Entering the Russian market: recognizing the pattern of internationalization. Case: Rautainen Savo Palvelut Project, Northern Savo

Abstract

The objective of this thesis was to determine the approach to the internationalization process ap-plied by MSMEs from the Northern Savo area to Russia. The study was commissioned by Ylä-Savon Kehitys Oy, a development company, which aims are to increase the economic success of the Upper Savo region based on the needs of technology industries. The reason for conducting the re-search is a rising significance of MSMEs in the global arena and the importance of understanding the process of going international. In addition, practical advices on how to develop first contacts with the potential Russian partners were in focus.

The research approach was qualitative. The main method used was a case study of Rautainen Savo Palvelut project launched by the commissioning company and its particular part of assisting Finnish companies to enter the Russian market. The techniques of data collection were the semi-structured interviews and a participant observation. The theoretical framework was designed based on the theories and dimensions of internationalization.

The study results revealed that the MSMEs follow the network theory logic. Creating a viable net-work of partners is the primal goal for the companies that are interested in success in the foreign market. It eliminates knowledge gaps and helps to gain the experience and confidence to continue the international integration. First stage of internationalization assumes presence of assistance, e.g. consulting companies, that facilitates the creation of a new network of customers and partners.