Business-to-Business Relationships in Sweden: A Case Study of SMEs and International Trade Intermediaries

Sammanfattning: Problem: What factors do small and medium-sized enterprises in Sweden consider when selecting and cooperating with Swedish international trade intermediaries (ITIs)? How can a Swedish international trade intermediary develop and expand its customer relationship network in order to increase its turnover within five years? Purpose: To identify and analyze the factors that improve B2B relationships between Swedish SMEs and ITIs. Moreover, how Swedish ITIs can improve their B2B relationships and increase their turnover. Method: A qualitative and quantitative research approach combining primary data obtained from ten interviews and nine questionnaires, secondary data collected from the case company’s website and Google searches and theories compiled from academic articles, textbooks and e-books. This results in an organizational single descriptive case study with a realistic standpoint approach. Conclusion: The selection process for B2B relationships between SMEs and ITIs encompasses multiple factors for cooperation. Some of these factors include quality, price and overseas capabilities, among others. For the expansion of the case company’s customer base, the strategic implementations of competitive pricing, effective communication and openness are potential factors to increase their turnover within a five year period. Keywords: Business-to-Business, Relationships, Business Networks, (Trade) Intermediary, Small and Medium-Sized Enterprises, Supplier Performance, Selection Criteria, Customer Relationship Management, Development