Deciphering the architecture of B2B relationships in SMEs internationalization: a qualitative overview
Deciphering the architecture of B2B relationships in SMEs internationalization: a qualitative overview

Summary/Abstract: Research background: Cross-border cooperation promotes multifield relations in the global economy with small and medium-sized enterprises (SMEs) aiming to find new markets and business networks and achieve any higher economic performance. In addition, it is more than healthy for business people to use their experience to address the challenges of multi-cultural interactions and to form, develop, adjust and strengthen relationships within dynamic environments. Current studies on business-to-business (B2B) relationships and internationalization provide evidence that there is no single theoretical framework, and the analysis of the correlation between the two processes is an area of interest for future research. Thus, international relationships which take into account the general challenges of global intricacies, the cultural differences between target markets, emerge as relevant. Purpose of the article: The paper seeks to examine managers' perception and attitude towards different facets of B2B relationships availed by SMEs in international contexts. Methods: The research method used is the interview-based survey, a qualitative, eminently exploratory method which facilitates an investigation of presumed relationships between different constructs and, implicitly, a pertinent description of socio-human processes and phenomena. Findings & Value added: The qualitative analysis of the collected data pointed to several main conclusions. Firstly, most of the interviewed subjects rated the dimensions related to B2B relationships as important in the internationalisation process of their SMEs. Secondly, managers consider that economic interests and overall business details prevail over socio-cultural differences between business partners and over the characteristics of the country of origin.

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