HKR

Adaptation and Standardization

--- cases of McDonalds and Apple
Tao Jingyan, Su Fei, Hamza Fayel, Shefali Roy
2014/3/28
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Content
1. Introduction .................................................................................................................................. 3
1.1 the purpose of the research ............................................................................................. 3
1.2 Research method .............................................................................................................. 3
1.3 Theoretical framework .................................................................................................... 3
2. Adaptation McDonalds .......................................................................................................... 4
1.1 Introduction of McDonalds ............................................................................................. 4
1.2 The adaptation strategy of McDonalds .......................................................................... 5
2.2.1 Adaptation in local menus ............................................................................................. 5
2.2.2 Adaptation in services ............................................................................................. 10
2.3 Summary .............................................................................................................................. 11
3. Standardization - Apple ........................................................................................................... 11
3.1 Introduction ......................................................................................................................... 11
3.2 The standardization strategy of Apple ............................................................................... 11
3.2.1 Segmentation .................................................................................................... 11
3.2.2 Positioning and product policy .............................................................................. 12
3.2.3 Standardization of the product and the personal Customization ..................... 13
3.2.4 Survey and analyses ................................................................................................. 15
3.3 Conclusion ............................................................................................................................ 19
4. Conclusion ................................................................................................................................ 20
3.4 Answer to the purpose ......................................................................................................... 20
3.5 Implication ........................................................................................................................... 21
3.6 The limitation of the project ................................................................................................ 22

Reference ...................................................................................................................................... 24

Appendix ....................................................................................................................................... 26
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1. Introduction
1.1) Purpose of research
The main purpose of the study is to investigate two marketing strategies for
multinational corporations: adaptation and standardization as well as to explore how
different companies manage to succeed by taking advantages of them.

1.2) Research method
The major method of the study is comparison. To compare the different patterns of
adaptation and standardization, we come up with the cases of two typically
representative multinational corporations: McDonalds adaptation and Apples
standardization. In the example of McDonald, we compare its menu on its websites in
different countries to find out what adaptations have it made. Then in order to figure
out if these changes work, we pose a questionnaire online to test consumers reactions
towards them. Then we do a survey to explore the standardization of Apple and make
comparison between it and McDonald.

1.3) Theoretical framework
Nowadays, the growing trend of economic globalization is bringing not only
opportunities but also challenges for many multinational corporations. It has been a
heated debate as to whether they should choose either adaptation or standardization of
products in some researches. For the sake of fully understanding the decisions
different companies make between these two strategies, it is vital to acknowledge the
basic concepts of them.
Adaptation is a marketing strategy in which products or services are modified
according to the markets they are planning to enter to fit the unique dimensions of
each local marke. Generally speaking, it is the process of adjusting the native ways
of thinking and behaviors to be consistent with the local culture (Kotler, 1982). It
may be as simple as tweaking the logo and the colors of the packaging, or may
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involve developing new flavors better suited to the local palate or new financing
models more fitting for the local economy(Valdez 2011).
Standardization is quite different from adaptation. It is an approach of setting
universal characteristics for particular products. In contrast to adaptation, those firms
following standardization use [using] the same, packages and presentations that were
used in the domestic market (Valdez 2011) when entering foreign markets. The
economies of scale are the main advantage of standardization, as global brands
standardize their marketing strategy, this generates important cost savings in many
areas of their marketing (Ghantous 2008).
The dilemma of whether to standardize or to adapt a product in international
marketing has always been debated because of the growing globalization.
In 1960s, R. Bartels (1968) developed a framework to study standardization and
suggested that for U.S. companies, emphasis on the inherent similarities rather than
differences will enable a better understanding of the nature of foreign marketing.
However, many critics hold the opposite ideas: they argued that standardization is
not feasible or desirable due to differences in the legal, cultural, and climatic
environments (Douglas and Wind, 1987) because culture is the prime determinant
of consumers behaviors (Cleveland and Laroche 2007). Subsequently, there are also
some scholars who advise that it is better for global corporations to combine these two
options together when deciding their marketing strategies. Because various cultural
markets mix and coexist, they need to reach a balance to fulfil this new fragmented
consumer culture (Ghantous, 2008).

