The role of internationalization consultancy in SME internationalization

Pk-yritykset kohtaavat paljon erilaisia haasteita ja esteitä kansainvälistymisessään johtuen mm. niiden erilaisesta tilanteesta, taustoista, yritysjohdosta, koosta, resursseista ja kyvykkyyksistä. Yritysten ulkopuolista kansainvälistymistukea on tarjonnut pk-yrityksille perinteisesti valtion eri ins...

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Main Author: Pöyhtäri, Jukka-Pekka
Other Authors: Kauppakorkeakoulu, School of Business and Economics, Taloustieteet, Business and Economics, Jyväskylän yliopisto, University of Jyväskylä
Format: Master's thesis
Language:eng
Published: 2019
Subjects:
Online Access: https://jyx.jyu.fi/handle/123456789/65251
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author Pöyhtäri, Jukka-Pekka
author2 Kauppakorkeakoulu School of Business and Economics Taloustieteet Business and Economics Jyväskylän yliopisto University of Jyväskylä
author_facet Pöyhtäri, Jukka-Pekka Kauppakorkeakoulu School of Business and Economics Taloustieteet Business and Economics Jyväskylän yliopisto University of Jyväskylä Pöyhtäri, Jukka-Pekka Kauppakorkeakoulu School of Business and Economics Taloustieteet Business and Economics Jyväskylän yliopisto University of Jyväskylä
author_sort Pöyhtäri, Jukka-Pekka
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description Pk-yritykset kohtaavat paljon erilaisia haasteita ja esteitä kansainvälistymisessään johtuen mm. niiden erilaisesta tilanteesta, taustoista, yritysjohdosta, koosta, resursseista ja kyvykkyyksistä. Yritysten ulkopuolista kansainvälistymistukea on tarjonnut pk-yrityksille perinteisesti valtion eri instanssit etenkin rahoituksen muodossa, mutta 2000-luvulla on syntynyt myös muita tukimuotoja, kuten erilaiset pk-yritysten kansainvälistymisohjelmat ja pk-yrityksille suunnattu kansainvälistymisen konsultointi. Tässä tutkielmassa haastateltiin 11 erilaista pk-yritystä, ja laadullisen tutkimuksen menetelmiä käyttäen selvitettiin, mikä on ulkopuolisen tuen, varsinkin kansainvälistymisen konsultoinnin rooli pk-yritysten kansainvälistymisessä. Lisäksi haluttiin tietää, eroaako tuo rooli jotenkin pk-yritysten eri tyyppien ja niiden kohtaamien esteiden mukaisesti. Tutkielmassa vertailtiin pitkälle kansainvälistyneitä yrityksiä vähemmän kansainvälistyneisiin yrityksiin. Tulokset paljastivat, että kansainvälistymisen konsultointi voi nopeuttaa pk-yritysten kansainvälistymistä pienentämällä merkittävästi niiden kokemia kansainvälistymisen esteitä etenkin kansainvälistymiseen vaadittavaan tietoon ja suhteisiin, sekä yritysjohdosta johtuviin esteisiin liittyen. Pk-yritykset voivat paikata sisäisiä puutteitaan kansainvälistymisessä ja pienentää kokemaansa kansainvälistymiseen liittyvää riskiä ostamalla ulkopuolisia palveluja ja kokemusta kansainvälistymisen konsulteilta. Tulokset pätevät ainakin perinteisiin, hitaasti kansainvälistyviin pk-yrityksiin (ns. Uppsala-mallin yritykset), sekä pk-yrityksiin, jotka ovat kokeneet hiljattain merkittävän kansainvälistymisen laukaisevan muutoksen (ns. born again global - yritykset). Erityisesti tutkimuksessa mukana olleet born again global – perheyritykset hyötyivät kansainvälistymisen konsultoinnin tuesta. Kansainvälistymisen konsultoinnin havaittiin olevan hyvin verkottunut muihin ulkopuolisen tuen muotoihin, mm. valtiollisen tuen instansseihin ja kansainvälistymisohjelmiin. Yhdessä näiden ulkopuolisten tukimuotojen nähtiin tutkimuksen perusteella olevan pk-yrityksille tehokas alusta, josta ponnistaa kansainvälisille markkinoille. Tulosten perusteella pk-yrityksiä kannustetaan etsimään ja käyttämään ulkopuolista apua kansainvälistymiseen, ja ulkopuolisen avun tarjoajia jatkamaan selvästi tarpeellisten palvelujen kehittämistä. SMEs face diverse challenges and barriers of internationalization resulting from differences e.g. in their situation, background, management, size, resources, and capabilities. Traditionally, governments have offered external internationaliza-tion support for SMEs, particularly funding, but in 2000s other external support sources such as