Riassunto analitico
The aim of this work is to select a foreign market for the localization of a commercial and production subsidiary of a small Italian company. The study has been conducted by working side by side with the company and the entrepreneur. The work develops in the identification and implementation of a model able to assess the specific needs of this case study. An overview of the literature on models used for manufacturing localization problems and foreign market selection is presented in order to define the general framework of the problem. Based on this review the approach that better suits the necessities of this case has been chosen. Moreover, a review of variables used in the literature to assess localization choices is presented. A sequential screening method based on three steps process has been selected. A ranking approach based on the variables identified with the entrepreneur among the ones listed in the literature has been used. In the initial screening stage, the entire territory of the U.S.A. has been taken into consideration, and the first selection of territories has been made based on the experiences of the entrepreneur. The second screening assessed the relevance of the 30 markets already identified in the first step through a multi-criteria approach implemented considering 25 input indicators. After the evaluation and validation of the ranking by the entrepreneur, the third screening, which is an in-depth analysis of the state selected through the previous screenings, is presented. Follows the validation of the decision-making process by the entrepreneur. The strength of this work is the implementation of a model that while keeping a systematic approach to the problem is able to reflect the reasoning of the entrepreneur and the needs of the firm. The results were in line with the objectives and necessities of the company. In fact, the output arises aligned with the main characteristics that the entrepreneur assigned to the ideal location.
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Abstract
The aim of this work is to select a foreign market for the localization of a commercial and
production subsidiary of a small Italian company. The study has been conducted by working
side by side with the company and the entrepreneur. The work develops in the identification and
implementation of a model able to assess the specific needs of this case study. An overview of
the literature on models used for manufacturing localization problems and foreign market
selection is presented in order to define the general framework of the problem. Based on this
review the approach that better suits the necessities of this case has been chosen. Moreover, a
review of variables used in the literature to assess localization choices is presented. A sequential
screening method based on three steps process has been selected. A ranking approach based on
the variables identified with the entrepreneur among the ones listed in the literature has been
used. In the initial screening stage, the entire territory of the U.S.A. has been taken into
consideration, and the first selection of territories has been made based on the experiences of
the entrepreneur. The second screening assessed the relevance of the 30 markets already
identified in the first step through a multi-criteria approach implemented considering 25 input
indicators. After the evaluation and validation of the ranking by the entrepreneur, the third
screening, which is an in-depth analysis of the state selected through the previous screenings, is
presented. Follows the validation of the decision-making process by the entrepreneur.
The strength of this work is the implementation of a model that while keeping a systematic
approach to the problem is able to reflect the reasoning of the entrepreneur and the needs of the
firm. The results were in line with the objectives and necessities of the company. In fact, the
output arises aligned with the main characteristics that the entrepreneur assigned to the ideal
location.
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