2. Adaptation - McDonalds
2.1) Introduction of McDonalds
In fast food service industry, McDonalds is an undoubted pioneer and a recognized
leader. It was initially established in America in 1940 and then spread rapidly around
the world.
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As one of the biggest fast food chains, McDonalds is a valuable object for research
because its popularity is beyond imagination. According to the statistics in
McDonalds annual report, there are 35,429 Donalds settling in 119 countries
(McDonalds Corporation 2013 annual report, 2014). Despite of these already huge
numbers, McDonalds still keeps a high expanding speed 731 new restaurants
opened in 2013, including 225 in the US which is the place where it originally comes
from (McDonalds Corporation 2013 annual report, 2014). Countless journals and
newspapers are discussing the implications and controversies McDonalds brings
because it is not only a restaurant chain, it also represents American life style and
culture. More importantly, it disseminates them successfully. How popular is
McDonalds? Even the most remote areas in this planet are aware of its existence.
They are everywhere (McDonalds around the world).
The success of McDonalds largely depends on its marketing strategies. On the basis
of the QSC&V
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principle which is always stressed, McDonalds attaches great
importance to adaptation, i.e. localization. It adjusts the brand according to local
culture and therefore, it is widely accepted by people from different countries.

2.2) The adaptation strategy of McDonalds
2.2.1) Adaptation in local menus
Fundamentally, McDonalds is a fast food brand. So, the diversely designed menus in
different countries should be considered as the most representative aspect of its

1
Quality, Service, Cleanliness and Value.
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adaptation strategy. In order to study this strategy, two methods were used. Firstly, it
compares the online menus of the US with those of the other 5 countries, namely,
India, China, Japan, France and Canada. By comparison, it measures the extent to
which McDonalds adapts itself to local conditions. Secondly, an online questionnaire
aimed at Chinese was issued so as to study customers attitude towards its adaptation
and their further expectations.
The two questions which will be discussed is as follows
- Is it true that adaptation is an important marketing strategy for McDonalds?
- What do the customers think about the adaptation strategy and is it helpful to
the development of McDonalds?

The menu comparison
The results of menu comparison reflect many adjustments McDonalds has made to
adapt to local culture. This part of the essay will illustrates the results by using India
as a typical example. The comparison is made with the help of the form below:
Burgers
(Sandwiches&
Wraps)
Sides
&
Snacks
Beverages Desserts Breakfast Sala
d
Total
The Total
Number
The
US
45 5 33 12 23 7 125
India
2

13 3 17 8 8 - 49
The
Number Of
the
differences
U
3

I
43
(96%)
3
(60%)
26
(79%)
11
(92%)
19
(83%)
7 109
(87%)
U
I
11
(85%)
1
(33%)
10
(59%)
7
(88%)
4
(50%)
0 33
(67%)

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The McDonalds Indian website is divided into two parts North & East India and South & West India. As
McDonalds industry has not fully developed in South & West India and the statistics is limited so here India refers
to North& East India.
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In order to save space, symbols are used. means existence while means nonexistence, e.g. U
I means that the food is offered in the US but not in India.
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Designing this form is aimed at observing the degree of disparities between American
menu and India one. Initially, the menus are divided into six categories in the light of
the classification of McDonalds website. Secondly, the total numbers are calculated
respectively. Thirdly and most importantly, the disparities are found out by counting
the numbers of the food which only exists in one country and calculating the
proportion.
Apparent from the form is that there is a huge discrepancy between two menus:
1) The food offered in American McDonalds is 76 more than that in India
McDonalds.
2) Although the total amount is small, the food offered in Indian McDonalds
accords with local culture - Out of the 49 kinds of food, 33 are unique in
India and are not served in the US, accounting for 67%.
3) Burgers (sandwiches and wraps) are the main food served by McDonalds in
both countries but the burgers in India McDonalds are localised. 11out of
the 13 kinds of burgers are Indian special, accounting for 85%.
Besides the findings mentioned above, menu comparison also provides the following
discoveries:
1) In order to show respect towards local religion, Indian McDonalds do not
use beef tallow or serve beef products, which is also the reason why the
amount of food provide by Indian McDonalds is relatively small. To
replace beef, Indian McDonalds usually contains chicken and fish. Masala
Grill Chicken, for instance, is a kind of burger stuffed with India herbs
and spices.
2) Considering the fact that many Indians are vegetarians, Indian McDonalds
produces various vegetarian diets such as McAloo Tikki, Masala Grill Veg
and Spicy Paneer Wrap. Food, even including beverages, is marked with
red dots and green dots, respectively representing vegetarian diets and
non-vegetarian ones.
According to the survey above, it is fair to draw a conclusion that Indian McDonalds
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really devotes itself into adaptation it provides special food for local people,
respects local religions and living habits. It has even opened vegetarian-only
restaurant in India (McDonalds opens vegetarian-only restaurant, 2012).
Similarly, the menus comparison also shows that in the other four countries,
McDonalds also makes adjustments based on local conditions. In Canada, for
example, McDonalds designs McLobster. In Japan, it serves McHothot Mega
Breakfast Sausage. In China, special rice recipes are served and in France, Croque
McDo and Camembert Premiere are produced.
In conclusion, in order to win customers from different countries and make its brand
acceptable, McDonalds always localises itself. That is to say, it is true that adaptation
can be considered as a leading strategy in most of McDonalds markets.

