Middle East luxury retail sector – opportunities or uncertainties in the future?

Roger Moser, Gopalakrishnan Narayanamurthy

Research output: Contribution to journalArticlepeer-review

1 Citation (Scopus)


Subject area: The subject area is international business and global operations.

Study level/applicability: The study includes BSc, MSc and MBA students and management trainees who are interested in learning how an industry can be assessed to make a decision on market entry/expansion. Even senior management teams could be targeted in executive education programs, as this case provides a detailed procedure and methodology that is also used by companies (multinational corporations and small- and medium-sized enterprises) to develop strategies on corporate and functional levels.

Case overview: A group of five senior executive teams of different Swiss luxury and lifestyle companies wanted to enter the Middle East market. To figure out the optimal market entry and operating strategies, the senior executive team approached the Head of the Swiss Business Hub Middle East of Switzerland Global Enterprise, Thomas Meier, in December 2012. Although being marked with great potential and an over-proportional growth, the Middle Eastern luxury market contained impediments that international firms had to take into consideration. Therefore, Thomas had to analyze the future outlook for this segment of the Middle East retail sector to develop potential strategies for the five different Swiss luxury and lifestyle companies to potentially operate successfully in the Middle East luxury and lifestyle market.

Expected learning outcomes: The study identifies barriers and operations challenges especially for Swiss and other foreign luxury and lifestyle retailers in the Middle East, understands the future (2017) institutional environment of the luxury and lifestyle retail sector in the Middle East and applies the institutions-resources matrix in the context of a Swiss company to evaluate the uncertainties prevailing in the Middle East luxury and lifestyle retail sector. It helps in turning insights about future developments in an industry (segment) into consequences for the corporate and functional strategies of a company. 

Supplementary materials: Teaching notes are available for educators only. Please contact your library to gain login details or e-mail support@emeraldinsight.com to request teaching notes.

Original languageEnglish
Pages (from-to)1-39
Number of pages39
JournalEmerging Markets Case Studies
Issue number3
Publication statusPublished - 30 Sept 2016
Externally publishedYes


  • Middle east
  • International business
  • Global operations
  • Institutions-resources matrix
  • Luxury and lifestyle retail
  • Market entry strategy


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