by Wu Yuk-Fai. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1993. / Includes bibliographical references (leaves 193-195). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iv / ACKNOWLEDGEMENTS --- p.vii / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Title of the Project --- p.1 / Statement of the Problem --- p.1 / Purpose of the study --- p.1 / Industrial Background --- p.2 / Research Objectives --- p.5 / Justification --- p.5 / Scope of the Study --- p.6 / Overview of Following Chapters --- p.6 / Chapter II. --- LITERATURE REVIEW --- p.8 / Definition of Sales Promotion --- p.8 / Get Something for Nothing --- p.8 / An Element of the Promotion Mix --- p.8 / Extraordinary Selling Efforts --- p.8 / Out-of-the-ordinary Event Sales --- p.9 / Short-term Nature --- p.9 / """Idea"" behind Sales Promotion" --- p.9 / Conclusion --- p.10 / Growth of Importance of Sales Promotion --- p.10 / Sales Promotion Spending Outpaces Media Advertising --- p.10 / Reasons for Growth of Sales Promotion --- p.11 / Basic Goals of Sales Promotion --- p.11 / To Increase Number of New Customers --- p.11 / To Increase Consumption of Current Consumers --- p.12 / To Build Continuity of Purchase --- p.13 / Additional Role Play of Promotion Activities --- p.13 / Establish Shop Personalities --- p.13 / As a Tool to Persuade --- p.13 / Meet the Market Standard: Constant Promotion --- p.14 / Common Sales Promotion Activities --- p.14 / Sampling --- p.14 / Premiums --- p.15 / Contest and Sweepstakes --- p.15 / Customers as Selling Agents --- p.15 / Windows Display --- p.16 / Trading Stamps --- p.16 / Coupons --- p.16 / Trend in Sales Promotion --- p.16 / "No ""Sure-Winner""" --- p.16 / """Diminishing Marginal Impact"" Effect" --- p.17 / Conclusion --- p.17 / Chapter III. --- METHODOLOGY --- p.18 / Overview --- p.18 / Literature Review --- p.18 / Personal Interview with PC Retailers --- p.18 / Qualitative Focus Group Discussion --- p.19 / Quantitative Questionnaire Survey --- p.20 / Conjoint Analysis Interview --- p.20 / Chapter IV. --- QUALITATIVE RESEARCH RESULTS AND ANALYSIS --- p.22 / Overview --- p.22 / Customer Needs of Personal Computer (PC) --- p.23 / Usage of PC --- p.23 / Dissatisfaction of PC --- p.23 / Customer Needs --- p.23 / Purchase Behaviour of Personal Computer (PC) --- p.24 / Information Searching Process --- p.24 / Evaluation Criteria --- p.26 / Aftersales Satisfaction and Reinforcement --- p.29 / Reaction to different types of sales promotion activities --- p.29 / Overall Comparison --- p.30 / Guarantee-added promotion --- p.31 / Price-cut promotion --- p.32 / Value-added promotion --- p.33 / Conclusion --- p.34 / Market Situation --- p.34 / How Important of Sales Promotion is in Shaping the Purchase Behaviour? --- p.35 / Hypotheses Formulation --- p.36 / Chapter V. --- QUANTITATIVE SURVEY RESULTS AND ANALYSIS --- p.38 / Overview --- p.38 / Preference for PC Retail Outlets --- p.39 / Choice Criteria of PC Retail Shops --- p.40 / Consumer Preference of Different Sales Promotion Activities --- p.42 / Conclusion --- p.44 / Chapter VI. --- CONJOINT ANALYSIS AND INTERPRETATION --- p.46 / Overview --- p.46 / Evaluation of Relative Importance Among Sales Promotion Activities --- p.47 / Conclusion --- p.50 / Chapter VII. --- MARKETING IMPLICATIONS --- p.51 / Retail Outlets --- p.51 / Sales Promotion vs. Advertising --- p.52 / Price as the Only Factor? --- p.52 / Effective Sales Promotion Plan --- p.53 / Chapter VIII. --- RECOMMENDATION ON FUTURE RESEARCH --- p.55 / Limitations --- p.55 / Recommendations --- p.55 / TABLES --- p.57 / APPENDICES --- p.181 / BIBLIOGRAPHY --- p.193

published_or_final_version / Business Administration / Master / Master of Business Administration