The online questionnaire survey
The second question is what opinions about adaptation the costumers hold. By
analysing peoples attitude, the answer of whether the adaptation strategy helps
McDonalds market or not can be speculated. This question is studied by issuing an
online questionnaire and they mainly focus on Chinese.
China is a country with large areas and huge population, both of which will provide
potential markets for the food chains. McDonalds also pays great attention to Chinese
market it has settled in China for over 20 years and has opened more than 1900
restaurants. In 2013 alone, 275 new restaurants were opened in China, which was the
most around the world and was highlighted in its 2013 annual report. However, the
development of McDonalds in China has been challenged by local fast food firms
and the other earlier-settled brands (Chinese fast food firms challenged McDonalds,
2013). In response to the decline in market share, McDonalds produced rice recipes,
which has never been served before. It is, again, a typical and recent example of the
fact that the company uses the adaptation strategy to maintain its competitiveness
and boost its overall business growth (McDonalds hopes to wow Chinese with rice,
2013). That is also the reason why Chinese people are chosen to be the objects of the
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second survey - we hope that this recent and completely new change has given
Chinese a deep impression.
The questionnaire is posted on the website of diaochapai
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. It contains 5 questions -
besides the basic information about age and the frequency of visiting McDonalds, the
other three questions are:
1) Do you think that McDonalds has adapted its menus to Chinese market?
a) to a large degree b) to some degree c) seldom d) not at all
2) Do you think that McDonalds has adapted its services to Chinese market?
a) to a large degree b) to some degree c) seldom d) not at all
3) What is your attitude towards the adaptation of McDonalds in China?
a) supportive & expect more
b) supportive & satisfied with the current situation
c) adaptation is not necessary
d) I do not care
In total, 65 people completed the survey. Over 60% of them are between 20 years old
and 40 years old. 18 are younger and only 5 are older than 40. As for the frequency,
except 6 people who say that they seldom visit McDonalds, most participants go to
McDonalds at least once a month. Many of them visit it more frequently - more than
3 times per month. Some people even go there more than 3 times a week. It is
believed that the results of this survey are influenced by the ages of the participants
and their frequencies of visiting McDonalds. However, as the website can only show
the total numbers of each choice, the relationship between them is hard to find out,
which, is also a limitation for this survey.
As this part is discussing McDonalds menus, only the results of question 1 and 3 will
be illustrated here. The numbers of choices and the proportion are as follows:
a b c d Total
1 7 (11%) 29 (45%) 20 (31%) 9 (14%) 65
3 36 (55%) 20 (31%) 4 (6%) 5 (8%) 65

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diaochapai (http://www.diaochapai.com/) is a Chinese website specialized for doing online surveys.
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The answers of question 1 shows that most of the customers in the survey are aware
of the adjustments which McDonalds has made to adapt to Chinese market. However,
nearly 45% of the people agree that McDonalds only localized to some degree.
These statistics reflects the fact that McDonalds still use adaptation strategy in China
but the degree is limited in Chinese customers eyes.
On the other hand, the answers of question 3 are clearer in showing the attitude and
expectation of Chinese customers. Overwhelmingly, over 80% of the people hold a
very supportive attitude toward McDonalds adaptation. Moreover, nearly 55% expect
that McDonalds can deepen the degree of adaptation. It is obvious that the adaptation
strategy is welcomed and expected by Chinese customers.
To sum up, most of the Chinese customers in the survey are aware of McDonalds
adaptation strategy. They support this strategy and agree that it should deepen its
degree. This is a good evidence of the fact that the adaptation strategy has helped
McDonalds success in Chinese market, which, by analogy, will reflect some similar
conditions in other countries.

