Organizing for success: Finnish export partner groups in focus

Studies of Finnish export partner groups have revealed that a fundamental problem exists concerning the limping cooperation between the small- and medium-sized enterprises (SMEs) in the groups. Cooperation is strongly connected to the organization and coordination of the groups. Different organizational forms imply that the export manager’s role likewise differs. This paper examines the organization of export partner groups and the role of the export manager in relation to the organizational form and how this can enhance cooperation between the participating SMEs. Individuals who have worked as export managers were interviewed. In export partner groups, organization depends primarily on the companies’ technology, the compatibility between their products and services, and the goals of the groups. Different organizational forms have different benefits, and the export manager’s role concerning sales preparation and coordination, as well as management of other net activities, varies accordingly to the organizational form.