AUTHOR
Bohm, Stefan

DATE
2003-03-06

DEPARTMENT
Business Administration and Social Sciences / Industrial marketing and e-commerce

SUMMARY
Over the past years competition has increased worldwide. Swedish companies are today facing stiffer competition than ever on the home market. At the same time, capable strong small and medium-sized enterprises are defying their weakness in terms of lack of resources, and are becoming more internationally focused. They do it with help from their partners. The aim of this thesis is to bring a deeper understanding of the role that personal relationships and business networks play during the process of international expansion. The study describes how three small companies in the north of Sweden have had help and use of various kinds of partners. The case studies have been conducted through interviews with key persons within each firm. The companies in the study are competing in three small segments of three different industries. This thesis' main findings are; first, personal networks are very important in the process of internationalisation of the small company. All investigated companies have had use of their network in terms of market choice, entry mode, and marketing. Secondly, networks are important in terms of further international expansion.

ISSN 1404-5508 / ISRN LTU-SHU-EX--03/045--SE / NR 2003:045