2.2.2) Adaptation in services
In the survey mentioned in the last part, people also show their opinions about the
adaptation of McDonalds services, which refers to other aspects such as the
advertisements, activities, decoration in the restaurant and the delivery service. Most
of the people (60%) think that McDonalds also tries to adapt itself in other aspects
besides food.
This result can also be evidenced by much news reporting McDonalds adaptation in
different countries. In Thailand, for instance, the status of the McDonalds makes a
pose which Thai people will do when they greet each other. In Sedona, Arizona,
McDonalds changes the colour of its arches from yellow to blue to show respect
to local scenery because the city does not want to ruin its beautiful desert views.
There are many examples of McDonalds adaptation and these examples, again, show
that adaptation is a very important strategy in McDonalds development all over the
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world.

2.3) Summary
This part uses two methods - menu comparison and online questionnaire survey - to
study the role that adaptation plays in McDonalds development. The conclusion is
that the adaptation strategy is significant to McDonalds development and it is a great
factor which contributes to McDonalds success in the world.
It should also be noted that adaptation is not the only strategy McDonlds uses. It also
uses standardization strategy. It has many recipes which are the same around the
world to maintain its original value and image. The Big Mac, for instance, is a good
example. So, it is fair to say that McDonalds tends to use a mixed strategy but
adaptation is its leading strategy.

3. Standardization Apple
3.1) Introduction
In this part of the project, we will analyze the strategy of Apple Inc. especially for
iPhones, by beginning with a market analysis based on the history and brand image of
the company, its internal polices, and try to prove our analysis with the survey we
have carried out.

3.2) The standardization strategy of Apple
3.2.1) Segmentation
At first we notice that the market of mobile phones is divided in several groups.
Generally the effective creators on this market use all a differentiated marketing
strategy. So the market of Smartphones is a segmented market with companies
providing smartphones by targeting people of different tastes. For example, marketers
sees this market consisting of people who are sms addicts, fashion conscious, love
music or are web surfers etc.
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However, Apple had the idea to take back the same marketing strategy as its taken out
Imac dixains earlier. Indeed the manufacturer offer only a unique range for his
product and thus targets the whole market by means of the only iPhone. This strategy
consisting in ignoring the various possible segments of the market is thus an
undifferentiated strategy.

Apple thus operates, thanks to a marketing of mass, targeted at a very wide clientele
( no geographical or social segmentation) in a market, that of the Smartphone,
nevertheless reserved for the segmentation. This marketing of mass is rarelly used by
other companies. However Apple is a rather particular company, the undifferentiated
marketing became its trademark. Of more the market of Smartphones is rather recent
and Apple was able to benefit from the large-scale economy of this market (12% of
the French people possesses a Smartphone, which is twice more than in 2008).
Apple proposes only a single product at a time, they thus have a policy which allows
them to dim their production cost by buying massively the same components and also
by mass-producing the same product and not several products.

But not so long ago, Apple experimented by releasing two new iPhones, the 5s and
the 5c. Those who want the top notch experience and who are willing to pay for it will
get the 5s. Those who are more money conscious will have the plastic case i.e iPhone
5c. But after increasing orders of iphone 5s compared to iphone 5c, it can be
concluded that they are not required to care about product differentiation at all.

3.2.2) Positioning and product policy
1. Apple wants to touch a large number of consumers by proposing a performing,
multifunction, easy to use, ergonomic product and by being more innovative, to
demarcate itself from main competitors, in particular Samsung and Nokia.

2. I Phone is innovative in the sense: it is the first telephone to propose a completely
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tactile wide screen. Apple proposing only a single consumer telephone, the product is
thus multifunction and accessible for everybody (children, women, men,
professionals).

3. Apple then designed the iPhone with an elegant and sober design to affect the
largest number of consumers. The product remains nevertheless a high-end product,
which does not break the quality reputation of Apple.

4.Another good point of Apple's product positioning is that there are very few variants
in each class of products: iPad is available in Black or White, 3G + Wifi or WiFi only
in 3 memory sizes: 16GB, 32GB & 64GB, and 3G is available on Verizon or AT&T
network. This limits the number of choices the customer has to choose from and it
makes it easy for customer to decide and buy.

3.2.3) Standardization of the product and the personal Customization
Apple also proposes a specific service in the iPhone named AppStore, where we can
buy various applications for the phone. Apple although proposing a policy of
monoproduction, manage to establish a certain differentiation by customization
(personalization) of the phone with the help of AppStore : for example a young person
will not personalize its iPhone with the same applications as an old person.

