Market entry study to renewables energy sector in Abu Dhabi: from a local business consultant's perspective
Hirvonen, Aleksi (2023)
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2023122939198
https://urn.fi/URN:NBN:fi:amk-2023122939198
Tiivistelmä
Global warming has been in the front frame among the countries globally and, recently in December 2023, COP28 in Dubai was concluded by a historical agreement between the participating countries. The phenomena of decarbonizing have brought several new transaction opportunities for foreign firms, many aiming to a successful market entry to United Arab Emirates.
BC is a business consultancy service provider firm operating in Abu Dhabi – UAE. BC focuses on providing strategic market entry consultation for foreign companies aiming to enter the UAE market. Company X is a renewables energy (RE) equipment and solutions provider firm, seeking to enter the UAE market by the support of BC, targeting the local public sector, and negotiating and deciding a favourable market entry mode.
This is a case study that is conducted by qualitative research method and supported by phenomena’s public documents about renewables energy industry information. The aim was to research how BC can support Company X in market entry mode and decision-making processes, and what is needed to know when approaching the UAE market in internationalization context. This study is a three-tier framework, that focuses on BC’s strategic aspects, Company X’s market entry process, and on the UAE’s institutional attributes. This internationalization case is about how these tiers interconnect to each other and what is required for a potentially successful market entry project.
Literature was searched and reviewed from institutional context, such as; informal and formal institutional issues, including cultural context. Market entry and internationalization literature combines the biggest number of sources, and third part was sourced from business consultancy, organizations’ knowledge capital and information management content.
Research methodology consist of five qualitative semi-structured interviews of experienced senior international management consultants, that provides the empirical part for the research findings with the reviewed literature.
The findings and results of this paper suggests Company X’s market entry mode and its required process, how the parties’ relationships affect to each other and what dynamics and institutional factors play role in the international market entry context. BC’s role and scope of works have been elaborated thoroughly and this study as a whole proposes considerations for BC’s future strategic development as an organization.
BC is a business consultancy service provider firm operating in Abu Dhabi – UAE. BC focuses on providing strategic market entry consultation for foreign companies aiming to enter the UAE market. Company X is a renewables energy (RE) equipment and solutions provider firm, seeking to enter the UAE market by the support of BC, targeting the local public sector, and negotiating and deciding a favourable market entry mode.
This is a case study that is conducted by qualitative research method and supported by phenomena’s public documents about renewables energy industry information. The aim was to research how BC can support Company X in market entry mode and decision-making processes, and what is needed to know when approaching the UAE market in internationalization context. This study is a three-tier framework, that focuses on BC’s strategic aspects, Company X’s market entry process, and on the UAE’s institutional attributes. This internationalization case is about how these tiers interconnect to each other and what is required for a potentially successful market entry project.
Literature was searched and reviewed from institutional context, such as; informal and formal institutional issues, including cultural context. Market entry and internationalization literature combines the biggest number of sources, and third part was sourced from business consultancy, organizations’ knowledge capital and information management content.
Research methodology consist of five qualitative semi-structured interviews of experienced senior international management consultants, that provides the empirical part for the research findings with the reviewed literature.
The findings and results of this paper suggests Company X’s market entry mode and its required process, how the parties’ relationships affect to each other and what dynamics and institutional factors play role in the international market entry context. BC’s role and scope of works have been elaborated thoroughly and this study as a whole proposes considerations for BC’s future strategic development as an organization.