HAL will be down for maintenance from Friday, June 10 at 4pm through Monday, June 13 at 9am. More information
Skip to Main content Skip to Navigation
Master Thesis

What we can learn from New Zealand Exporters? The establishment of international B2B distribution channels for high value products

Abstract : This paper aims to research, understand, and provide a simple guide to companies about the establishment of international B2B distribution channels for high value products. This topic was chosen as a relevant topic of interest after having worked in the European-based, sales and marketing team at Manta5. Manta5 is a young company based in New Zealand who sells the world’s first hydrofoiling, electric bicycle and has recently started distribution internationally. My internship included the administration of sales, European PR and digital marketing activity support, direct sales support & EU event support. This research undertook three main steps, including; a comprehensive study of available literature in the form of journal papers, articles, and other studies; interviews with experts; a survey of a larger group of experts. Using these three research methods, four main subjects were studied; challenges for exporters, finding distributors, distribution strategies, solutions for exporters. These four subjects were comprehensively studied to reveal the themes that were held in common between the three various research methods as a form of data validation. This was undertaken with simple Venn diagrams, which were then amalgamated into a final summary of all the subjects into a single document, called the ‘cheat sheet’. This cheat sheet provides all companies that fit the description of this topic with a concise, simple, and practical guide to the establishment of international B2B distribution channels for high value products. This study did have some limitations to the resources and time available, but the results and implications suggest that future research on topic, considering the recommendations made, will reveal more concrete guides for companies. As the information learned in this study may also be valuable and interesting to other companies and countries in the world, it was named, “What can we learn from New Zealand exporters?”
Document type :
Master Thesis
Complete list of metadata

https://dumas.ccsd.cnrs.fr/dumas-03563247
Contributor : Grenoble Iae Connect in order to contact the contributor
Submitted on : Wednesday, February 9, 2022 - 3:29:58 PM
Last modification on : Monday, March 14, 2022 - 3:30:56 AM
Long-term archiving on: : Tuesday, May 10, 2022 - 6:56:18 PM

File

WILLS_HENRY_memoire.pdf
Files produced by the author(s)

Licence


Distributed under a Creative Commons Attribution - NonCommercial - NoDerivatives 4.0 International License

Identifiers

  • HAL Id : dumas-03563247, version 1

Citation

Henry Wills. What we can learn from New Zealand Exporters? The establishment of international B2B distribution channels for high value products. Business administration. 2021. ⟨dumas-03563247⟩

Share

Metrics

Record views

14

Files downloads

3