Evaluation of cooperation between principal and foreign partners in export business - Case: Tamtron Group
Häkkinen, Sami (2009)
Häkkinen, Sami
HAAGA-HELIA ammattikorkeakoulu
2009
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-200903061615
https://urn.fi/URN:NBN:fi:amk-200903061615
Tiivistelmä
The primary objective of the thesis was to find out how the foreign representatives of Tam-tron Group evaluate the cooperation between them and Tamtron Group. The study was con-ducted from the foreign representatives’ point of view. The meaning was to identify how the foreign representatives experience the cooperation. The intention was to gather information for Tamtron Group to help it to improve these relationships.
The study was conducted by using quantitative methods. The data was collected by using a self-completion questionnaire which was sent by email. The questionnaire contained both multiple choice questions and open questions. The sample of the research included all the foreign representatives of Tamtron Group. The questions handled the overall assessment of the relationship, positive aspects in the relationship, challenges facing the representatives and development ideas of the representatives. All the foreign representatives were categorized according to how long relationship they had with Tamtron Group. The categorization was made in order to see whether there were differences in the answers between the different groups.
The study shows that the foreign representatives are in general satisfied with the cooperation. The overall satisfaction of all the representatives was basically at the same level, not depending on the length of the relationship they had with Tamtron Group. The most positive aspect in the relationship seemed to be the personal relations. The price reasoning and lack of technical competence formed the biggest challenges for the representatives. The issues for development seem to be technical and commercial training and more marketing material in representative’s own language.
The answers of the respondents to questions concerning challenges facing the representatives and development ideas varied to some extent according to the length of relationship. Lack of technical competence seemed to be bigger problem for representatives who had only few years’ relationship with Tamtron Group than for representatives with longer experience. This means that Tamtron Group should focus on different issues on different phases of the relationship in order to improve the cooperation.
The study was conducted by using quantitative methods. The data was collected by using a self-completion questionnaire which was sent by email. The questionnaire contained both multiple choice questions and open questions. The sample of the research included all the foreign representatives of Tamtron Group. The questions handled the overall assessment of the relationship, positive aspects in the relationship, challenges facing the representatives and development ideas of the representatives. All the foreign representatives were categorized according to how long relationship they had with Tamtron Group. The categorization was made in order to see whether there were differences in the answers between the different groups.
The study shows that the foreign representatives are in general satisfied with the cooperation. The overall satisfaction of all the representatives was basically at the same level, not depending on the length of the relationship they had with Tamtron Group. The most positive aspect in the relationship seemed to be the personal relations. The price reasoning and lack of technical competence formed the biggest challenges for the representatives. The issues for development seem to be technical and commercial training and more marketing material in representative’s own language.
The answers of the respondents to questions concerning challenges facing the representatives and development ideas varied to some extent according to the length of relationship. Lack of technical competence seemed to be bigger problem for representatives who had only few years’ relationship with Tamtron Group than for representatives with longer experience. This means that Tamtron Group should focus on different issues on different phases of the relationship in order to improve the cooperation.