Limits of this strategy of single range:
Sometimes these strategies can have a bad effect and can be threatening for the
company. The fact that the iPhone is (and will be still very certainly) a product
designed on a unique range, a phenomenon of tiredness can be felt by consumers:
That can urge them to use another brand.

Price policy:
Apple products are generally priced higher than competition.This position has helped
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Apple a lot as it avoids getting into price war. Instead of competing on price, Apple
can now compete on innovation and unique value propositions.This position of a
premium priced superior product was once occupied by IBM and later by Sony.
Premium pricing strategy helps to make big profits without hurting the brand. Apple
brand is the most valuable asset, bigger than all the technologies it controls. Having
volumes at this premium pricing helps Apple make bold design decisions and force its
supply partners to comply with its design decision.To strengthen its premium pricing,
Apple does not do any discounting on its products.

Distribution Policy:
During the launch of the iPhone in 2007, Apple proposed an exclusive contract with
some Operators of the various countries where the iPhone was available (like Orange
for France). The company thus had a partnership policy of exclusivity with national
operators. However, in many countries this contract was prohibited because it was
considered as anticompetitive. The iPhone is thus from now on available under
several operators.
In the era of Internet sales, Apple moved boldly in the opposite direction and set up
exclusive retail outlets, when its competitors closed retail outlets and moved to
Internet based sales. Apple has been very selective in choosing the retail partners, has
made big demands on how Apple products must be placed and displayed in stores and
in case of company owned retail outlets Apple has gone the whole length to design
the store as a boutique store aimed at giving the best customer experience. Apple
stores are often located in prime retail places and that augurs well with its premium
image.

Communication:
We notice coherence on the various media adopted for advertisements by Apple. The
brand opts for same type of advertising even for Web, TV or paper. However we
found a preference for the Web publicity and TV, which is also confirmed with our
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survey.
Advertisements followed each other on various features, like the possibility of surfing
on the Internet with the Safari browser, the use of Google Maps as GPS(Global
Positioning System), the possibility of playing games, videos specially conceived for
the iPhone; but also advertisements informing about the technical aspect of the
SmartPhone : we found several ad showing main assets of tactile.
In 2008, company created a lot of ads utilising the form of comparative adversiting.
The Ad showed two men, an older one in professional business attire with an
intellectual flare about him, the other one, younger and sporting casual attire, standing
side-by-side surrounded by a blanket of white space. The older, more "traditional"
man represents Microsoft Windows-branded personal computers (PCs), while the
younger, more "hip" man represents Apple's Mac brand of computers. The
commercials often poke fun at PCs' flaws, subtly suggesting that using a Mac is the
way to go to solve all your computer problems. The "Mac versus PC" ads created
such a buzz for the product, Apple even expanded this scenario globally. Televised
ads were then made to play out in the same manner in Japan, only instead of two
caucasian males speaking English, they were replaced with two Asian males speaking
Japanese, to accommodate the culture for which it was aired to.

3.2.4) Survey and analyses
Adaptation or standardization in the international marketing has been a topic of debate
for many years . Many researchers tried to investigate the factors influencing a
company's decision but their research was not based on empirical findings.We,
through our survey method collected some data which will give better insight into the
marketing strategy of Apple Inc.



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Advertising media used by Apple: Types of distribution channels:


Decisions of neighbourhood marketing: Customization of packaging:

Customer service: Product Quality:

Background & Experience of Sales personnel: Localization of Apps:

