The Role of Relationships in Initiating the Internationalisation Process in B2B Markets

Deszczyński, Bartosz; Fonfara, Krzysztof; Dymitrowski, Adam

doi:10.15678/eber.2017.050404

Cited by 12 publications

(11 citation statements)

References 58 publications

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“…They also state that "internationalisation is seen as the outcome of firm actions to strengthen network position" (Johanson & Vahlne, 2009, p. 1423. Strengthening the network position is perceived through the prism of commitment to the individual relationships (partners in relationships), which allows knowledge to be built and consequently opportunities to be discovered or/and created (Deszczyński et al, 2017). Following Morgan and Hunt (1994), they also admit that a high level of trust in essential in strong business relationships.…”

Section: Network Positionmentioning

confidence: 99%

From intermediary relationship to multiple relationships – option of developing the network position in the internationalisation process. An exploratory study of a Polish food company

Małys

Fonfara

2019

oej

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Traditionally, the internationalisation process of a company has been analysed from the perspective of entering foreign markets. Currently, it is often analysed within the so-called network models, which take into account the importance of business relationships. The process of entry is not understood as a process of entering a foreign market, but a process of entering a network of business relationships on a foreign market. Insidership in such networks is necessary for successful internationalisation. Being an insider in the network means having a certain network position. The aim of the paper is to identify based on a pilot study the possible way of building network position on foreign markets by Polish food companies. The paper will present a picture of one company, focusing on its operations on German market since the entry in 2006. The researched company started building network position on foreign markets by developing a strong relationship with one actor, who acted as key intermediary with the market. As a result of major change in the business environment, the company decided to revise the strategy and develop a number of weaker links with various actors. The paper presents a number of questions which raise from a pilot study and require further investigation.

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Section: Network Positionmentioning

confidence: 99%

From intermediary relationship to multiple relationships – option of developing the network position in the internationalisation process. An exploratory study of a Polish food company

Małys

Fonfara

2019

oej

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“…Analysis of conflicts with foreign entities is especially important with respect to small and medium-sized enterprises (SMEs). SMEs often lack economies of scale and resources needed to enter foreign markets (Deszczyński, Fonfara, & Dymitrowski, 2017;Ellis, 2011). In order to conduct international activities, SMEs need to engage a bigger part of their general resources.…”

Section: Literature Reviewmentioning

confidence: 99%

The Impact of Conflicts in Foreign Business Relationships on SME Performance

Ratajczak‐Mrozek

Fonfara

Hauke-Lopes

2018

EBER

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The objective of the article is to discuss the impact of conflicts in foreign business relationships on the performance of SMEs. Two possible ways in which conflicts influence the company's performance are considered: direct (conflicts → company's performance) and indirect (conflicts → business rela.onships → company's performance). Research Design & Methods: The article uses the case study method and presents the results of a study of 13 SMEs operating in international markets. Findings: The article proposes a model of the positive impact of conflicts in foreign business relationships on SME performance. A model links relational and operational sources of conflicts with their direct and indirect (through relationships) impact on SME performance and positive and negative outcomes. Implications & Recommendations: The article provides information how to transform conflicts in foreign business relationships into positive outcomes. A crucial role in this respect is played by moderators: trust and informal relationship development, cultural awareness and formal action development. Contribution & Value Added: The originality of the study is that it identifies the main operational and relational sources of conflict situations that impact (directly and indirectly) SMEs performance in their international activities. The identified 4 moderators, by positively impacting SMEs foreign relationship in conflict situations, help these companies to obtain positive conflict outcomes.

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“…This kind of trust is built upon the assessment of general market standards. At the beginning of a business relationship it can act as a substitute for the other levels of trust, which will emerge as the company gains knowledge about its www.ieeca.org/journalpartner (Deszczynski, Fonfara & Dymitrowski, 2017).…”

Section: Literature Reviewmentioning

confidence: 99%

Business networking in social media - a case study of Polish export professionals

Deszczyński

2018

JEECAR

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The article offers a literature review on the role of trust in the business relationship development. It describes the role of social media in cognitive and affective trust building. The focal point of the article is devoted to an empirical research covering the use of LinkedIn and GoldenLine professional social media platforms by Polish export professionals. It indicates their overall passivity in maintaining a trustworthy online appearance, but it also touches the limitations of social media communications. The article gives also some managerial recommendations dealing with social media B2B involvement and argues that in the predictable future the deployment of social media in business networking will remain in its infancy.

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The Role of Relationships in Initiating the Internationalisation Process in B2B Markets

Cited by 12 publications

References 58 publications

From intermediary relationship to multiple relationships – option of developing the network position in the internationalisation process. An exploratory study of a Polish food company

From intermediary relationship to multiple relationships – option of developing the network position in the internationalisation process. An exploratory study of a Polish food company

The Impact of Conflicts in Foreign Business Relationships on SME Performance

Business networking in social media - a case study of Polish export professionals

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