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ALIBABA GROUP PESTEL ANALYSIS


May 22, 2019 by Abhijeet Pratap

Introduction:
Alibaba group is a leading Chinese e-commerce brand. Apart from that, it
is also a leading cloud player that has quickly surged to a leading position
in the Chinese market. The company is in a strong financial position and
its sales and revenue have grown faster within the last three years.
Alibaba’s number of monthly active users has grown significantly in 2018.
The company invests a large sum each year in research and development.
However, it has not been able to expand outside the Chinese market
significantly. In the near future, it will focus upon expanding its footprint in
Asia, Europe and Middle East. However, the international environment is
full of challenges and apart from the strong position of Amazon, other
challenges including political and technological are also there. Still, Alibaba
has achieved a significantly strong position in the Chinese market.

Alibaba Group PESTEL Analysis

Read more about Alibaba and its opportunities and challenges in the
global environment in this PESTEL analysis.

Political:-

Political factors have acquired a significant role in the 21st century. Around
the world, the political forces are playing a very important role in the
context of business. Governments are now playing a more active role in
terms of oversight and control of businesses. The technology industry
specifically is facing higher control. The Chinese government encourages
regional businesses which has proved beneficial for businesses like Alibaba
which have seen very fast growth. Political forces are affecting international
businesses in other ways too. Trade relationships between countries also
affects international trade. The trade relationships between America and
China have reached the point of being the worst. This is not beneficial for
Chinese businesses operating in America. Moreover, It can be a hurdle to
expansion of Alibaba in the European countries.

Economic:

Economic factors also play a dominant role in the context of international


business. Apart from the condition of the global economy, the situation in
the regional economies also affects global businesses and their sales as
well as profitability. Post the recession, the world economy has returned
fast on track. This has proved beneficial for the international business. The
Chinese economy has also flourished a lot and reached the second position
at the global level. This has resulted in higher sales and profits for local
brands. Alibaba is a leading Chinese brand and a major reason behind its
strong performance is the healthy economy of China. Now more and more
people are shopping online and the use of technology by both individuals
and enterprises has grown a lot. When the economy is in good condition,
the level of employment is higher. People have higher dispensable income
in such a situation and spend more on technology and lifestyle items. The
reverse happens when the economy’s performance is poor. It is why the
role of economic factors in the context of business cannot be overlooked.

Social:-

Social factors have also acquired a central role in the context of business.
Apart from changing social trends, there are other factors too which affect
businesses. From society to society and culture to culture, the patterns vary.
However, in most of the societies and cultures globally, the use of internet
and internet based services has grown. This trend has proved profitable for
ecommerce brands including Amazon and Alibaba. China itself has become
technologically advanced and a very large part of its population uses
internet to access online products and services. Moreover, when it comes
to expanding internationally to other markets, then companies cannot
ignore the central role of these factors. The same business and marketing
strategies do not work in all societies and cultures. Instead businesses need
to make changes to their style and strategy to be successful in each market.
This could also be a reason that while Alibaba has seen a lot of success in
the Chinese market, it has been unable to penetrate significantly into the
overseas markets.

Technological:-

Technological factors are now playing a core role in the growth of most
industries. Alibaba group is a technology business and an ecommerce
leader in China. The company has acquired enormous growth within a
short period. This has happened due to its focus on technology and
innovation. The brand invests a large sum each year in R&D. Apart from
e-commerce, it is also a leader in the cloud industry in China. Due to its
focus on customer convenience and technological innovation, the brand
has seen impressive growth in number of active users as well as sales and
revenue. Around the world, apart from growing internet usage, now more
and more people are using the internet and smartphones to shop online.
While overall use of digital technology has grown globally, companies like
Alibaba have flourished with these trends. Alibaba is also a leading cloud
player and has brought a web of services for its enterprise customers.
Its revenue from cloud business also saw significant growth in fiscal 2019.
In this way, technology plays a core role in the growth and expansion of
ALIBABA group’s business.

