The Importance and Performance of Key Success Factors of International Joint Venture Hotels in China

Many hoteliers in the West are seeking opportunities to extend their business in the mainland China market. This study attempts to understand the basic motivations in forming joint venture hotels in China. Based on extensive interviews with expatriate and local managers of over 151 joint venture hotels, the study finds the following perceived important criteria when Chinese partners look for foreign partners: they should be good at strategic and marketing planning, be willing to participate in information exchange with the local partner, have a strong financial background, and have good experience in market research activities. It is clear that the competence of western marketing management skills is critical for the successful operation of joint venture hotels in China. © 2007 M.E. Sharpe, Inc. All rights reserved.