by Lung Siu-Wai, May & Wong Chi-Hung. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1996. / Includes bibliographical references (leaves 64-66). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.v / ACKNOWLEDGMENT --- p.vii / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / Chapter II. --- GREATER CHINA --- p.3 / Chapter III. --- METHODOLOGY --- p.7 / Analysis Framework --- p.7 / Market Definition --- p.1 / Data Collection --- p.8 / Respondents Profile --- p.9 / Chapter IV --- VALUE CHAIN IN PLASTICS INDUSTRY --- p.11 / Manufacturing --- p.11 / Distribution --- p.12 / Processing --- p.12 / Chapter V --- MARKET TREND IN GREATER CHINA --- p.13 / Hong Kong --- p.13 / Taiwan --- p.14 / China --- p.15 / Chapter VI --- MARKETING STRATEGIES ADOPTED BY DIFFERENT KINDS OF SUPPLIERS --- p.18 / American Suppliers --- p.18 / German Suppliers --- p.20 / Japanese Suppliers --- p.21 / Taiwanese Suppliers --- p.23 / Korean Suppliers --- p.24 / General Market Situation --- p.26 / Chapter VII --- FACTORS AFFECTING MARKET SHARE --- p.27 / Price --- p.27 / Continuous Supply --- p.27 / Technical Services --- p.28 / Delivery Lead Time --- p.28 / Chapter VIII --- SUCCESSFUL CASES --- p.29 / The Case of Chi Mei --- p.29 / The Case of General Electric Plastics --- p.31 / The Case of DuPont --- p.32 / Key Insight --- p.33 / Chapter IX --- CHALLENGES TO PLASTICS SUPPLIERS --- p.34 / Production Shift --- p.34 / Attack From Taiwan Manufacturers --- p.35 / High Import Tax and VAT in China --- p.36 / Chapter X --- WINNING MARKETING STRATEGIES --- p.38 / Establish Manufacturing Plant Close to Molders --- p.39 / Join the Taiwan Compounders --- p.42 / Organizational Re-engineering Greater China Integration --- p.43 / Upgrade the Technical Capability of Salespersons --- p.45 / Utilize Special Import Channel to Sell to China Molders --- p.46 / Chapter XI --- CONCLUSION --- p.52 / APPENDICES --- p.54 / BIBLIOGRAPHY --- p.64