Abstract
Occidental companies have often experienced difficulties to sell products in foreign countries, and especially in China. Indeed, this country has a strong culture and its own consumption habits. Thus, without considering seriously the differences between occidental and oriental consumers, many firms fail in their commercial operations in China because they do not adapt their products to the Chinese market. Our work aims at informing these companies of the specificities of the chinese market, so that they make a success of their commercial operations. In this particular case, we offer our councils to a company specialized in the food-processing industry and which wishes to sell dairy products in the chinese market. First, we present certain general aspects of the market of the chinese food-processing industry, about the dairy products in particular, and finally we study the case of the company Danone which offers a very instructive example.
