Promoting Export Cooperation : Experiences from Three Export Partner Groups
Virtanen, Henrik (2008)
Virtanen, Henrik
Vaasan ammattikorkeakoulu
2008
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201702062033
https://urn.fi/URN:NBN:fi:amk-201702062033
Tiivistelmä
Export partner groups or export circles can facilitate cooperation among SMEs with the intention of internationalisation. The logic behind export partner groups is that companies should be able to achieve more on foreign markets when acting as a group and not as single companies, with resources being pooled and costs and risks being shared.
Making export partner groups work and getting the partners to achieve goals of internationalisation is essential. A potential problem with export partner groups has much to do with the groups’ composition and functioning. Other problems can occur e.g. due to the companies’ lack of resources and interest for growth and cooperation. Further, the situation on the target markets also affects the results of export partner groups.
The purpose of this study was to evaluate three export partner groups, including altogether 18 SMEs involved in the project. The research approach was qualitative. The evaluation focused on results and value created for the participating companies in the export partner groups. The evaluation also pinpointed possible problems and questions that are necessary to take care of in the export partner groups and also pinpointed issues for further research. The evaluation process was divided into two different phases; one evaluation during the project and one evaluation after the project.
The study shows that the results of the groups and the companies’ commitment were dependent on the following factors: (1) the companies’ time and resources, (2) the export manager’s role, activity and commitment, (3) realistic expectations and rapid achievement of tangible results, (4) a careful scanning of the target markets and (5) the compatibility of the companies which supports cooperation. The factors are connected both to the companies and to the organisation and coordination of the groups, and can be considered as areas of improvement.
Positive results from the groups’ activities were that: (1) the members’ export planning have improved and their export knowledge have increased, (2) new cooperation constellations with partners coming both from inside and outside the groups have emerged and finally (3) the number of requests for offers and deals have increased for many of the companies during or after the project period.
Making export partner groups work and getting the partners to achieve goals of internationalisation is essential. A potential problem with export partner groups has much to do with the groups’ composition and functioning. Other problems can occur e.g. due to the companies’ lack of resources and interest for growth and cooperation. Further, the situation on the target markets also affects the results of export partner groups.
The purpose of this study was to evaluate three export partner groups, including altogether 18 SMEs involved in the project. The research approach was qualitative. The evaluation focused on results and value created for the participating companies in the export partner groups. The evaluation also pinpointed possible problems and questions that are necessary to take care of in the export partner groups and also pinpointed issues for further research. The evaluation process was divided into two different phases; one evaluation during the project and one evaluation after the project.
The study shows that the results of the groups and the companies’ commitment were dependent on the following factors: (1) the companies’ time and resources, (2) the export manager’s role, activity and commitment, (3) realistic expectations and rapid achievement of tangible results, (4) a careful scanning of the target markets and (5) the compatibility of the companies which supports cooperation. The factors are connected both to the companies and to the organisation and coordination of the groups, and can be considered as areas of improvement.
Positive results from the groups’ activities were that: (1) the members’ export planning have improved and their export knowledge have increased, (2) new cooperation constellations with partners coming both from inside and outside the groups have emerged and finally (3) the number of requests for offers and deals have increased for many of the companies during or after the project period.