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| 035 | _a.b12512187 | ||
| 099 | 9 | _aAIT Diss. no.DBA-SOM-26-07 | |
| 100 | 1 | _aNguyen Quang Trong | |
| 245 | 1 | 0 | _aDesigning a security software distribution channel strategy in the digital world |
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_aPathum Thani, Thailand : _bAsian Institute of Technology, _c2026 |
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_a236 leaves : _bill.+ _e1 online resource |
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| 490 | 1 |
_aDissertation ; _vno. DBA-SOM-26-07 |
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| 500 | _aA dissertation submitted in partial fulfillment of the requirements for the degree of Doctor of Business Administration | ||
| 502 | _aThesis (Ph.D.) - Asian Institute of Technology, 2026 | ||
| 520 | _aThis action research study investigates the design of an optimized B2B distribution channel strategy for SecureGuard within the complex cybersecurity landscape of Vietnam. Faced with intense competition and low local visibility, the study addresses the need for a localized strategic approach to product positioning and channel governance in an AI-driven digital world. Employing an action research methodology supported by thematic coding of 23 expert interviews, the research identifies that successful positioning transcends technical superiority, requiring a robust alignment of internal capabilities and relational trust. The study develops two original frameworks, the Interpretive-Governance Positioning (IGP) model and the Capability{u2013}Translation{u2013}Governance (CTG) model, to bridge the gap between global AI capabilities and local market execution. Findings demonstrate that strategic success is predicated on three pillars: strengthening local technical presence through Vietnamese-language support, empowering channel partners via tiered incentives and co-branded marketing, and localizing AI interfaces to meet specific domestic regulatory and cultural needs. Furthermore, the study integrates a Balanced Scorecard approach to systematically measure performance across customer satisfaction, partner engagement, and financial growth. The thesis concludes that SecureGuard{u2019} s competitive advantage in Vietnam depends on a strategic shift from pure product innovation to a sustained, localized investment in channel relationships and governance structures. | ||
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_aStrategic planning _zVietnam |
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| 650 | 0 |
_aElectronic trading of securities _zVietnam |
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| 650 | 0 |
_aMarketing channels _zVietnam |
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| 700 | 1 |
_aBadir, Yuosre F.M., _eChairperson |
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| 700 | 0 |
_aChaklam Silpasuwanchai, _eExamination Committee |
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| 700 | 1 |
_aJunaid, Muhammad, _eExamination Committee |
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| 810 | 2 |
_aAsian Institute of Technology. _tDissertation ; _vno. DBA-SOM-26-07 |
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| 856 | 4 | 0 |
_3Full-Text _uhttp://203.159.5.9/ait-thesis/detail.php?q=B24608 |
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