Environmental:-

Environmental factors have acquired a distinctly important role in the area


of business and especially the large companies including leading
technology brands are making major investments in environment and
sustainability. Businesses are investing in both social responsibility and
sustainability to achieve a socially responsible and strong image. Alibaba
has made CSR and sustainability a part of its business model. Right since its
foundation, the company has been investing in CSR and sustainability
projects. The company has remained committed to supporting and
participating in charitable and socially responsible projects that align with
its core values and mission. Apart from creating job opportunities it has
invested in a large number of socially beneficial projects. One of them is its
reunion system which uses its technological resources to find out missing
children. The company also dedicates its resources to helping small
businesses and encouraging women entrepreneurs. Not just this the
company is also working to reduce its environmental impact and in this
direction, apart from making its own processes sustainable, it is also
investing its supply chain and logistics and encouraging sustainable
practices there.

Legal:-

Law and legal factors have also acquired a larger role in the context of
business. Especially, for the large and international businesses the
challenge is bigger. Compliance is essential since world ver legal agencies
have grown the level of oversight of businesses so that they adopt
responsible practices and are held accountable for everything they do.
Non-compliance can result in heavy fines and the fines can be a major
share of a company’s net revenue. Apart from product quality and
environment, there are other laws related to labor and other things which
also affect businesses in their domestic markets as well as internationally.
While Alibaba has not had any significant legal issues in the past, it always
pays to be careful.

 Sources:
 Alibaba Annual reports 2018 & 2019
 https://www.alibabagroup.com/en/ir/AlibabaGroup_ESG_Report_201
8.pdf
 https://statstic.com/category/alibaba-group/

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Political Factors that Impact Alibaba Group


Holding Limited
Political factors play a significant role in determining the factors that can
impact Alibaba Group Holding Limited's long term profitability in a certain
country or market. Alibaba Group Holding Limited is operating in Specialty
Retail, Other in more than dozen countries and expose itself to different
types of political environment and political system risks. The achieve
success in such a dynamic Specialty Retail, Other industry across various
countries is to diversify the systematic risks of political environment.
Alibaba Group Holding Limited can closely analyze the following factors
before entering or investing in a certain market-

 Political stability and importance of Specialty Retail, Other sector in


the country's economy.
 Risk of military invasion
 Level of corruption - especially levels of regulation in Services sector.
 Bureaucracy and interference in Specialty Retail, Other industry by
government.
 Legal framework for contract enforcement
 Intellectual property protection
 Trade regulations & tariffs related to Services
 Favored trading partners
 Anti-trust laws related to Specialty Retail, Other
 Pricing regulations – Are there any pricing regulatory mechanism
for Services
 Taxation - tax rates and incentives
 Wage legislation - minimum wage and overtime
 Work week regulations in Specialty Retail, Other
 Mandatory employee benefits
 Industrial safety regulations in the Services sector.
 Product labeling and other requirements in Specialty Retail, Other

Economic Factors that Impact Alibaba Group


Holding Limited
The Macro environment factors such as – inflation rate, savings rate,
interest rate, foreign exchange rate and economic cycle determine the
aggregate demand and aggregate investment in an economy. While micro
environment factors such as competition norms impact the competitive
advantage of the firm. Alibaba Group Holding Limited can use country’s
economic factor such as growth rate, inflation & industry’s economic
indicators such as Specialty Retail, Other industry growth rate, consumer
spending etc to forecast the growth trajectory of not only
--sectoryname-- sector but also that of the organization. Economic
factors that Alibaba Group Holding Limited should consider while
conducting PESTEL analysis are -

 Type of economic system in countries of operation – what type of


economic system there is and how stable it is.
 Government intervention in the free market and related Services
 Exchange rates & stability of host country currency.
 Efficiency of financial markets – Does Alibaba Group Holding
Limited needs to raise capital in local market?
 Infrastructure quality in Specialty Retail, Other industry
 Comparative advantages of host country and Services sector in the
particular country.
 Skill level of workforce in Specialty Retail, Other industry.
 Education level in the economy
 Labor costs and productivity in the economy
 Business cycle stage (e.g. prosperity, recession, recovery)
 Economic growth rate
 Discretionary income
 Unemployment rate
 Inflation rate
 Interest rates

Social Factors that Impact Alibaba Group


Holding Limited
Society’s culture and way of doing things impact the culture of an
organization in an environment. Shared beliefs and attitudes of the
population play a great role in how marketers at Alibaba Group Holding
Limited will understand the customers of a given market and how they
design the marketing message for Specialty Retail, Other industry
consumers. Social factors that leadership of Alibaba Group Holding Limited
should analyze for PESTEL analysis are -

