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Mode of Entry Selection in Sub-Saharan Africa Mobile Market: A case study in a Telecom Company
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
2012 (English)Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
Abstract [en]

This study focuses in understand the main reasons of a Telecom Wholesale Services Company to enter into Sub-Saharan Mobile Market, the evaluation of the attractiveness and the selection of the mode of entry. To achieve this, a theoretical framework was adapted to the need of this study in order to select the market and the mode of entry.

The main outcome of this research is the suggestion of a mode of entry with a business model proposal based on a commercial strategy that mitigates the risk and uncertainties under the suggested mode of entry. Additional outcome is the prioritization of countries and ranking of target customers using an analytic hierarchy tool. Moreover, a decision making model base on decision tree analysis is recommended to be applied.

There are three main contributions in this work. First, provides a validation of new Market and Mode of Entry Selection process through an empirical research. Second, provides a new business scenario from a combination of factors in order to decide the type of mode of entry. Third, provides a case study where a large service company can behave as hard or soft services firm depending on the desired attributes.

Place, publisher, year, edition, pages
Keyword [en]
foreign market mode of entry, internationalization approach, Sub-Saharan
National Category
Engineering and Technology
URN: urn:nbn:se:kth:diva-103056OAI: diva2:558177
Available from: 2016-10-13 Created: 2012-10-02 Last updated: 2016-10-13Bibliographically approved

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