100% results:
1. Level and Training provided to Sales Force: same everywhere; complete
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standardization
2. Product Design (trademark, warranty, user interface): complete standardization
One can conclude from the analysis of this survey that the product element is the most
standardized element of Apple Corporation. They provide the same quality and design
worldwide. Its very interesting to note that Apple also don't change the packaging of
the products. These may be the reasons that Apple is so successful, people trust
because of the consistency and uniformity of Apple goods.
The only hardware modification that Apple makes in their products is the power
source because of the different power voltage in different countries. However, the
underlying iOS operating system, among other things shows the text, labels, etc., in
local languages. There are also lots of specialised apps in Appstore for every country.
This is certainly a helpful sales enabler.
What makes Apple more different than other Smartphone companies is that it releases
only one smartphone a year, priced at the premium end of the market whereas other
companies like Samsung releases multiple models annually with different
specifications and at different price points.
We created this survey on site 2ask.net and sent the link to our friends in different
countries who then again distributed it among their friends. Countries included India
(13 respondents), China (21), Sweden (12), Thailand (10), Germany(9), Morocco(3),
Algeria(4), Czech Republic(2), Lebanon(1). The nations are big and small, Asian and
European.
Another important point which can be discussed is of Apple's strict control over its
local retailers. We confirmed our survey result by visiting a local Apple dealer store.
An employee at the reseller shop told us that before Apple ships any products, they
have to create a space according to Apple specifications and then send Apple a photo
of the space and Apple must pre-approve everything, including any furniture
surrounding it, before the store gets its first new release. Apple's control extends to
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advertising campaigns as well. The store also has to submit any advertising or
promotional materials it plans to use prior to publication- if it wants to sell something
as important as an iPad.
That is also how apple maintains the prices of the products everywhere. There have
even been reports of Apple cutting off supplies to stores that sold products below a
threshold. Knowing that the prices of its products are so stable makes shopping
relatively stress free for people.
Most participants agreed that Apple's customer service is same as its domestic market.
We also found out that this is like a secret weapon used by Apple to keep its
customers. Most people have satisfying repair experiences at the Genius Bar. Products
are also replaced right away as long as it is within the warranty period.
We also incorporated an element of extended marketing mix called Personal Selling
in our research. Personal selling is where businesses use people (the sales force) to
sell the product after meeting face-to-face with the customer. It is used for relatively
high priced products with complex features. Employees at Apple's shop(especially
direct store) undergo extensive training and they are not allowed to meet customer
before they are ready with complete product knowledge.
Apart from these major elements, we questioned survey participants about their
opinion on the internal factors considered when pricing the product for their country.
A little variation can be seen in the prices in different countries due to various reasons
but Apple's product remains high-end.
As per the results it came out that in China and Germany, demand for the Apple
product is the most important factor followed by competition in Germany and
economic conditions in China. Almost all the countries put 'global objective and
guidelines' and 'product costs at the third or fourth position that means apple so far
have justified its pricing strategy by selling world class products. In Thailand,
government rules and standards were the major determinant followed by economic
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condition. In India and Sweden the most influential factor was competition as Indian
market is hugely dominated by Samsung and Micromax. Apple is now relaunching its
iphone 4 in India at a price much less than its original price. So, Apple does make
pricing adjustments on older versions of its product because it does not want to lose
its market share in burgeoning economies. Overall Apple being an exceptionally
successful firm can be regarded as a strategic-winner. These guidelines can be useful
for new international marketers planning the extent of standardization of their
product.
Striking the right balance: Optimization
Apple also be experienced some socio-cultural problems when interacting with global
markets especially in the countries that they are focused on like Japan. Apple failure
in Japanese market can be attributed to its inability to adapt the product element.
Apple Inc. could have overcome this barrier by conducting research, and should
have taken into consideration Japanese culture from the start of product development.
Apple localize its software part, so one can use the interface in their local dialect but
this was not enough especially for Chinese and Japanese markets. This led to the fall
of sales in China and Japan at one point of time. In Japan much importance is given in
details and people like to have lots of emoticons in their messages. But Apple through
its expertise in innovation comes up with a better product every time and grabs large
market share. This could be possible because of the cost savings that arises due to
standardized products which gets invested in the company's R&D. Though, it is
advisable that the individual leading the firm should conduct research on the targeting
market before trying to set their feet there. This improves the export performance.
One must also be familiar with the economic and legal differences that could arise
while expanding their market globally. There is always a tradeoff between
standardization and customization but one must be able to find the right balance.
3.3) Conclusion
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Apple, today besides being world leader of the market of the computing, extends over
the market of the mobile telephone by superseding good number of its competitors
present on this market for many years, and it in particular owed the novelty which
represents the iPhone and the prestigious rank of Apple which guaranteed its products
to be of quality.
The Apple Company thus launches the iPhone, a quite new tactile Smartphone which
will revolutionize the mobile telephone industry. To promote the iPhone, Apple
stayed on its specific and judicious mix-marketing that it attributes to its products for
their communication and advertisements. This is the way they preserves the image of
the company with his interlocutors and with his public.