 Demographics and skill level of the population


 Class structure, hierarchy and power structure in the society.
 Education level as well as education standard in the Alibaba Group
Holding Limited ’s industry
 Culture (gender roles, social conventions etc.)
 Entrepreneurial spirit and broader nature of the society. Some
societies encourage entrepreneurship while some don’t.
 Attitudes (health, environmental consciousness, etc.)
 Leisure interests

Technological Factors that Impact Alibaba


Group Holding Limited
Technology is fast disrupting various industries across the board.
Transportation industry is a good case to illustrate this point. Over the last
5 years the industry has been transforming really fast, not even giving
chance to the established players to cope with the changes. Taxi industry is
now dominated by players like Uber and Lyft. Car industry is fast moving
toward automation led by technology firm such as Google &
manufacturing is disrupted by Tesla, which has stated an electronic car
revolution.

A firm should not only do technological analysis of the industry but also the
speed at which technology disrupts that industry. Slow speed will give more
time while fast speed of technological disruption may give a firm little time
to cope and be profitable. Technology analysis involves understanding the
following impacts -
 Recent technological developments by Alibaba Group Holding
Limited competitors
 Technology's impact on product offering
 Impact on cost structure in Specialty Retail, Other industry
 Impact on value chain structure in Services sector
 Rate of technological diffusion
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Environmental Factors that Impact Alibaba


Group Holding Limited
Different markets have different norms or environmental standards which
can impact the profitability of an organization in those markets. Even
within a country often states can have different environmental laws and
liability laws. For example in United States – Texas and Florida have
different liability clauses in case of mishaps or environmental disaster.
Similarly a lot of European countries give healthy tax breaks to companies
that operate in the renewable sector.

Before entering new markets or starting a new business in existing market


the firm should carefully evaluate the environmental standards that are
required to operate in those markets. Some of the environmental factors
that a firm should consider beforehand are -

 Weather
 Climate change
 Laws regulating environment pollution
 Air and water pollution regulations in Specialty Retail, Other
industry
 Recycling
 Waste management in Services sector
 Attitudes toward “green” or ecological products
 Endangered species
 Attitudes toward and support for renewable energy

Legal Factors that Impact Alibaba Group


Holding Limited
In number of countries, the legal framework and institutions are not robust
enough to protect the intellectual property rights of an organization. A
firm should carefully evaluate before entering such markets as it can lead
to theft of organization’s secret sauce thus the overall competitive edge.
Some of the legal factors that Alibaba Group Holding Limited leadership
should consider while entering a new market are -

 Anti-trust law in Specialty Retail, Other industry and overall in the


country.
 Discrimination law
 Copyright, patents / Intellectual property law
 Consumer protection and e-commerce
 Employment law
 Health and safety law
 Data Protection

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26 Sep 2018

PESTEL analysis of Alibaba


Inabat Temirkhanova
Opportunities
Threats
Alibaba's PESTEL
- Government policy about foreign investors;
- Government rules;
-Government policy regarding to foreign companies;
- Shift to smartphones for e-commerce;
-Restraining the expansion of high polluting industries ;
- Xi Jinping’s sweeping political and economic reform campaign;
-Slower economic growth in China;
- Competitors;
an ageing population and the drying up of the traditional supply of young labor from rural villages;
-Chinese regulators.
Overview
A PESTEL analysis based on Case Example of the book "Exploring Strategy",
Eleventh edition.
A PESTEL analysis based on Case Example of the book "Exploring Strategy",
Eleventh edition.
Just taking 9 issues for illustration, the figure
shows more and longer bars on the Opportunities side than the Threats side.
Just taking 9 issues for illustration, the figure
shows more and longer bars on the Threats side than
the Opportunities side.
Political
Political
- Foreign investors cannot directly own stakes in the Alibaba Group, they have to have shares in a
shell company - VIE (variable interest entity ). This is a structure for Western-listed Chinese firms to
get around Beijing’s foreign-ownership rules
-Also, Chinese government could close loophole of foreign investors at anytime, it gives limited
rights for foreign investors in Alibaba's performance.
It gives to work more effectively without foreign investors regulations.
Ma said new Chinese regulations forced him to make the move.
During directorate of Xi Jinping the Chinese government was promoting e-commerce as a key area
for future economic growth. This gave rise for advancement a company to a new level.
Chinese President Xi Jinping’s sweeping political and economic reform campaign
narrowed Ma's activities in the country. There was noticeable that the company's
revenues fell by 10 percent in that period of time.
Economic
Opportunities
#1
#2
Economic
A combination of cultural, linguistic and government policy factors kept Western internet companies
at arm’s length in the Chinese market:. Based on this Alibaba developed own websites: TMall and
Taobao.
The restriction of the influence of foreign investors gave a profit nearly $50bn the amount of
Threats
Economic threats