by Ngan Chi-Cheung. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1994. / Includes bibliographical references (leaves 124-125). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iii / ACKNOWLEDGEMENTS --- p.viii / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / Chapter 1.1 --- Initiation of the Project --- p.1 / Chapter 1.2 --- Objectives --- p.2 / Chapter 1.3 --- Arrangement of the Report --- p.3 / Chapter II. --- METHODOLOGY --- p.5 / Chapter 2.1 --- Scope --- p.5 / Chapter 2.2 --- Approaches --- p.5 / Chapter 2.3 --- Studying Steps --- p.7 / Chapter 2.3.1 --- Market Research --- p.7 / Chapter 2.3.2 --- Financial Analysis --- p.8 / Chapter 2.3.3 --- SWOT Analysis --- p.9 / Chapter 2.3.4 --- Problems and Difficulties Identification --- p.9 / Chapter 2.3.5 --- Strategic Plan Formulation --- p.9 / Chapter III. --- PLASTIC MOULD MAKING INDUSTRY IN HONG KONG / Chapter 3.1 --- Product Profile --- p.11 / Chapter 3.1.1 --- Product Range across the whole Mould Making Industry --- p.11 / Chapter 3.1.2 --- Manufacturing Process --- p.12 / Chapter 3.2 --- Market Profile --- p.13 / Chapter 3.2.1 --- The Mould Market as a Whole --- p.13 / Chapter 3.2.2 --- Plastic Mould Market Profile --- p.15 / Chapter 3.3 --- Customer Profile --- p.16 / Chapter 3.3.1 --- End-User Group --- p.16 / Chapter 3.3.2 --- Customer Group --- p.17 / Chapter 3.3.2 --- Domestic Customer Needs --- p.19 / Chapter 3.4 --- Competitor Profile --- p.20 / Chapter 3.4.1 --- Domestic Competition --- p.20 / Chapter 3.4.2 --- Foreign Competition --- p.22 / Chapter 3.5 --- Distribution Profile --- p.25 / Chapter 3.5.1 --- Maintenance and Acquisition of Customers --- p.25 / Chapter 3.5.2 --- Order Taking --- p.26 / Chapter 3.6 --- Outlook of the Industry --- p.27 / Chapter 3.6.1 --- Plastics Industry --- p.27 / Chapter 3.6.2 --- Plastic Mould Making Industry --- p.29 / Chapter IV. --- THE SMALL PLASTIC MOULD MAKING SHOP --- p.32 / Chapter 4.1 --- Background of the Small Business --- p.32 / Chapter 4.2 --- Company Profile of CL --- p.33 / Chapter 4.2.1 --- Organization Structure --- p.33 / Chapter 4.2.2 --- Management --- p.34 / Chapter 4.2.3 --- Assets --- p.36 / Chapter 4.2.4 --- Staffing --- p.37 / Chapter 4.3 --- Product Profile of CL --- p.40 / Chapter 4.4 --- Customer Profile of CL --- p.41 / Chapter 4.5 --- Competitor Profile of CL --- p.42 / Chapter V. --- PROBLEM IDENTIFICATION FOR CL --- p.44 / Chapter 5.1 --- Financial Analysis --- p.44 / Chapter 5.1.1 --- Simplifications and Assumptions --- p.44 / Chapter 5.1.2 --- Cash Flow Statements --- p.46 / Chapter 5.1.3 --- Income Statements --- p.49 / Chapter 5.1.4 --- Retained Earnings Statements and Balance Sheets --- p.50 / Chapter 5.1.5 --- Ratio Analysis --- p.51 / Chapter 5.1.6 --- Comparison with Industrial Financial Data --- p.54 / Chapter 5.2 --- SWOT Analysis --- p.56 / Chapter 5.2.1 --- Strengths --- p.56 / Chapter 5.2.2 --- Weaknesses --- p.59 / Chapter 5.2.3 --- Opportunities --- p.63 / Chapter 5.2.4 --- Threats --- p.67 / Chapter VI. --- STRATEGIC PLAN FOR CL --- p.71 / Chapter 6.1 --- An overview of CL --- p.71 / Chapter 6.2 --- Future Growth of CL --- p.73 / Chapter 6.3 --- Business Objectives --- p.74 / Chapter 6.4 --- Strategic Plan --- p.74 / Chapter 6.4.1 --- Financial Strategies --- p.76 / Chapter 6.4.2 --- Management Strategies --- p.79 / Chapter 6.4.3 --- Product Strategies --- p.85 / Chapter 6.4.4 --- Production Strategies --- p.86 / Chapter 6.4.5 --- Marketing Strategies --- p.88 / Chapter 6.4.6 --- Implementation Schedule --- p.90 / Chapter VII. --- LESSONS LEARNED --- p.91 / Chapter 7.1 --- Market Information and Industry Data --- p.91 / Chapter 7.2 --- Decision Making --- p.92 / Chapter 7.3 --- Management Practices --- p.92 / Chapter 7.4 --- Simple and easy to implement strategies --- p.93 / Chapter 7.5 --- Reliance on key Employees --- p.93 / Chapter 7.6 --- Leadership Style --- p.94 / Chapter 7.7 --- Importance of Cash Flows to Small Business --- p.95 / Chapter 7.8 --- Delegation of Duties --- p.96 / Chapter VIII. --- CONCLUSIONS --- p.98 / APPENDIX / Chapter 1. --- EXAMPLE OF ADVERTISEMENT FROM MOULD MAKING SHOP --- p.100 / Chapter 2. --- "MACHINERY, MOULD PRODUCTS AND WORKSHOP ENVIRONMENT OF CL" --- p.101 / Chapter 3. --- PRODUCTION SCHEDULE FOR PLASTIC MOULDS --- p.106 / Chapter 4. --- DISTRIBUTION OF CL'S SALES TO ITS CUSTOMERS … --- p.107 / Chapter 5. --- RECORDED FINANCIAL STATEMENTS OF CL --- p.110 / Chapter 6. --- ANTICIPATED FINANCIAL STATEMENTS OF CL --- p.118 / BIBLIOGRAPHY --- p.124

