台灣資訊科技公司對俄國市場的行銷策略

Abstract

從事國際行銷時，需要認識當地的總體環境與產業環境，及研究當地消費者的需求。俄羅斯近幾年經濟迅速發展，且市場尚未飽和。許多企業看重這新興市場，紛紛前往此地開展。俄國國土面積世界第一，人口也為數不少。然而，俄國人口集中於歐俄地區，貧富差距大且購買能力差距懸殊。當地律法、稅制繁複不清，金融體系不甚透明，貪腐官僚問題嚴重，治安仍有待加強。俄國市場具有高度潛能，但也存有較高的政治風險。\n 資訊相關產品在俄的滲透率深具發展空間，近幾年政府與企業的電腦化促使市場快速成長。俄羅斯人民逐漸重視電腦技能的培養，對於電子產品的需求也越發強盛。俄國消費者選購電子產品時，越來越重視品牌，而降低對價格因素的考量。俄羅斯網路建設不足，經過開發後將創造更多商機。網站也快速發展，人民生活與資訊科技的關係越來越緊密。俄羅斯更是擁有豐沛的數理人才，在軟體研發領域頗具實力。\n 台灣資訊科技公司多透過俄國配銷商進入俄國市場，藉由他們分攤風險與了解市場。早期進入俄國市場的業者，如宏碁，積極尋找合適的俄國夥伴。如此為後進入市場的業者減輕審查與教育成本，卻也建立較高的品牌知名度。業者重視品牌形象的提昇與推廣，將行銷重點集中在人口密集與消費力強的莫斯科及聖彼得堡。面對廣大的俄國市場，企業更需當地夥伴的協助，確保經營流程的順暢。近年來越來越多台灣企業在俄設立辦事處，為求貼近市場以快速反應市場需求。

Engaging in international marketing, companies have to know the countries’ overall situation and the relevant industry there. Russia’s economy is growing rapidly, and there are a lot of chances in this country. Many enterprises regard this emerging market as important, and go to Russia to do business. Russia is the largest country in the world, and there are many people there. However, much more residents are gathered in the Europe part of Russia, and the poverty gap is very big. In Russia laws and taxes are heavy and complicated. The government’s corruption and bureaucrat as well as public security are serious problems. There are both high potential and risks in Russian market.\n The penetrative rate of relevant computer products in Russia is still low. Computerization of the government and enterprises makes Russian computer market grow rapidly. Russians are more and more attaching importance to computer skills, and there is more demand for IT products. Instead of emphasizing prices, Russians pay more attention to the brand while they choose electronic products. Russia’s network infrastructure is insufficient, but it will make more chances in the future. Russia is a large source of scientific, mathematical and programming talent, and she’s emerging and aggressive as a R&D center.\n Lots of Taiwanese IT companies enter Russian market by local distributors. These distributors can help Taiwanese enterprises to more understand the market and reduce risks. Companies which entered Russian market earlier just like Acer had to pay more cost to find appropriate local partners, but they have won higher brand value. Enterprises take brand value seriously, and they focus more attention on Moscow and St. Petersburg. Because Russia is too big, Taiwanese companies need local partners’ assistance very much. More and more Taiwanese enterprises establish offices in Russia, so that they can respond to consumers’ requirements faster.