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Strategic partnerships and the internationalisation process of software SMEs

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  • Aileen Kennedy
  • Kathy Keeney

Abstract

This research investigates the nature of strategic partnering activities of software SMEs (small-to-medium-sized enterprises), their motivations to engage in strategic partnerships as part of the internationalisation process, the key benefits achieved and the main challenges encountered. It explores managers’ perceptions of partnership activities through a qualitative research methodology focussing on Irish indigenous firms. Findings suggest that strategic partnerships were initiated to take advantage of firm synergy, reputation and credibility advantages. Partnerships also served as an important foreign market entry mechanism allowing firms to accelerate sales cycles and reduce risk in overseas markets. Challenges facing firms included partner selection and issues of control. Directions for further research are highlighted. Copyright Springer-Verlag 2009

Suggested Citation

  • Aileen Kennedy & Kathy Keeney, 2009. "Strategic partnerships and the internationalisation process of software SMEs," Service Business, Springer;Pan-Pacific Business Association, vol. 3(3), pages 259-273, September.
    • Handle: RePEc:spr:svcbiz:v:3:y:2009:i:3:p:259-273
    DOI: 10.1007/s11628-008-0061-3
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    References listed on IDEAS

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    2. Paweł Capik & Andreas Brockerhoff, 2017. "The Role of Strategic Partnerships in the Internationalisation of Small Born Global Firms," Entrepreneurial Business and Economics Review, Centre for Strategic and International Entrepreneurship at the Cracow University of Economics., vol. 5(3), pages 49-77.
    3. Sara Parry & Beata Kupiec-Teahan, 2010. "Exploring Marketing and Relationship Software SMEs: A Mixed Methods Approach," Working Papers 10015, Bangor Business School, Prifysgol Bangor University (Cymru / Wales).
    4. Anna Lejpras, 2019. "Determinants of export performance: differences between service and manufacturing SMEs," Service Business, Springer;Pan-Pacific Business Association, vol. 13(1), pages 171-198, March.
    5. Mário Franco & Rui Martins, 2023. "The Role of Networks in the Internationalization Process of Small- and Medium-sized Enterprises in the Wine-producing Sector," Global Business Review, International Management Institute, vol. 24(5), pages 990-1006, October.
    6. Insik Jeong & Jong-Ho Lee & Eunmi Kim, 2019. "Determinants of brand localization in international markets," Service Business, Springer;Pan-Pacific Business Association, vol. 13(1), pages 75-100, March.
    7. Lin, Feng-Jyh & Wu, Shang-He & Hsu, Maw-Shin & Perng, Chyuan, 2016. "The determinants of government-sponsored R&D alliances," Journal of Business Research, Elsevier, vol. 69(11), pages 5192-5195.

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