by Chen Wai Sze, Catriona, Fok Yu Chun, Eugene. / Thesis (M.B.A.)--Chinese University of Hong Kong, 2000. / Includes bibliographical references (leaves 39-41). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iii / ACKNOWLEDGEMENT --- p.v / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Objectives --- p.2 / Methodology --- p.3 / Chapter II. --- CULTURE AND MANAGEMENT IN U.S. AND H.K --- p.4 / Background --- p.4 / Hong Kong Situation --- p.4 / Silicon Valley Situation --- p.5 / HK Culture vs US Culture --- p.6 / Tech Culture in Silicon Valley --- p.7 / Hong Kong Culture --- p.11 / Management in U.S. vs. Management in Hong Kong --- p.12 / Stewardship vs. Entrepreneur ship --- p.12 / Organization Structure and Work Environment --- p.12 / Research and Development --- p.13 / Human Resources Management --- p.14 / Process of Decision Manking --- p.15 / Chapter III. --- CORPORATE STRATEGY AND INNOVATION STRATEGY MANAGEMENT --- p.16 / Corporate Strategy Management --- p.16 / Establish Uniqueness in Forming Corporate Strategy --- p.16 / Continually Explore New Future Strategies --- p.17 / Managing the Dual Strategy --- p.20 / Conclusion of Corporate Strategy Management --- p.21 / Innovation Strategy --- p.21 / Competitive Strategy vs. Value Innovation --- p.22 / Identifying Innovations --- p.24 / Conclusion of Innovation Strategy --- p.25 / Chapter IV. --- CASE ILLUSTRATIONS --- p.26 / U.S. Cases --- p.26 / A US High Technology Firm Specializes in Semi- conductor --- p.26 / "Technology Deployment International, Inc" --- p.27 / H.K. Cases --- p.28 / Gohome.com.hk --- p.28 / Wellfit Information Technology Limited --- p.29 / Chapter V. --- LESSONS TO BE LEARNED FOR THE HONG KONG COMPANIES --- p.32 / Develop a Tech Culture --- p.32 / Treasure Good People --- p.32 / Encourage Constant Learning --- p.33 / Encourage Enterpreneurship --- p.33 / Speed Up Decision Making Process --- p.33 / Informal Work Environment --- p.34 / Corporate Strategies --- p.34 / Innovation Strategies --- p.34 / Chapter VI. --- CONCLUSION --- p.36 / Chapter VII. --- RECOMMENDATIONS --- p.37 / Education --- p.37 / Patent Issue --- p.37 / Government not to Compete with Local Firms --- p.38 / Tax Deduction --- p.38 / BIBLIOGRAPHY --- p.39

by Chan Kin-Leung, Fung Kit-Chu, Kitlen. / "Innovations, software for education 1998" (23 p.) inserted. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1999. / Includes bibliographical references (leaves 52-53). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.ii / Chapter / Chapter I --- INTRODUCTION --- p.1 / Project Objectives --- p.1 / Organisation of the Report --- p.2 / Research Methodology --- p.2 / Chapter II --- BACKGROUND OF THE EDUCATIONAL SOFTWARE MARKET --- p.4 / Emergence of the Market --- p.4 / Market Segments --- p.6 / Size and Potential of the Market --- p.7 / Market Players and Their Relationships --- p.8 / Business Cycle --- p.12 / Chapter III --- SMALL BUSINESS --- p.14 / Definition --- p.14 / Is Innovations a Small Business? --- p.15 / Chapter IV --- "INNOVATIONS, THE SUBJECT COMPANY" --- p.16 / History --- p.16 / Operation --- p.16 / Business Objectives --- p.17 / Business to Date --- p.18 / Chapter V --- COMPETITIVE ANALYSIS OF THE COMPANY --- p.20 / SWOT Analysis --- p.20 / Financial Analysis --- p.24 / Chapter VI --- SURVEY RESULTS AND IMPLICATIONS --- p.26 / Growth Rate of the Market --- p.27 / Schools' Awareness of the Purchasing Channels --- p.28 / Purchase Barriers --- p.29 / Effectiveness of Marketing Activities --- p.29 / Software Selection Criteria --- p.30 / Schools' Spending Power --- p.31 / Chapter VII --- RECOMMENDTAIONS --- p.32 / Business Strategy --- p.32 / Sales and Marketing Strategy --- p.36 / Operational Strategy --- p.38 / Implementation Plan --- p.39 / Financial Forecast after Implementation Plan --- p.42 / Chapter VIII --- CONCLUSION --- p.44 / APPENDIX --- p.46 / BIBLIOGRAPHY --- p.52