Trang 1 MINISTRY OF EDUCATION AND TRAINING HO CHI MINH CITY UNIVERSITY OF TECHNOLOGY AND EDUCATION GRADUATION PROJECTMAJOR: INDUSTRIAL MANAGEMENTEVALUATING DETERMINANTS AFFECTING TO B2B
MINISTRY OF EDUCATION AND TRAINING HO CHI MINH CITY UNIVERSITY OF TECHNOLOGY AND EDUCATION GRADUATION PROJECT MAJOR: INDUSTRIAL MANAGEMENT EVALUATING DETERMINANTS AFFECTING TO B2B FOREIGN SALES ACTIVITIES BY A NEUTROSOPHIC AHP APPROACH: A CASE OF BHWH COMPANY LIMITED ADVISOR: NGUYEN PHAN ANH HUY, PhD STUDENT: LE HOANG KIM THANH SKL011777 Ho Chi Minh City, June 2023 HO CHI MINH CITY UNIVERSITY OF TECHNOLOGY AND EDUCATION FACULTY FOR HIGH QUALITY TRAINING THESIS EVALUATING DETERMINANTS AFFECTING TO B2B FOREIGN SALES ACTIVITIES BY A NEUTROSOPHIC AHP APPROACH: A CASE OF BHWH COMPANY LIMITED LE HOANG KIM THANH Student ID: 19124064 Major: INDUSTRIAL MANAGEMENT Advisor: NGUYEN PHAN ANH HUY, PhD i HO CHI MINH CITY UNIVERSITY OF TECHNOLOGY AND EDUCATION FACULTY FOR HIGH QUALITY TRAINING THESIS EVALUATING DETERMINANTS AFFECTING TO B2B FOREIGN SALES ACTIVITIES BY A NEUTROSOPHIC AHP APPROACH: A CASE OF BHWH COMPANY LIMITED LE HOANG KIM THANH Student ID: 19124064 Major: INDUSTRIAL MANAGEMENT Advisor: NGUYEN PHAN ANH HUY, PhD ii COMMENTS OF ADVISOR HCMC, DD/MM/YYYY Advisor iii ACKNOWLEDGEMENTS Firstly, with the deepest and most sincere gratitude, allows me to express to the individuals and organizations that have facilitated and assisted me during my study and completion of this graduation report I would like to thank the Board of Directors of Ho Chi Minh City University of Technology and Education, Faculty of High Quality Training Besides, I would like to express my respect and gratitude to my guide - Dr Nguyen Phan Anh Huy - the person who directly guides me this semester Secondly, I would like to express my special thanks to the experts and organizations who have supported and created the best conditions for me to carry out my graduation thesis smoothly Finally, I would like to wish all the teachers and experts who have helped me in the process of completing this thesis always have good health and achieve much success in your life and career Best regards! HCMC, 22/06/2023 Student name Le Hoang Kim Thanh iv LIST OF ABBREVIATION Abbreviation Explanation BHWH By Hand With Heart B2B Business to Business Co., Ltd Company Limited FOB Free On Board KPI Key Performance Index B2B Business to Business SECC Saigon Exhibition and Convention Center HR Human Resources R&D Research & Development Dept Department QC Quality Control v LIST OF TABLE Table 2.1 Saaty’s fundamental scale of absolute numbers 21 Table 2.2 RI value corresponds to the number of factors n 23 Table 2.3 Flowchart of AHP method 24 Table 2.4 Summary of related work in B2B sales, export handicraft, handicraft, Neutrosophic AHP 25 Table 3.1 Criteria for evaluating determinants affecting B2B foreign sales activities 30 Table 3.2 Interval-valued Neutrosophic scales of linguistic variables 38 Table 4.1 List of experts attending to the interview 41 Table 4.2 Aggregated pairwise comparison matrix (main criteria) 42 Table 4.3 Normalize pairwise comparison matrix (main criteria) 42 Table 4.4 Importance weights (main criteria) 43 Table 4.5 Aggregated pairwise comparison matrix (sub-criteria C11-C13) 43 Table 4.6 Normalized pairwise comparison matrix (sub-criteria C11-C13) 43 Table 4.7 Importance weights (sub-criteria C11-C13) 43 Table 4.8 Aggregated pairwise comparison matrix (sub-criteria C21-C23) 44 Table 4.9 Normalize pairwise comparison matrix (sub-criteria C21-C23) 44 Table 4.10 Importance weights (sub-criteria C21-C23) 44 Table 4.11 Aggregated pairwise comparison matrix (sub-criteria C31-C33) 45 Table 4.12 Normalized pairwise comparison matrix (sub-criteria C31-C33) 45 Table 4.13 Importance weights (sub-criteria C31-C33) 45 Table 4.14 Global weights for each criterion 45 Table 4.15 Ranking determinants affecting the goal 46 vi LIST OF FIGURES Figure 1.1 BHWH main market Figure 1.2 Lampshade category Figure 1.3 Wall decoration & Mirror category Figure 1.4 Furniture category Figure 1.5 Kitchenware category Figure 1.6 Handbag category 10 Figure 1.7 Christmas decoration category 10 Figure 1.8 BHWH organizational structure 11 Figure 2.1 From classical sets to neutrosophic sets 19 Figure 2.2 AHP structure 21 Figure 3.1 Research process 28 Figure 3.2 Hierarchical structure of application 35 Figure 4.1 Radar chart for Global weights of sub-criteria 47 vii TABLE OF CONTENTS COMMENTS OF ADVISOR .iii ACKNOWLEDGEMENTS iv LIST OF ABBREVIATION v LIST OF TABLE vi LIST OF FIGURES vii TABLE OF CONTENTS viii INTRODUCTION 1 Rationale Research objectives 3 Research object and scope Research methodology The structure of the rpoject CHAPTER 1: INTRODUCTION TO THE COMPANY 1.1 Overview 1.2 Vision and Mission 1.3 Line of business 1.3.1 Lampshade category 1.3.2 Basket category 1.3.3 Wall decoration & Mirror category 1.3.4 Furniture category 1.3.5 Kitchenware category 1.3.6 Seasonal category 10 viii 1.4 BHWH’s organization structure 11 1.4.1 Organizational structure of the BHWH’s personnel 11 1.4.2 Duties and responsibilities of each department 11 1.5 BHWH business performance 13 CHAPTER 2: LITERATURE REVIEW 15 2.1 Handicraft industry 15 2.2 B2B foreign sales 16 2.3 Interval-valued Neutrosophic sets 18 2.4 The Analytic Hierarchy Process (AHP) 20 2.5 Summary of related work 25 CHAPTER 3: METHODOLOGY 27 3.1 Research process 28 3.2 The proposed method 29 3.2.1 Criteria determination 29 3.2.2 Hierarchical structure 34 3.2.3 Interval-valued Neutrosophic AHP 35 CHAPTER 4: RESULT 41 4.1 Data description 41 4.2 Data analytic results 42 CHAPTER 5: CONCLUSION 49 5.1 Conclusion 49 5.2 Implication 50 REFERENCE LISTS 51 APPENDIX 58 ix