Cooperation in Export Partner Groups – An Evaluation Of The Kvarken Business Partner Project

Export partner groups 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.

The purpose of this work-in-progress paper was to evaluate three export partner groups, with all together 18 SMEs involved. 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 needed to take care of in the export partner groups and also pinpointed issues for further research.

The results of the groups and the companies’ commitment were dependent on following factors: (1) the companies’ time and personal resources, (2) realistic expectations and fast achievement of tangible results (3) the export manager’s role, activity and commitment (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.