After sales services in China

Purpose: The study examines the after sales service business of Swiss manufacturing firms in China. Design/Methodology/Approach: It investigates eight cases of small and midsize firms (SMEs), describes the objectives the firms are pursuing with after sales services in China and how they are configuring their services. It evaluates to what extent the service models correspond to the conditions of the Chinese market and develops recommendations for the design of after sales services in China. Findings: The investigated firms use a problem solving model in their after sales service business which corresponds to the existing frame conditions in China. Originality/Value: The study extends the existing knowledge on after sales services in foreign markets and provides recommendations for SMEs on the configuration of services in China