case study - SULTANATE OF OMAN Ministry of Higher Education...

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S ULTANATE OF O MAN Ministry of Higher Education College of Applied Sciences, Salalah Business department Case Study about : NAWRAS Done by: Adil Ali Muhammad Alkhawaldi Group: 20 ID#: 2006399295 Course title: Strategic Alliances and Network (BUSN4403 ( Word count: 3200 Submitted to: Dr. Vigo
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Contain No subject Page 1 Introduction And Background 3 2 The issue 1 *Winning the License Bid 4 3 Solution 1 4 4 Issue 2 *Entering Launch Mode 5 5 Solution 2 5-6 6 Issue 3 *Finding an Office 7 7 Solution 3 7 8 Issue 4 *Managing Talent 7 9 Solution 4 7-8 10 Issue 5 *Competition With the Incumbent 9 11 Solution 5 9-10 12 Issue 6 *Managing Cultural Differences 11 13 Solution 6 11-12 14 Evaluation 12 15 Reference 13 Introduction and Background Nawras is a mobile communications provider in the Sultanate of Oman. The services were commercially launched on 16 March 2005 in the market previously 2
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occupied by a sole operator Omantel. In November 2008 Nawras was awarded a license to operate fixed services as well wireless services. Nawras is a joint venture of: Qtel, the fixed and mobile operator in Qatar. Tele-Denmark Communications, a Danish telecom operator. Local Omani partners include Ministry of Defense Pension Fund, Royal Office Pension Fund, Diwan of Royal Court Pension Fund, Internal Security Service Pension Fund and Sultan’s Special Force Pension Fund. This article consists of a single case study of the market entry of the mobile operator Nawras in Oman in 2005. In contrast to the wider Middle East and North Africa region, there is only a limited amount of management research published relating to the Gulf and very little concerning Oman. Given this, we believe there is value in exploring market-entry challenges through the richness of a qualitative research approach. The present article differs from much of contemporary management research in that it was written by two European managers who worked at Nawras before and after the launch of operations. From this somewhat unusual stance, it seek to make a contribution toward closing the so-called “relevance gap” currently seen as separating practice and academia in the management field. The objective of this article is to provide a subjective insider account of the market- entry challenges we experienced during the launch of Nawras. Hence, the data in the article is based on our own auto-ethno-graphic accounts (Ellis & Bochner, 2000) rather than on data collection from a distance. It have in many ways aspired to write the kind of article that would have been useful for us as we took on the assignment of launching Nawras in Oman. Given the limited amount of business writing on the Gulf Region, we were unable to locate such an article at the time. Instead, we had to proceed by trial and error and gradually learn from our mistakes. The issue 1
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This document was uploaded on 05/15/2011.

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case study - SULTANATE OF OMAN Ministry of Higher Education...

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