#1
#2
#3
Economic reforms of the president Xi Jinping worsened China's economy by 7 percent. Respectively,
the company's profit also fell.
Slower economic growth in China overall is being matched by some slowing in the rate of growth of
the Chinese e-commerce market .
Alibaba had seen off an attack by American rival eBay in the Chinese market with a fierce price-war.
- One of the main problems of China is - population aging. On account of an ageing population and
the drying up of the traditional supply of young labour from rural villages: by 2015, the Chinese
workforce was falling by about three million workers a year.
- One child per family rule in 2013 reduced the number of people fit for work.
All these social factors lead to the destructive decline of the able-bodied employees of company.
Social threats
Social
-Early 2015, smartphone sales accounted for half of its retail Chinese sales, twice the proportion of a
year earlier
- Competing with the JD.com company, Alibaba began to engage in the introduction of smartphone
e-commerce and made a good profit.
Technological opportunities
Technological
Besides, faced with rising domestic concern about the environment, President Xi was happy to
restrain the expansion of high polluting industries such as cement, coal and steel.
These limitations influenced the company's earnings, which deal with the processing of raw
materials and the income of the Alibaba respectively.
Ecological threats
Ecological
In 2015 China’s State Administration for Industry and Commerce took Alibaba under special control.
They found counterfeit goods and fake listings on the Group’s Taobao site. It led to decline of
incomes and reputation of company.
Legal threats
Legal
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MGN 590 – CAPSTONE
ALIBABA
Part A – Current Strategy of Alibaba
For every company to be successful and have competitive edge, it must
look at its internal and external environment. This is the case of
Alibaba an e-commerce and e-trade company.
Internal and External Environment
Competitive advantages
Threat of new entrants:
This threat is very low in e-commerce industry especially in China as
it requires low or moderate capital in maintaining and website and
conducting online commerce. New entrants can bring new innovations,
reduced costs, and different ways of doing things and even different or
low pricing strategy that can put pressure on Alibaba Holding. Even so,
many factors will restrict the entrants of new firms to compete with
already existing firms like Alibaba. Not just trust is needed for
manufacturers to register themselves in an e-commerce business for a
fee but it also requires high initial investment, powerfu l worldwide
distribution channels and require advanced technology to support the
large number of online users. Continuous innovation is needed to
attract new customers and keep existing ones. Economics of scale and
research and development are factors that will prevent new entrants
into online market place.
Bargaining power of customers
Customers bargaining power is high in e-commerce businesses this is
so because customers can easily switch between many platform. They
want to pay the minimum price possible for the best quality of
offerings available to them. E-commence businesses do not have
exclusive power to negotiate with buyers for they do not produce the
goods themselves and do not possess sole selling right. When it comes
to e-commerce shopping, convenience and pricing plays a great role.
Alibaba’s customers are both businesses and individual consumers.
Despite switching cost is low in online market, Alibaba’s low prices,
wide variety and a strong distribution network make it difficult for its
customers to switch to other online sellers. Also as Alibaba’s buyers
increase, it becomes difficult for them to influence the market.
Bargaining power of suppliers
The bargaining power of small suppliers is low as they rely heavily on
e-commerce site’s user based to stay in business or grow and to
generate huge profit. However, the growth in demand of a particular
brand (product) would increase the supplier bargaining power as the
brand is well known, suppliers will have little or no fear to lose some
sales thus will offer their products elsewhere online or in-store.
Alibaba has several manufacturers as suppliers that produces different
categories of products and are members of its selling pages. Suppliers
pay membership fee to have their products listed on Alibaba’s website
due to its strong reputation. Switching cost of supplier is low and so
with many new suppliers in China willing to register and get their
products in Alibaba’s website, any supplier that attempt to increase
market rate will easily be replaced by Alibaba with those that will sell
at the normal market rate.
Threat of substitute
Threat of substitute is high as physical retail shop will pop in that
offers lower prices goods. Also, suppliers in China may turn to sell
directly through social websites and shipping directly to customers.
Many companies have set up their on retail website offering the same
prices as Alibaba saving the supplier the membership costs (Zheng,
2015). Alibaba is the largest online retailing in Asian Pacific website
