The Relational Drivers between SMEs and Intermediaries that Determine Success in Internationalization A Case Study on a German exporting Firm and its International Intermediaries

Abstract

This thesis explores the relational dynamics between small and medium-sized enterprises (SMEs) and their international intermediaries, focusing on the previously under-researched perspective of intermediaries. Using Lederzentrum, a German exporting firm and its network of intermediaries from a variety of European countries, as a multiple-case study, this research identifies and analyzes relational drivers such as trust, knowledge exchange, costs, network, performance, and dependency through semi-structured interviews with both the SME and its intermediaries and a theoretical framework based on Commitment-Trust theory, Uppsala model of Internationalization, Resource Dependency Theory, Resource and Knowledge-Based View. The findings highlight the importance of building strong, trust-based relationships and effective communication channels to overcome resource constraints and market entry barriers. The study provides an understanding of how these drivers influence the success of Intermediary-SME relationship. This research contributes to the existing literature by offering a unique intermediary perspective on the SME-intermediary relationship.