Skip to main content

Why China loves Apple

By Jeongwen Chiang, Special to CNN
January 15, 2013 -- Updated 1731 GMT (0131 HKT)
Apple staff welcoming customers in the new Apple store at WangFujin business district in Beijing on October 20, 2012.
Apple staff welcoming customers in the new Apple store at WangFujin business district in Beijing on October 20, 2012.
STORY HIGHLIGHTS
  • Apple CEO Tim Cook expects China to become the No. 1 market for the company
  • Jeongwen Chiang: Google or Facebook can only watch with envy
  • He says Apple mainly sells hardware, which doesn't run into censorship problems
  • Chiang: iPhones and iPads are also considered status symbols among elites

Editor's note: Jeongwen Chiang is professor of marketing and chair of the department of marketing at China Europe International Business School.

(CNN) -- Apple CEO Tim Cook expects China, the world's most populous country, to become the No. 1 market for the company.

Equally heavyweight tech companies Google or Facebook can only watch with envy. It is not because of lack of effort that they are nowhere near the success of Apple in China. Their businesses are just too different.

The Chinese government's tight control on freedom of information flow applies especially to the Internet. Web access is filtered on a regular basis. Social media websites such as Facebook and Twitter are blocked because the government deems them as potential hot spots for facilitating politically sensitive or socially inappropriate content.

Meanwhile, Google is operational in China but has to route all searches to its Hong Kong site, and the access is often interrupted. So, it is fair to say that the Chinese government is the reason why companies such as Google and Facebook are not doing well in China.

Jeongwen Chiang
Jeongwen Chiang

In contrast, Apple mainly sells hardware, so it has not run into any censorship problems.

Chinese consumers love electronic gadgets. Mobile phones are ubiquitous. Apple is doing incredibly well because its products are so much more attractive and pricy. The iPhone quickly become a status symbol product in Chinese social circles since its debut. Likewise, the iPad also joined the must-have list as soon as it was launched.

Become a fan of CNNOpinion
Stay up to date on the latest opinion, analysis and conversations through social media. Join us at Facebook/CNNOpinion and follow us @CNNOpinion on Twitter. We welcome your ideas and comments.



If someone wants to lubricate his "guanxi" -- relationship -- with an important person, these two products are often the gift of choice. Before the iPad reached China, a businessman in Shanghai told me that in the back of his car trunk, he had stocked at least 20 iPads, all bought in Hong Kong. "It is the most-loved present for government officials," he claimed.

The social pressure of having an Apple product is strong, especially as the wealthy elites set the trend. If a middle class Chinese consumer cannot afford an expensive car or watch, sporting an iPhone may be just as good. Even the bad press surrounding Foxconn, the main manufacturer of Apple products, did not make too much of a dent on the company's sales.

There is no doubt that China will be an important market for Apple in the coming years. Among the three main telecommunications companies in the country, China Mobile is the only one without Apple's iPhone support despite the fact that it is the largest operator with nearly 700 million subscribers. Many high-end China Mobile customers still stay in 2G network because China Mobile's 3G network does not have iPhones. If China Mobile gets its own version of iPhone, as rumor has it recently, then it would be a shot in the arm for Apple.

Is Apple losing its appeal?
Is Apple's iPad Mini really worth it?
2011: Features of iPhone 4S

Interestingly enough, Apple's growth in China is all from its hardware.

Its iTunes store sales from music, videos, books or apps downloads are almost negligible. This has nothing to do with the government. There is no censorship of iTunes other than Apple's own self-screening mechanism.

Poor sales from iTunes store owe more to the fact that the Chinese are habitually reluctant to pay for intellectual properties. To make things worse, there are so many websites that offer "jailbreak" tips so that people can easily bypass Apple and get free downloads elsewhere.

There are rumors that Apple might consider adding a cheaper version of the iPhone for the Chinese market. In light of the fast growing smartphone market, cheaper phones seem to make sense especially since there are still millions of Chinese who cannot afford a pricy iPhone of 5000 yuan (roughly $800 dollars).

But Apple should stay away from the idea.

It does not make sense to sacrifice profit margin just for a greater market share. Doing so would tarnish the premium image of Apple and erode the love and loyalty of the elites. One lesson that Apple can learn is that not long ago, Nokia used to own the Chinese market but it became so popular that it lost its appeal to the elites. Nokia ended up trying a new brand, Vertu, to entice consumers, but it was not very successful.

By building more retail stores in China, Apple would certainly accelerate its growth. But the challenge is to maintain its prestige so that consumers would not lose interest and crave for a new elite brand.

Apple might also want to rethink its iTunes Store business model in China so that it can generate sales in other ways. Hardware comes and goes. One day, Apple products can and will be replaced. But demand for books, movies, music, and apps is ongoing.

Will Apple find a way to tap into the Chinese consumption for content? We'll just have to see.

Follow us on Twitter @CNNOpinion

Join us on Facebook/CNNOpinion

The opinions expressed in this commentary are solely those of Jeongwen Chiang.

