Internationalisering av Små och Medelstora Företag - En fallstudie på QlikTech -
(2003) MIO920Production Management
- Abstract
- This master thesis examines the internationalization of small and medium-seized enterprises
with focus on how companies should proceed to establish sales activities overseas. Our thesis
work has been done at QlikTech, a small international software company.
QlikTech intends to penetrate the British market. The purpose of this master thesis is to create
strategies how to gain market shares in the British market.
The work consists of two surveys. The first part investigates which entry modes that can be
used to penetrate a new market. This survey consists of interviews with people experienced in
the process of internationalization and of literature studies. The second part is an investigation
of QlikTech and is based on interviews.
... (More) - This master thesis examines the internationalization of small and medium-seized enterprises
with focus on how companies should proceed to establish sales activities overseas. Our thesis
work has been done at QlikTech, a small international software company.
QlikTech intends to penetrate the British market. The purpose of this master thesis is to create
strategies how to gain market shares in the British market.
The work consists of two surveys. The first part investigates which entry modes that can be
used to penetrate a new market. This survey consists of interviews with people experienced in
the process of internationalization and of literature studies. The second part is an investigation
of QlikTech and is based on interviews.
The results show that internationalization is about selling to a customer on a foreign market
through one or several market channels. A market channel consists of actors with different
functions. Those functions the company cannot manage have to be handled out by other
actors. The process of internationalization should start with an analysis based on company and
product specific factors and the foreign market. It is also useful to carry out a market analysis.
Together these analyses will determine the choice of market channels.
After completing the analysis our recommendation to QlikTech are to penetrate the British
market in a structured way by using a few resellers and partners selling and implementing ITsolutions.
By selecting resellers carefully and in the same time start searching for appropriate
partners, these two alternatives can complement each other. To succeed this strategy a market
analysis should be carried out to guarantee the best choice of resellers and partners. The
strategy must also consist of a partner program establishment that enables a high-performed
cooperation.
Finally, choosing an internationalization strategy is a decision based on several issues. There
is no general optimal choice. Every company facing this challenge must take a decision based
on their own unique situation. (Less)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/2007526
- author
- Carlsson, Robert and Olsson, Björn
- supervisor
- organization
- course
- MIO920
- year
- 2003
- type
- M1 - University Diploma
- subject
- other publication id
- 03/5179
- language
- Swedish
- id
- 2007526
- date added to LUP
- 2011-06-30 16:17:35
- date last changed
- 2011-06-30 16:17:35
@misc{2007526, abstract = {{This master thesis examines the internationalization of small and medium-seized enterprises with focus on how companies should proceed to establish sales activities overseas. Our thesis work has been done at QlikTech, a small international software company. QlikTech intends to penetrate the British market. The purpose of this master thesis is to create strategies how to gain market shares in the British market. The work consists of two surveys. The first part investigates which entry modes that can be used to penetrate a new market. This survey consists of interviews with people experienced in the process of internationalization and of literature studies. The second part is an investigation of QlikTech and is based on interviews. The results show that internationalization is about selling to a customer on a foreign market through one or several market channels. A market channel consists of actors with different functions. Those functions the company cannot manage have to be handled out by other actors. The process of internationalization should start with an analysis based on company and product specific factors and the foreign market. It is also useful to carry out a market analysis. Together these analyses will determine the choice of market channels. After completing the analysis our recommendation to QlikTech are to penetrate the British market in a structured way by using a few resellers and partners selling and implementing ITsolutions. By selecting resellers carefully and in the same time start searching for appropriate partners, these two alternatives can complement each other. To succeed this strategy a market analysis should be carried out to guarantee the best choice of resellers and partners. The strategy must also consist of a partner program establishment that enables a high-performed cooperation. Finally, choosing an internationalization strategy is a decision based on several issues. There is no general optimal choice. Every company facing this challenge must take a decision based on their own unique situation.}}, author = {{Carlsson, Robert and Olsson, Björn}}, language = {{swe}}, note = {{Student Paper}}, title = {{Internationalisering av Små och Medelstora Företag - En fallstudie på QlikTech -}}, year = {{2003}}, }