4. Conclusion
4.1) Answer to the propose
The purpose of this study is to compare two intercultural marketing strategies :
adaptation and standardization, and to explore how companies make their own
achievement through each one of these two patterns. To find out the answers, the
study analyses two typical cases: McDonalds adaptation of products and Apples
global strategy. By the comparison between them, it is concluded that both adaptation
and standardization have their own advantages and if they are used properly,
multinational companies can benefit a lot from them.
On the one hand, adaptation policy may be more efficient in satisfying customers in
different markets. Modifying the physical characteristics or attributes of the product
may increase costs, but meanwhile it will fit the needs of different countries better,
which will enhance the competitive power of multinational corporations compared
with local firms. The key to the considerable expansion of McDonald is that it adjusts
its food to the flavour of people in different cultures.
On the other hand, standardization enables a firm to set up and maintain its brand
image. For Apple, it helps to guarantee its products being high-quality. Moreover, it
also contributes to efficiency and productivity in general. It is a very cost reductive
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way of doing business by standardizing offers and by using forms to easily repeat
the services as many times as possible (Lissette Wallgren 2007) . Because making
new product lines, commercials, packages is expensive, therefore adaptation requires
more investment than standardization. When Apple sells the same product worldwide,
it will be able to buy materials in bulk, make full use of cheaper labour in particular
areas.
In short, each of these two marketing patterns possesses distinctive virtues
respectively. It would be wise to hold a holistic view instead of overall affirming one
of them and meanwhile negating the other. Furthermore, to make full use of these
methods, international companies should be able to figure out which one is suitable
for themselves most. Only in this way can they become more competitive in a trend of
globalization and expand their markets.

4.2) Implication
Considering the fact that both adaptation and standardization have their own benefits,
the long debate of whether multinational corporations should either standardize their
products or adapt them to different cultures continues to be a focus of researches. But
we can be inspired by the cases of McDonald and Apple that what plays a crucial role
in the choice of these two strategies for products is the type of industry that a
company operates in. Products of high technology such as automotive and electronic
industry are more appropriate for standardization no matter culture, language nor
traditions. While food industry tends to prefer adaptation concerning the vital factors
dominating food markets such as eating habits vary in different cultures.
For a fast food retailer like McDonald, product adaptation strategy is definitely more
profitable because food is combined extraordinarily tight with specific culture all the
time. There are various factors of local conditions that will influence the promotion of
food, such as eating habits of the people, religious belief, customs and values. Without
taking these into consideration, a multinational corporation is likely to get trapped
when trying to enter a foreign market. That is why McDonald determines to adapt
22
their products to local culture and meet the consumers preference. For instance, they
do not provide beef hamburgers in India and supply rice-chicken combos in China.
These intercultural transformations of menus and other service have gained peoples
identification and to some extent decrease the boundaries of different cultures. It
indicates McDonalds attempt to respect cultural differences and adapt to local culture.
Hence it can be able to defeat a large amount of its other competitors and expand
rapidly in different districts.
However, unlike food products, electronic ones such as laptops and mobile phones are
not so much related to culture. They are hardly affected by cultural distinctions. There
are few cultural restraints for electronic products compared to food supplies. What
matters to the consumers is whether the functions of them are excellent. In this way,
there is no need for Apple to make all efforts to adapt their computers or cell phones
to the mix-culture markets; what should they focus on is to continuously upgrade their
goods and bring out new, insanely great innovations. In fact, Apple sticks to a global
strategy, selling the same products and sustaining identical image and values all
around the world.
Furthermore, the second thing we may learn from these two examples is that a
cross-cultural company actually cannot follow only adaptation or standardization: it
should be a mix strategy. McDonald does make some changes in terms of different
cultures, but meanwhile it sells many same hamburgers everywhere. Apple seems to
stress on standardization, but it also brings up with some adaptation in its apps based
on various countries. On the one hand, they both make choice of their major
marketing strategy: McDonald for adaptation and Apple for standardization. On the
other hand, they do not ignore the benefit of the other one and manage to create a mix
in order to be more flexible in their targeting markets.

4.3) limitation of the project
In this study, it discusses about multinational corporations success through two
different strategies: standardization and adaptation in mix-culture markets and
23
implicates that the decision of companies relies on the type of products they produce.
However, there are some limitations in this project.
Firstly, there are definitely a great deal of factors that influence a companys decision
towards standardization and adaptation. However, in the implication, by comparing
McDonald and Apple, only the factor: the type of products is being illustrated. To
work out what is the most conclusive reason; further investigation must be carried on
based on the cases of corporations which produce the same type of products.
Secondly, as it has been mentioned above, companies should neither completely for
nor against standardization or adaptation. Then there ought to be a balance between
them. So further study can be made to explore the degree to how the firms manage to
adapt or standardize their products.


