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Finnish SMEs expansion opportunities to the Swedish market: Implications for marketing strategy through partner network
Jönköping University, Jönköping International Business School, JIBS, Business Administration.
Jönköping University, Jönköping International Business School, JIBS, Business Administration.
2015 (English)Independent thesis Advanced level (degree of Master (One Year)), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

Background:

Finnish SMEs stand for 99,8% of the Finnish market share, but due the limited domestic market Finnish SMEs tend to look for international opportunities. For a long time, Finland and Sweden have been seen as natural trade partners due the cultural similarities and small physical distance. A gap in the previous research was identified in the area of Finnish SMEs internationalization process to the Swedish market.

Research questions:

1. What are the key factors for Finnish SMEs in finding and engaging Swedish international network partners?  

2. What are the barriers for Finnish SMEs expanding into Sweden?

3. What are the success factors for Finnish SMEs marketing activities in their partner networks in Sweden?

Purpose:

The purpose of this study is to investigate Finnish SME expansion opportunities to the Swedish market, and develop implications for a marketing strategy through their partner network.

Method:

This research is based on a qualitative study that assumes a deductive approach with an inductive character, which indicates on an abductive research approach. The empirical data was collected through 13 semi-structured phone interviews with CEOs, Head of Exports, Sales and Marketing Director and Managers, Senior Advisors and Project Managers of SMEs.

Conclusion:

It was found that Finnish SMEs tend to lack of knowledge regarding the Swedish market when entering due the lack of a well-written internationalization strategy. It was shown that close two-way communication would increase trust and commitment between partners, which was found essential when conducting business over borders. Trust and commitment will also reduce the risk of misunderstandings, due to Finnish and Swedish cultural differences in the decision-making process.

 

Implications:

Due the theoretical gap of the Finnish SMEs internationalization process to the Swedish market, this study provides findings for the development of theory regarding the topic. The research also provides practical implications for Finnish SMEs, which will facilitate their internationalization process to the Swedish market.

Originality and value of the study:

Due to the theoretical gap of Finnish SMEs expanding to the Swedish market, this research contributes with theoretical findings, as well as practical implications. The study contributed with new findings, which will add value for future research within SMEs internationalization process, as well as practical value for managers of Finnish SMEs. 

Place, publisher, year, edition, pages
2015. , 49 p.
Keyword [en]
SME, Internationalization, Market entry, Finland, Sweden, Partnership, Relationship Marketing
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hj:diva-27717ISRN: JU-IHH-FÖA-2-20150162OAI: oai:DiVA.org:hj-27717DiVA: diva2:846494
Subject / course
IHH, Business Administration
Supervisors
Examiners
Available from: 2015-09-07 Created: 2015-08-17 Last updated: 2015-09-07Bibliographically approved

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Citation style
  • apa
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  • ieee
  • modern-language-association-8th-edition
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More styles
Language
  • de-DE
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