The Gulf Cooperation Council (GCC) region, which includes Saudi Arabia, the United Arab Emirates, Qatar, and Kuwait, is experiencing rapid growth and development, particularly in the construction and real estate sectors. This presents a significant opportunity for architectural firms to capitalize on the emerging business opportunities in the region. However, entering and succeeding in the GCC market requires a strategic and informed approach. This thesis examines the potential for European architectural small and medium-sized enterprises (SMEs) to capitalize on emerging opportunities in the GCC market. The study investigates various factors that contribute to the scale-up and development of SMEs, including modes of entry, internal firm characteristics, host market characteristics, home-country specific competitive advantages, motives for development, and methods of securing overseas work. A comprehensive survey of the GCC market is conducted, focusing on macro-segmentation, micro-segmentation, clients, competitors, and potentiality in Saudi Arabia, Qatar, and the United Arab Emirates in specific. The research adopts a mixed-methods approach. However, particular cases for empirical analysis are selected, and empirical materials are collected through interviews and questionnaires. Data analysis involves the comparison and summarization of interviews and questionnaires, as well as the application of SWOT and PESTEL analyses. This thesis presents empirical findings that uncover the value and risks linked to the development of European architectural SMEs in the GCC market. The study delves into strategies and feasibility considerations, specifically focusing on the business model. Drawing on these empirical findings and analysis, the thesis concludes by providing a roadmap tailored for European architectural SMEs to successfully navigate the GCC market. This roadmap underscores the significance of comprehending the distinctive characteristics of the GCC market, capitalizing on competitive advantages, devising effective strategies, and conducting thorough feasibility assessments for market entry and operations. Overall, this research offers valuable insights and guidance to decision makers foster international growth and expansion in the architectural sector.
La regione del Consiglio di Cooperazione del Golfo (GCC), che include l'Arabia Saudita, gli Emirati Arabi Uniti, il Qatar e il Kuwait, sta vivendo una crescita e uno sviluppo rapidi, in particolare nei settori delle costruzioni e dell'immobiliare. Ciò rappresenta una significativa opportunità per le aziende architettoniche al fine di sfruttare le emergenti opportunità commerciali nella regione. Tuttavia, entrare e avere successo nel mercato del GCC richiede un approccio strategico e informato. Questa tesi esamina il potenziale delle piccole e medie imprese architettoniche europee (SME) di sfruttare le opportunità emergenti nel mercato del GCC. Lo studio investiga vari fattori che contribuiscono alla crescita e allo sviluppo delle PMI, tra cui le modalità di ingresso, le caratteristiche interne dell'azienda, le caratteristiche del mercato ospitante, i vantaggi competitivi specifici del paese di origine, le motivazioni per lo sviluppo e i metodi per garantire lavori all'estero. Viene condotto un ampio sondaggio del mercato del GCC, focalizzandosi sulla macro-segmentazione, micro-segmentazione, clienti, concorrenti e potenzialità in Arabia Saudita, Qatar e Emirati Arabi Uniti in particolare. La ricerca adotta un approccio di tipo misto. Tuttavia, vengono selezionati casi specifici per l'analisi empirica e i materiali empirici vengono raccolti attraverso interviste e questionari. L'analisi dei dati prevede il confronto e la sintesi delle interviste e dei questionari, nonché l'applicazione di analisi SWOT e PESTEL. Questa tesi presenta risultati empirici che svelano il valore e i rischi legati allo sviluppo delle PMI architettoniche europee nel mercato del GCC. Lo studio approfondisce le strategie e le considerazioni di fattibilità, concentrandosi in particolare sul modello di business. Sulla base di questi risultati empirici e analisi, la tesi conclude fornendo una roadmap personalizzata per le PMI architettoniche europee per navigare con successo nel mercato del GCC. Questa roadmap sottolinea l'importanza di comprendere le caratteristiche distintive del mercato del GCC, sfruttare i vantaggi competitivi, elaborare strategie efficaci e condurre approfondite valutazioni di fattibilità per l'ingresso nel mercato e le operazioni. Nel complesso, questa ricerca offre preziosi insights e orientamenti per i decision maker al fine di promuovere la crescita e l'espansione internazionale nel settore architettonico.
Capitalize on emerging GCC opportunities : a roadmap for European architectural SME's
HIJAZI, HASSAN
2022/2023
Abstract
The Gulf Cooperation Council (GCC) region, which includes Saudi Arabia, the United Arab Emirates, Qatar, and Kuwait, is experiencing rapid growth and development, particularly in the construction and real estate sectors. This presents a significant opportunity for architectural firms to capitalize on the emerging business opportunities in the region. However, entering and succeeding in the GCC market requires a strategic and informed approach. This thesis examines the potential for European architectural small and medium-sized enterprises (SMEs) to capitalize on emerging opportunities in the GCC market. The study investigates various factors that contribute to the scale-up and development of SMEs, including modes of entry, internal firm characteristics, host market characteristics, home-country specific competitive advantages, motives for development, and methods of securing overseas work. A comprehensive survey of the GCC market is conducted, focusing on macro-segmentation, micro-segmentation, clients, competitors, and potentiality in Saudi Arabia, Qatar, and the United Arab Emirates in specific. The research adopts a mixed-methods approach. However, particular cases for empirical analysis are selected, and empirical materials are collected through interviews and questionnaires. Data analysis involves the comparison and summarization of interviews and questionnaires, as well as the application of SWOT and PESTEL analyses. This thesis presents empirical findings that uncover the value and risks linked to the development of European architectural SMEs in the GCC market. The study delves into strategies and feasibility considerations, specifically focusing on the business model. Drawing on these empirical findings and analysis, the thesis concludes by providing a roadmap tailored for European architectural SMEs to successfully navigate the GCC market. This roadmap underscores the significance of comprehending the distinctive characteristics of the GCC market, capitalizing on competitive advantages, devising effective strategies, and conducting thorough feasibility assessments for market entry and operations. Overall, this research offers valuable insights and guidance to decision makers foster international growth and expansion in the architectural sector.| File | Dimensione | Formato | |
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https://hdl.handle.net/10589/212319