Riassunto analitico
The primary objective of this master's thesis is to examine the process of selecting distributors for small and medium-sized enterprises (SMEs) that aim to expand into new countries through distributor partnerships. The thesis will specifically focus on conducting a case study of Società Cooperativa Bilanciai's entry into the Spanish AWI market.
The study will begin by providing a concise analysis of the different entry modes available to companies seeking expansion in new markets. Subsequently, it will delve into Bilanciai's decision to enter the Spanish AWI market by leveraging distributor relationships.
By exploring this case study, the thesis aims to shed light on the distributor selection process and its significance for SMEs venturing into international markets. It will examine the factors considered by Bilanciai during their expansion and offer insights into the challenges and opportunities encountered in their pursuit of distributor partnerships in the Spanish AWI market.
The case study presented in this thesis is directly connected to my personal internship experience at Società Cooperativa Bilanciai, which took place from November 2022 to April 2023. The company operates in the NAWI and AWI market in Italy and has been actively pursuing business expansion in other countries with promising outcomes over the past few decades. However, it is important to acknowledge that each sector and country requires the adaptation of techniques. In the past, attempts were made to employ a standardized mode of entry for different countries, but this approach did not always yield the expected results.
I have observed a lack of information regarding the true size and potential of the Spanish market, primarily due to the company's scale, which often leads to both financial risks and missed opportunities. However, my internship provides me with a unique opportunity to analyze the situation from an internal and external perspective. To gain a more expert and practical understanding, I will conduct interviews and surveys with the staff responsible for the AWI line and the Spanish market. By integrating their viewpoints and insights into my work, I can enhance the overall analysis and gather valuable information.
In addition to conducting interviews, I will utilize a comprehensive database provided by the company. This database contains data on the company's performance as well as that of other market operators over the past years. To ensure an accurate market analysis in Spain, I will employ various tools and resources, including national databases, relevant statistics, and the D&B Hoovers website, among others. By leveraging these sources, I will gather the necessary information to conduct a thorough and reliable analysis of the Spanish market.
Wishing a good reading,
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Abstract
The primary objective of this master's thesis is to examine the process of selecting distributors for small and medium-sized enterprises (SMEs) that aim to expand into new countries through distributor partnerships. The thesis will specifically focus on conducting a case study of Società Cooperativa Bilanciai's entry into the Spanish AWI market.
The study will begin by providing a concise analysis of the different entry modes available to companies seeking expansion in new markets. Subsequently, it will delve into Bilanciai's decision to enter the Spanish AWI market by leveraging distributor relationships.
By exploring this case study, the thesis aims to shed light on the distributor selection process and its significance for SMEs venturing into international markets. It will examine the factors considered by Bilanciai during their expansion and offer insights into the challenges and opportunities encountered in their pursuit of distributor partnerships in the Spanish AWI market.
The case study presented in this thesis is directly connected to my personal internship experience at Società Cooperativa Bilanciai, which took place from November 2022 to April 2023. The company operates in the NAWI and AWI market in Italy and has been actively pursuing business expansion in other countries with promising outcomes over the past few decades. However, it is important to acknowledge that each sector and country requires the adaptation of techniques. In the past, attempts were made to employ a standardized mode of entry for different countries, but this approach did not always yield the expected results.
I have observed a lack of information regarding the true size and potential of the Spanish market, primarily due to the company's scale, which often leads to both financial risks and missed opportunities. However, my internship provides me with a unique opportunity to analyze the situation from an internal and external perspective. To gain a more expert and practical understanding, I will conduct interviews and surveys with the staff responsible for the AWI line and the Spanish market. By integrating their viewpoints and insights into my work, I can enhance the overall analysis and gather valuable information.
In addition to conducting interviews, I will utilize a comprehensive database provided by the company. This database contains data on the company's performance as well as that of other market operators over the past years. To ensure an accurate market analysis in Spain, I will employ various tools and resources, including national databases, relevant statistics, and the D&B Hoovers website, among others. By leveraging these sources, I will gather the necessary information to conduct a thorough and reliable analysis of the Spanish market.
Wishing a good reading,
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