and has millions of merchants and billions of qualified goods (Pang,
2015) but may have difficulties in providing good quality products,
returned goods and even exchange goods thus making entity shopping
more convenience and faster.
Competitive rivalry
Intensity of rivalry competitors is high. Alibaba face both local and
global competitors such as Paipai.com and Amazon.com respectively.
Even though Alibaba is just an intermediary that does not own most of
the items in its platform, it still compete with Amazon who has
massive distribution centers. Alibaba has a competitive advantage over
its rivalries as it is the online one that connect buyers directly with
manufacturers as it offers a variety of products (Adamkasi, 2017).
External Environment
Political and Legal
In every economy, government have a huge role to play as it will
impact how businesses are carried on and the rule and regulation
governing business in that country. China is not an exemption by
joining World Trade Organization (WTO), Chinese government over
the pass years have been focusing on the development of e-commerce
and is willing to help small businesses enter international market. The
joining of WTO has given Alibaba the edge to go globally and by
promoting and supporting e-commerce by Chinese government have
also positively impacted Alibaba.
According to PESTLEanalysis (2015), China has little experience for
drafting e-commerce legislation topics such as intellectual properties
right protection and tax as the framework is still in its early stage.
Economic
China today is the world’s biggest manufacturing country with large
quantity of small and medium size enterprises. China is a communist
country with an open economy which contribute to about 70% GDP of
the country. China has a high rate of economic growth and over took
Japan in 2010 to become the second largest economy and in 2011,
over took US to become the world’s producer of manufacturing goods
(Hemsley, 2014). With so many products, China market needs
expansion and Alibaba has cease this opportunity and taken full
advantage to expand globally. The mature development of Chinese
related industries and foreign e-commerce provides a beneficial
economic environment for Alibaba (Pang, 2015).
Social
China is the most populated county in the world. Literacy plays a very
important role in the growth and economic development of China.
There is high user rate of internet across the country which has made
it possible for online shopping because it is convenience. There is an
increasing trend of people and doing business online which increases
Alibaba’s popularity as an online leading commercial platform around
the world.
Technological
China is faced with the problem of safe online payment system. The
usability of credit card in China online market is very low and has
greatly influence the development of B2C industry. Alibaba came up
with a new online payment platform called Alipay and became the
first to build B2B, B2C and C2C and other e-commerce trading
platform (Pang, 2015).
SWOT
Strength
Market share: Alibaba is the leading e-commerce marketer in Chine in
terms of market share with about 58% in 2015 coming as a result of
it solid manufacturers who has the capability of manufacturing at
mass level and supplying across the globe (Melnyk, 2017 and Bhasin,
2018). Alibaba’s massive share comes from its B2C and C2C markets
of which Tmall and Taobao holds the greatest proportion respectively.
Alibaba also own the greatest portion of mobile shopping market in
China.
Visionary leader: Jack Ma is the founder and leader of Alibaba. His
popularity, trust and vision about the company drives Alibaba to
success thus creating high customer trust. Jack Ma is in the forefront
of the business and makes sure that be Alibaba is Ecosystem friendly.
Global player: Alibaba is trying to diversify its portfolio so as to ensure
low business risk and not vulnerable to any country or client specific
risk and has presence in China, Japan, Korea, the UK and the US
(Marketline, 2012). The company has the knowhow of entering new
markets and making its presence felt in those markets. Being a global
player enables Alibaba to enjoy the opportunities that those countries
provide thus looking forward to exploiting the opportunities of several
other countries.
Strong relationship with partners: Alibaba provides a conducive
business environment for all those who are involved in its success.
Financial schemes, scalable platforms, cloud storage and real time
access to all information is being offered to merchants, customers and
third party dealers thus making it attractive for more partners
joining hands with Alibaba (Bhasin, 2018). Chinese government is one
of Alibaba’s customers there exist a strong bond amongst them. The
company has built a culture that makes distributors and dealers not
only promote its products but go further in investing on training its
sales teams on how to make customers extract maximum benefits
from products they buy.
Growing industry: e-commerce is still a growing industry in China and
with China joining WTO, the government focus greatly on developing
the industry and helping small business to grow internationally,
according to Statista, 2018, the penetration rate of internet users in
