摘要
This paper utilizes multiple-case study method to present the motivations, modes and challenges of Finnish KIBS （Knowledge Intensive Business Service） firms in the process of internationalization to China. The case KIBS firms are in technical service and software industry. The study shows that the motivations of KIBS firms in internationalization are market entry, client following and cost saving. The modes of internationalization include local presence through WOE （Wholly Owned Enterprise） and JV （Joint Venture） establishment and service export through partnership. The challenges vary between the industries of the KIBS finns. In technical service industry, the firms confront an immature market with little appreciation and reluctant outsourcing of technical service by Chinese clients. Finnish technical service providers also encounter the challenges such as price sensitivity, short lead time and marketing dilemma. In software industry, the challenges are lowering the high pricing of services, building customer network and improving service product. Some practical solutions are taken to remedy the challenges by the case companies.