ADVERTISEMENT
Part of complete coverage on
July 9, 2014 -- Updated 2047 GMT (0447 HKT)
World War I ushered in an era of chemical weapons use that inflicted agonizing injury and death. Its lethal legacy lingers into conflicts today, Paul Schulte says
July 10, 2014 -- Updated 1201 GMT (2001 HKT)
Mel Robbins says many people think there's "something suspicious" about Leanna Harris. But there are other interpretations of her behavior
July 9, 2014 -- Updated 2006 GMT (0406 HKT)
Newt Gingrich warns that President Obama's border plan spends too much and doesn't do what is needed
July 9, 2014 -- Updated 1753 GMT (0153 HKT)
Amy Bass says Germany's rout of Brazil on its home turf was brutal, but in defeat the Brazilian fans' respect for the victors showed why soccer is called 'the beautiful game'
July 8, 2014 -- Updated 1754 GMT (0154 HKT)
Errol Lewis says if it really wants to woo black voters away from the Democrats, the GOP better get behind its black candidates
July 9, 2014 -- Updated 2107 GMT (0507 HKT)
Aaron Carroll explains how vaccines can prevent illnesses like measles, which are on the rise
July 9, 2014 -- Updated 0008 GMT (0808 HKT)
Aaron Miller says if you think the ongoing escalation between Israel and Hamas over Gaza will force a moment of truth, better think again
July 8, 2014 -- Updated 2241 GMT (0641 HKT)
Martin Luther King Jr. fought and died so blacks would no longer be viewed as inferior but rather enjoy the same inherent rights given to whites in America.
July 9, 2014 -- Updated 1147 GMT (1947 HKT)
Alex Castellanos says recent low approval ratings spell further trouble for the President
July 9, 2014 -- Updated 0349 GMT (1149 HKT)
Paul Begala says Boehner's plan to sue Obama may be a stunt for the tea party, or he may be hoping the Supreme Court's right wing will advance the GOP agenda that he could not
July 6, 2014 -- Updated 1659 GMT (0059 HKT)
The rapture is a bizarre teaching in fundamentalist circles, made up by a 19th-century theologian, says Jay Parini. It may have no biblical validity, but is a really entertaining plot device in new HBO series
July 7, 2014 -- Updated 1749 GMT (0149 HKT)
Ruben Navarrette: President Obama needs to send U.S. marshals to protect relocating immigrant kids.
July 8, 2014 -- Updated 1903 GMT (0303 HKT)
Norman Matloff says a secret wage theft pact between Google, Apple and others highlights ethics problems in Silicon Valley.
July 8, 2014 -- Updated 2237 GMT (0637 HKT)
The mother of murdered Palestinian teenager Mohammed Abu Khder cries as she meets Palestinian president Mahmoud Abbas in Ramallah, West Bank on July 7, 2014.
Naseem Tuffaha says the killing of Israeli teenagers has rightly brought the world's condemnation, but Palestinian victims like his cousin's slain son have been largely reduced to faceless, nameless statistics.
July 9, 2014 -- Updated 2028 GMT (0428 HKT)
Danny Cevallos says charging the dad in the hot car death case with felony murder, predicated on child neglect, was a smart strategic move.
July 8, 2014 -- Updated 1326 GMT (2126 HKT)
Van Jones says our nation is sitting on a goldmine of untapped talent. The tech companies need jobs, young Latinos and blacks need jobs -- so how about a training pipeline?
July 7, 2014 -- Updated 1309 GMT (2109 HKT)
A drug that holds hope in the battle against hepatitis C costs $1,000 per pill. We can't solve a public health crisis when drug makers charge such exorbitant prices, Karen Ignagni says.
July 7, 2014 -- Updated 1133 GMT (1933 HKT)
Julian Zelizer says our political environment is filled with investigations or accusations of another scandal; all have their roots in the scandal that brought down Richard Nixon
July 6, 2014 -- Updated 1814 GMT (0214 HKT)
Sally Kohn says Boehner's lawsuit threat is nonsense that wastes taxpayer money, distracts from GOP's failure to pass laws to help Americans
July 7, 2014 -- Updated 1526 GMT (2326 HKT)
Speaker John Boehner says President Obama has circumvented Congress with his executive actions and plans on filing suit against the President this month
July 7, 2014 -- Updated 1331 GMT (2131 HKT)
Hands down, it's 'Hard Day's Night,' says Gene Seymour-- the exhilarating, anarchic and really fun big screen debut for the Beatles. It's 50 years old this weekend
July 2, 2014 -- Updated 2201 GMT (0601 HKT)
Belinda Davis says World War I plunged millions of women across the globe into "men's jobs," even as they kept home and hearth. The legacy continues into today.
July 3, 2014 -- Updated 1824 GMT (0224 HKT)
Pablo Alvarado says all the children trying to cross the U.S. border shows immigration is a humanitarian crisis that can't be solved with soldiers and handcuffs.
July 3, 2014 -- Updated 1151 GMT (1951 HKT)
Elizabeth Mitchell says Frédéric Auguste Bartholdi dreamt up the symbolic colossus not for money, but to embody a concept--an artwork to amaze for its own sake. Would anyone do that today?
July 2, 2014 -- Updated 1601 GMT (0001 HKT)
Wendy Townsend says Jamaica sold two protected islands to China for a huge seaport, which could kill off a rare iguana and hurt ecotourism.
ADVERTISEMENT