internationalization programs and internationalization consul-tancy for SMEs have born. In this study 11 case SMEs were interviewed and analyzed, by using qualitative research methods, aiming to find what is the role of external support, especially internationalization consultancy, for internation-alizing SMEs. In addition, it was studied if the role is different for different types of SMEs facing different barriers of internationalization. SMEs considered established international companies were compared to SMEs that had lower level of internationalization. The results reveal that internationalization consul-tancy can speed up the internationalization of SMEs by lowering significantly the barriers they experience, especially in barriers relating to internationaliza-tion knowledge and networks, and in managerial barriers. It was found that SMEs can compensate their deficiencies and lower the risks they experience by leveraging on the knowledge and experience of internationalization consultants. These results apply at least to SMEs internationalizing in traditional slow way (Uppsala model SMEs) and to SMEs that have recently gone through a big change launching the internationalization (born again global SMEs). Especially three case SMEs that were born again global family companies gained signifi-cant advantage by using the support of internationalization consultancy. Inter-nationalization consultancy was found to be highly networked with other ex-ternal internationalization support providers like government instances and internationalization programs. Together these forms of external support were found to be a very efficient platform to support entering non-domestic markets. These results encourage SMEs to seek and use external support for internation-alization and external support providers to further develop their services for SMEs.
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spellingShingle Pöyhtäri, Jukka-Pekka The role of internationalization consultancy in SME internationalization barriers of internationalization internationalization consultancy internationalization support Yrittäjyys Entrepreneurship 20422 konsultointi perheyritykset pienet ja keskisuuret yritykset kansainvälisyys liiketoiminta kansainvälistyminen kansainväliset markkinat consulting family businesses small and medium-sized enterprises internationality business internationalisation international market
title The role of internationalization consultancy in SME internationalization
title_full The role of internationalization consultancy in SME internationalization
title_fullStr The role of internationalization consultancy in SME internationalization The role of internationalization consultancy in SME internationalization
title_full_unstemmed The role of internationalization consultancy in SME internationalization The role of internationalization consultancy in SME internationalization
title_short The role of internationalization consultancy in SME internationalization
title_sort role of internationalization consultancy in sme internationalization
title_txtP The role of internationalization consultancy in SME internationalization
topic barriers of internationalization internationalization consultancy internationalization support Yrittäjyys Entrepreneurship 20422 konsultointi perheyritykset pienet ja keskisuuret yritykset kansainvälisyys liiketoiminta kansainvälistyminen kansainväliset markkinat consulting family businesses small and medium-sized enterprises internationality business internationalisation international market
topic_facet 20422 Entrepreneurship Yrittäjyys barriers of internationalization business consulting family businesses international market internationalisation internationality internationalization consultancy internationalization support kansainväliset markkinat kansainvälistyminen kansainvälisyys konsultointi liiketoiminta perheyritykset pienet ja keskisuuret yritykset small and medium-sized enterprises
url https://jyx.jyu.fi/handle/123456789/65251 http://www.urn.fi/URN:NBN:fi:jyu-201908163854
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