/11250/94710
dc.description.abstractThe aim of this thesis is to provide Jotun Powder Coatings with further insight into the architectural construction industry in Shanghai. Its aim is to inform Jotun about how the influence process works and how they can change their marketing approach to target these customers. In 2012, Jotun will have completed a factory in Zhangjiagang, allowing them to offer powder coatings products to the market. Jotun Powder Coatings will be entering a highly competitive market which is home to international firms and smaller local producers and because of this it becomes important that they have a full understanding of the market. Jotun‟s current marketing strategy consists of direct sales and communicating with architects, however this approach has not been criticised and the true identity of those who influence the selection of a brand needs to be further defined. Based upon information obtained from various people involved in the architectural sector, it can be identified that brands are selected by material departments, which can be influenced by Facade Consultants. Jotun‟s prior belief that architects play a critical role in the selection of powder coatings brands is limited, due to legislation which forbids them from recommending a brand. An architect‟s only influence is to set the specifications for powder coatings. Because of this, Jotun must position their sales and marketing efforts to enter the buying decision making process of a development firm‟s material department. To do this they need to expand their branding efforts and to satisfy the specifications set by an architect. This will allow Jotun‟s brand to be selected for use on a building project in Shanghai.en_US
dc.language.isoengen_US
dc.titleJotun Powder Coatingsen_US
dc.typeBachelor thesisen_US


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