210093 K249 A 1005-605X 2009 02-0087- 11 Competition strategies and countermeasures of Jiangnan cotton cloth firms during the Qing Dynasty FAN Jin- min LUO Xiao- xiang Department of History, Nanjing University, Nanjing 210093,China Abstract: During the Qing Dynasty, the cotton cloth firms of Jiangnan were mainly opened by Huizhou merchants. To seek profits, individual firms applied various competition strategies, cautiously selecting cloth masters to guarantee the quality of purchased cloth, increasing market shares by joint business, developing trademarks and increasing sales; depending on their own force, discipline of the trade as well as the authorities of government, capitalists of cloth firms as a group took great efforts to deal with counterfeit trademarks by preemptive measures, standardized business practices, and subsequent judicial punishment. When there were conflicts with hired labors, the firms would unite together to maximize the business profits. When facing disputes with owners of cloth processing workshops, the firms persisted in holding the right of freely choosing processing workshops in order to keep initiative of business. Key words: Qing Dynasty; Jiangnan; cotton cloth firm; Huizhou merchant; competition; countermeasure 2 1 2002 1 88-98 2 1998 1 438 87
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