Options and constraints in international Sales – a comparison between the-ory and praxis

The thesis explores the existing entry modes for a market expansion. Furthermore, it analyzes determinants and elaborates a decision guideline for choosing the most suitable entry mode. Moreover, the topic of partner management and customer retention are briefly explained. At the end, the findings are applied to the market expansion of a local company which entered the Chinese market. This expansion was critically investigated, findings and learning were derived.