24
Reference:
1. (n.a), February 2
nd
2014, McDonalds Corporation 2013 annual report, Page 10.
2. (n.a), February 2
nd
2014, McDonalds Corporation 2013 annual report, Page 11.
3. (n.a), McDonalds around the world.
http://www.thetravelalmanac.com/food/mcdonalds/discussion.htm
4. (n.a), BBC News, September 4
th
2012, McDonalds opens vegetarian-only
restaurant.
http://www.bbc.com/news/business-19479013
5. (n.a), China Daily, October 29
th
2013, Chinese fast food firms challenged
McDonalds.
http://www.chinadaily.com.cn/bizchina/2013-10/29/content_17065973.htm
6. (n.a), Peoples Daily Online, June 6
th
2013, McDonalds hopes to wow Chinese
with rice.
http://english.peopledaily.com.cn/90778/8272784.html
7. Cleveland M and Laroche M ,2007, Acculturation to the global consumer culture:
Scale development and research paradigm, Journal of Business Research,
249-259.
8. Douglas S. P. and Wind. Y, 1987, The Myth of Globalization, Columbia Journal
of World Business ,1929.
9. Ghantous.N, 15-16th April 2008, Brand internationalization strategy beyond the
standardization/ adaptation dichotomy, Presented on Thought Leaders
International Conference on Brand Management, Birmingham- UK.
10. Kotler P, 1982, Global Standardization-Courting Danger, The Journal of
Consumer Marketing.
11. Lissette Wallgren, December 2007, The complex service fieldIs it possible to
standardize?, Kristianstad University, 34.
12. Robert Bartels ,1968, Are Domestic and International Marketing Dissimilar?,
Journal of Marketing.
13. Valdez, 2011, Adaptation marketing strategy, accessed on March 16 2014,
25
http://www.ehow.com/info_8335809_adaptation-marketing-strategy.html
14. (n.a), Apple Promotional Strategy
http://macapplepod.wikispaces.com/Promotional+Strategy
15. Arun Kottolli, July 11, 2011, Apples Market positioning.
http://arunkottolli.blogspot.se/2011/07/apples-market-positioning.html
16. Remi Otani, May 26, 2009, Case study: Why did iPhone not succeed in the
Japanese Market?
http://www.slideshare.net/RemingInSydney/case-study-why-did-iphone-not-succe
ed-in-the-japanese-market
















26
Appendix:
Questionnaire 1

*
20
20-30
30-40
40
*
1-2
3
1-2
3

*




*

27



*















28
Questionnaire 2
ADVERTISING-
1)Select the main advertising media used by apple corp in your country?
a)internet
b)tv
c)print
e)other..please specify
2)Does the apple brand communicate itself in your local dialect(ad campaign etc)?
a)yes
b)no
3)In your opinion, who has complete influence over approving promoting stategies for
you country?
a)your local subsidiary
b)Parent corp
c)Joint decision
PRODUCT-
4)Is the apple product's quality in your country different than the world market?
a)yes
b)no
5)Is the product design (trademark,warranty,user interface)different in your country
that the world market?
a)yes
b)no
if yes: how?
6)Is the apple's product packaging(style,colour,shape,language) customized for your
country?
29
a)yes
b)no
7)Is the product's brandname changed keeping in mind the cultural context?
a)yes
b)no
PERSONAL SELLING-
8)Do you think that the level and training provided to the sales force is same as the
international market?
a)yes
b)no
9)Do you believe that the background and experience of Sales personnel same as that
of home country?
a)yes
b)no
OVERALL AREAS-
10)What is the process for selling apple goods in your country(major distribution
channel)?
a)Direct personal sale;Superstores
b)Direct online sale
c)Indirect through channels;small local stores
11)Is the Price of apple goods adjusted for your country's market, compared to
product's home market?
a)yes
b)no
12)In your opinion, does apple's customer service same as its home market?
a)yes
30
b)no
13)Please rank,in order of importance, what you think are factors considered when
pricing the product for your market
a)competition
b)product costs(i.e. manufacturing,logistics etc)
c)global objectives and guidelines
d)consumer demand
e)disributor needs
f)economic conditions
g)government regulations and standards