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Aalto University School of Business Master's Theses are now in the Aaltodoc publication archive (Aalto University institutional repository)
School of Business | Department of Management Studies | International Business | 2014
Thesis number: 13832
How Western SMEs can build partnerships with value-added resellers in Russia. Case MultiTouch Oy.
Author: Georgieva, Veronika
Title: How Western SMEs can build partnerships with value-added resellers in Russia. Case MultiTouch Oy.
Year: 2014  Language: eng
Department: Department of Management Studies
Academic subject: International Business
Index terms: kansainväliset yhtiöt; international companies; pk-yritykset; smes; yhteistyö; cooperation; verkostot; networks; Venäjä; Russia; myynti; sales
Pages: 112
Key terms: b2b; case study; partnership; rbv; russian market; sme; value chain; value-added reseller (var)
Abstract:
Objectives of the study:

The goal of the study is to find the main reasons why Western small and medium sized enterprises (SMEs) and Russian value-added resellers (VARs) are engaging into partnership with each other. Furthermore, the comparison of expectations has the purpose to reveal the differences or similarities that each side is holding on the partnership and requirements for successful partnership development. The second goal of the study is to develop a model of successful partnership between Western SMEs and Russian VARs that is based on combination of literature review and empirical study.

The theoretical background and methodology:

The study combines the existing research in the areas of value chain, partnership and Russian business environment. Then, the resource-based view is used to analyze those literature streams. Later, the importance for Western SMEs to get involved into value chain partnership in the context of Russia is presented. Finally, theoretical framework combines several existing models to offer preliminary framework for successful partnership between Western SMEs and Russian VARs. After the empirical findings were collected, the discussion of those data was performed in the light of the resource- based view. Finally, the revised theoretical framework added to the preliminary framework those elements that were not mentioned in the literature analysis.

Findings and conclusions:

There are two main findings from this study. First of all, the theoretical framework for successful partnership between Western SMEs and Russian VARs was developed by combination of several existing frameworks. Then it was tested in the Russian market and revised accordingly. Second, the perception of the partnership by Russian VARs and Western SMEs was collected and analyzed to find out the main reasons each sides is engaging into partnership and demonstrate how different/similar expectations from the partnership both sides hold.
Master's theses are stored at Learning Centre in Otaniemi.