China has grown from 44.91% in 2016 to 47.2% in 2017 giving a
percentage increase of 2.3. The percentage of users in rural areas is
still growing and Alibaba will take advantage of that in selling it
products across China.
Weaknesses
Too many sellers: there have been an increasing number of sellers who
register their products with Alibaba and this has cause competition
amongst them fighting for online market place. While it might be good
for Alibaba as it will make more profit, it might not be good for the
sellers. Some of the brands will not experience success and thus
withdraw from the contract and pulling out their products from
Alibaba’s websites.
Very high discount: Alibaba makes most its revenues by selling
advertising spaces to sellers at the same time depriving the sellers
from not selling their products at a fair a profitable price as they are
being suppressed by Alibaba to offer high discount rate for the
products they sells to customers through Alibaba’s websites.
Security: Most customers are afraid and skeptical about the integrity
of payment process. Customers always find themselves being insecu re
and it is the biggest challenge so far in e-commerce. Despite the
introduction of new online payment platform called Alipay by Alibaba,
China is still faced with safe online payment system problem and the
use of credit card in online market is still very low.
Counterfeit products: customers are reluctant to buy products online
for fear of not having the right quality and brand delivered to them
and they are unable to touch and feel the products before purchase
since it is online. Sometimes counterfeit products are delivered to
customers which does not meet their expectation and being online
market, customers does not know where or how to return the
products if it does not meet their test as opposed to physical retail
shops which the customers actually see and feel the products they
want to buy before actually buying them.
Customer satisfaction: direct physical and direct face to face contact
between customer and seller is absent in online sales. Customers are
not moved as there is no one to convince them to buy thus customers
will prefer most of the times to shop in physical retail outlets than
online.
Opportunities
Favourable government rules and regulations: in trying to promote
small businesses and develop e-commence, the Chinese government
have revise its business rules and cut some processed for easy business
in the country. Alibaba will benefit greatly on these favourable rules as
it is first of all the leading online market in China.
Globalization and the demand for services: the coming of globalizati on
has prompted many countries into investing substantially in online
transactions. Alibaba has got a lot of experience in the Chinese
e-commerce market and with it good relationship with major brands
in and out of China, it has got the potential to compete in the global
market. Moreover, despite the difficulties of Alibaba competing with
welled established B2C players in other markets, Alibaba’s B2B sites
face a more fractured market, where its economies of scale and
economies of scope can provide it with a huge advantage (Denzel,
Swan & Mahboubi, 2015).
Changing trend of consumers: people are very brand conscious. They
go for branded stuffs irrespective of where the branded product is
found E-commerce have made it easy for people to get the brand they
desire as it is fast, convenient, effective and transactions can be done
anywhere across the globe with ease.
Increase number of internet users: the number of smart phone users is
fast growing across the globe which also affects internet users in a
positive way. As the number of internet users increases, people begin
to feels more comfortable carrying out transactions online.
Threats
Competitors: on like any other business, Alibaba faces threat both at
home and abroad. It has JD.com and Tencent as local competitors and
Amazon and eBay as global competitors. These competitors makes it
difficult for Alibaba to gain grounds in certain countries like in India as
they dominate the market.
Changes in environment, laws and regulations: different countries
have different laws and regulations governing businesses. The
environment plays a great role to in operating businesses. Some
countries have stringent rules which favours their own businesses and
makes it difficult for Alibaba to do business or compete in those
countries.

Mission:
– To make it easy to do business anywhere.
Vision:
– To build the future infrastructure of commerce. We envision that
our customers will meet, work and live at Alibaba, and that we will be
a company that lasts at least 102 years.
Goals:
– To be the world’s largest sinle e-marketplace for online shoppers
and to become a premier all-purpose e-business by leveraging its
existing brand and business model.
Objectives:
– To hit $1 trillion in gross merchandise value by 2020.
– To serve two billion customers, effectively becoming the world’s fifth
largest economy by 2036.

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https://www.statista.com/statistics/309015/china-mobile-phone-in
ternet-user-penetration/

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