The Role of Networking during the Internationalisation of Small and Medium-Sized Enterprises in the Healthcare Sector

The internationalisation of small and medium-sized enterprises (SMEs) in the healthcare sector is perpetually increasing. This thesis aims to research the role of networking in this internationalization process of SMEs in the healthcare sector, in the German healthcare sector specifically. Fifteen interviews with healthcare professionals function as the cement of this study, providing valuable insights into German healthcare SMEs, the German healthcare market, German health insurance companies, and the German regulatory environment. The aim is to obtain comprehensive knowledge about the German healthcare sector and how networks affect the internationalisation of SMEs. A conceptual model is developed to analyse the extent of the effect of networks in the context of the healthcare industry. This research concludes that SME internationalisation is strongly influenced by key opinion leaders and intermediaries, affecting market entry and the position of the SME within a network. The intricate regulatory environment is underscored as well, emphasising the importance of regulatory and political insitutions. Finally, the significance of active networking is consolidated as this positively correlates with successful internationalisation of SMEs.