2026-06-05T16:18:58Zhttps://riuma.uma.es/rest/oai/request

oai:riuma.uma.es:10630/453632026-02-12T00:47:25Zcom_10630_2254col_10630_37959

From Hidden Costs to Value: Managing SME-Intermediary Relations in International Markets Rastrollo-Horrillo, María Ángeles Pequeñas y medianas empresas Mercado monetario Relationships with international intermediaries and their impact on foreign market performance. Focusing on SMEs that offer differentiated products—where intermediaries are not high-volume actors but require contextual knowledge and close client adaptation— the study highlights the dual role of intermediaries as facilitators and sources of dependency, this study applies the Socio-Economic Approach to Management (SEAM) intervention-research methodology to analyze the tensions that emerge in these relationships and their effects on organizational outcomes. Through a longitudinal case study of a Spanish knowledge-intensive SME, the study identifies key elements of an effective interfirm relationship management model tailored to SMEs, offering actionable insights for improving internationalization strategies. Practical implications highlight the role of consultants in supporting SMEs to harness the benefits of internationalization by addressing hidden dysfunctions and fostering sustainable, collaborative relationships with international intermediaries. 2025-07 conference output https://hdl.handle.net/10630/45363 10.5465/AMPROC.2025.13897abstract eng 85th Annual Meeting of the Academy of Management, held in July 2025 Copenhagen, Denmark. 25 al 29 de julio de 2025 open access