An Entry Model of Channel Selection for the Indian Market
Pervaiz, Waqas (2020)
Pervaiz, Waqas
2020
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2020052814639
https://urn.fi/URN:NBN:fi:amk-2020052814639
Tiivistelmä
The case company of this thesis is struggling with sales and revenues from its local markets due to rising technological competitiveness in the industry of hi-tech devices and availability of automated solutions in the European markets. Another reason is the tough competition from technological giants and their huge investments into R&D which revolutionized the industry of technology, while leaving micro and macro level entrepreneurs with financial challenges, especially in countries like Scandinavia.
The purpose of this study was to provide a robust model for the selection of potential business partners in foreign emerging market (in this case India) as a solution to an existing problem with sales and revenue that the case company is facing over the last few years.
The study was conducted using qualitative research methods, including interviews of the CEO of company. Additionally, observations of working in the organization were used for finding the necessary information about the company´s needs. The current state analysis helped in the evaluation of important KPI's and brought into light the issues to be considered as vital factors for the theoretical framework. The theoretical framework was built using books and best practice materials, videos from YouTube (about online channels) and other related materials. The main topics were Channel Development plan, Entry strategy for the Indian market, and Emerging markets of the world.
The outcome of the thesis is an entry model for the channel Selection for the Indian Market that also provides options of available agreement types that suit the needs of foreign com-pany while putting its feet on the Indian soil. The proposed model should decrease the company's efforts in finding the appropriate channel partners in India and it should help to boost up its decision making while selecting modes of channels and their respective types. Additionally, the second half of the proposed model consists on most suitable agreement types which could be helpful for a foreign trader in far distant country.
The purpose of this study was to provide a robust model for the selection of potential business partners in foreign emerging market (in this case India) as a solution to an existing problem with sales and revenue that the case company is facing over the last few years.
The study was conducted using qualitative research methods, including interviews of the CEO of company. Additionally, observations of working in the organization were used for finding the necessary information about the company´s needs. The current state analysis helped in the evaluation of important KPI's and brought into light the issues to be considered as vital factors for the theoretical framework. The theoretical framework was built using books and best practice materials, videos from YouTube (about online channels) and other related materials. The main topics were Channel Development plan, Entry strategy for the Indian market, and Emerging markets of the world.
The outcome of the thesis is an entry model for the channel Selection for the Indian Market that also provides options of available agreement types that suit the needs of foreign com-pany while putting its feet on the Indian soil. The proposed model should decrease the company's efforts in finding the appropriate channel partners in India and it should help to boost up its decision making while selecting modes of channels and their respective types. Additionally, the second half of the proposed model consists on most suitable agreement types which could be helpful for a foreign trader in far distant country.