Skip to main content

LUP Student Papers

LUND UNIVERSITY LIBRARIES

Internationalisering av Små och Medelstora Företag - En fallstudie på QlikTech -

Carlsson, Robert and Olsson, Björn (2003) MIO920
Production 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:
author
Carlsson, Robert and Olsson, Björn
supervisor
organization
course
MIO920
year
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},
}