The role of intermediaries in food export: case evidence from Finland

Purpose - The purpose of this paper is to examine the role of export intermediaries in the internationalization of small and medium-sized companies in Finland. The empirical study focusses on small Finnish food companies that export to German and Chinese markets. Design/methodology/approach - The research method of this study is qualitative. Data are collected through semi-structured interviews with six respondents presenting exporting companies and export consultants. Findings The paper provides an empirical contribution to the food internationalization debate. First, the paper discusses the definitions of export intermediaries and their role in export based on the literature. Second, by examining how Finnish food companies experience the role of export intermediaries, the paper contributes to the current discussion on internationalization modes. The empirical results highlight that export companies need transaction -creating services from intermediaries especially when entering physically and culturally distant markets like China. Research limitations/implications - Limitations of the research generally relate to the use of a small case sample. Practical implications The paper holds a number of relevant insights for food companies seeking to enter to German and Chinese markets. Identifying the export services needed by small food companies might help export intermediaries a.nd public policy agencies to better focus their supporting initiatives. Originality/value - The findings add to the current body of knowledge on the key influence on internationalization modes within the food sector.