Channel management issues related to B2B international brands & selection process for partners
Master of Business Administration Executive
Faculty / School
Faculty of Business Administration (FBA)
Year of Award
MBA Executive Research Project
Branding -- Pakistan, Marketing, Technology
This research analyse the distribution strategy undertaken by B2B brands in Pakistan and highlights channel management issues faced entering into Pakistan via indirect channels. Cultural and market based dynamics makes Pakistan challenging market to launch global B2B brands and manage growth. Another aspect of the research is based on selecting the right partner and tools required to evaluate a channel partner. Report also introduces a channel partner selection tool that can be used exclusively for evaluating multiple channel partners; it is also tailored for value selling market as Pakistan. Program: EMBA Photocopying is prohibited. To be used within library premises Methodology: All the data in this report is collected via corporate surveys using B2B one-to-one sales call approach with key customers, using Government of Pakistan import data, company records and historical sales data and market intelligence based on experience from regional markets.
Azizullah, M. (2020). Channel management issues related to B2B international brands & selection process for partners (Unpublished graduate research project). Institute of Business Administration, Pakistan. Retrieved from https://ir.iba.edu.pk/research-projects-emba/301
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