BazEkon - Biblioteka Główna Uniwersytetu Ekonomicznego w Krakowie

BazEkon home page

Meny główne

Ratajczak-Mrozek Milena (Poznań University of Economics, Poland), Mielcarek Paweł (Poznan University of Economics)
Positive and Negative Effects of a Company's Relationships in the Internationalization Process
Argumenta Oeconomica, 2017, nr 1 (38), s. 121-144, rys., tab., bibliogr. 97 poz.
Argumenta Oeconomica
Słowa kluczowe
Przedsiębiorstwo międzynarodowe, Internacjonalizacja, Internacjonalizacja przedsiębiorstw, Analiza sieciowa
International enterprise, Internationalization, Enterprise internationalization, Network analysis
The main purpose of this article is to propose a conceptual framework combining both the scope and strength of a company's relationships thereby allowing it to achieve better results in terms of the effects accompanying the company's internationalisation. We propose a conceptual model of four types of relationships in the internationalisation process. We call them: domestic contacts, domestic embeddedness, international exploration and international exploitation, as internationalisation does not mean that a company gives up contacts with domestic entities at the same time. These types of relationships generate positive and negative effects depending on the scope of the relationship (domestic/international) and its strength (weak/strong). By looking at internationalisation from the complex perspective of both domestic and foreign relationships, we point to the need for a comprehensive look at the internationalisation process, its accompanying effects and the related problems of relationship management. To achieve this purpose we primarily adopt the network model of internationalisation and integrate it with the strategic approach to network analysis. Our proposal allows us to analyse the effects of interdependencies in a global business landscape including the conditions under which relationships management and internationalisation lead to improved performance.(original abstract)
Dostępne w
Biblioteka Główna Uniwersytetu Ekonomicznego w Krakowie
Biblioteka Szkoły Głównej Handlowej w Warszawie
Biblioteka Główna Uniwersytetu Ekonomicznego w Katowicach
Biblioteka Główna Uniwersytetu Ekonomicznego w Poznaniu
Biblioteka Główna Uniwersytetu Ekonomicznego we Wrocławiu
Pełny tekst
  1. Anderson, J. C., Narus, J. A., A Model of Distributor Firm and Manufacturer Firm Working Partnerships, "Journal of Marketing", 54 (1), pp. 42-58, 1990.
  2. Anderson, J. C., Weitz, B., The Use of Pledges to Build and Sustain Commitment in Distribution Channels, "Journal of Marketing Research", 29 (2), pp. 18-34, 1992.
  3. Assaf, A. G., Josiassen, A., Ratchford, B. T, Barros, C. P., Internationalization and Performance of Retail Firms: A Bayesian Dynamic Model, "Journal of Retailing", 88 (2), pp. 191-205, 2012.
  4. Axelsson, B., Johanson, J., Foreign Market Entry - The Textbook vs. the Network View [in:] Axelsson, B., Easton, G. (eds.), Industrial Networks, A New View of Reality. Routledge, London and New York, 1992.
  5. Baldwin, C., The Capital Factor: Competition for Capital in Global Environment [in:] Porter, M. (ed.), Competition in Global Industries, pp.184-223. Harvard Business School Press, Boston, 1986.
  6. Barcellos, E., Cyrino, Á, de Miranda Oliveira Júnior, M., Leme Fleury, M. T., Does Internationalization Pay off? A Study of the Perceived Benefits and Financial Performance of the International Operations of Brazilian Companies, "GCG Georgetown University" - Universia Septiembre-Diciembre, 4 (3), pp. 38-61, 2010.
  7. Barry, J. M., Dion, P., Johnson, W., A Cross-Cultural Examination of Relationship Strength in B2B Services, "Journal of Services Marketing", 22 (2), pp. 114-135, 2008.
  8. Benito, G. R. G., Welch, L. S., Silseth, P. R., Karlsen, T., Exploring Inward-Outward Linkages in Firms' Internationalisation: A Knowledge and Network Perspective, The 17th IMP-conference, Oslo, Norway, 2001.
  9. Blankenburg, H. D., Eriksson, K., Johanson J., Creating Value through Mutual Commitment to Business Network Relationships, "Strategic Management Journal", 20, pp. 467-486, 1999.
  10. Blomstermo, A., Eriksson, K., Lindstrand, A., Sharma, D. D., The Perceived Usefulness of Network Experiential Knowledge in the Internationalizing Firm, "Journal of International Management", 10 (3), pp. 355-373, 2004.
  11. Brewer, H. L., Investor Benefits from Corporate International Diversification, "Journal of Financial and Quantitative Analysis", 16 (1), pp. 113-126, 1981.
  12. Broad, R., The Strength of Network Relationships n Strategic Account Management, The 28th IMP-conference, Rome, Italy, 2012.
  13. Capar, N., Kotabe, M., The Relationship between International Diversification and Performance in Service Firms, "Journal of International Business Studies", 34 (4), pp. 345-355, 2003.
  14. Chen, H., Hsu, H. W., Internationalization, Resource Allocation and Firm Performance, "Industrial Marketing Management", 39, pp. 1103-1110, 2010.
  15. Chetty, S., Blankenburg, Holm, S. D., Internationalisation of Small to Medium-sized Manufacturing Firms: A Network Approach, "International Business Review", 9, pp. 77-93, 2000.
  16. Chiang, Y.-C., Yu, T.-H., The Relationship between Multinationality and the Performance of Taiwan Firms, "Journal of American Academy of Business", 6 (1), 2005.
  17. Collins, J. M., A Market Performance Comparison of US Firms Active in Domestic, Developed, Developing Countries, "Journal of International Business Studies", 21 (2), pp. 271-287, 1990.
  18. Contractor, F. J., Is International Business Good for Companies? The Evolutionary or Multi-Stage Theory of Internationalization or Transaction Costs Perspective, "Management International Review", 3 (47), pp. 453-475, 2007.
  19. Contractor, F., Kundu, S., Hsu, C.C., A Three-Stage Theory of International Expansion: The Link between Multinationality and Performance in the Service Sector, "Journal of International Business Studies", 34 (1), pp. 5-18, 2003.
  20. Coviello, N., Munro, H., Network Relationships and the Internationalisation Process of Small Software Firms, "International Business Review", 6 (4), pp. 361-386, 1997.
  21. Dahlin, P., Fors, J., Havila, V., Thilenius, P., Netquakes - Describing Effects of Ending Business Relationships on Business Networks, IMP 2005, Rotterdam 2005.
  22. Daniels, J. D., Radebaugh, L. H., Sullivan, D. P., International Business Environments and Operations, Pearson Education, Upper Saddle River, 2004.
  23. D'Cruz, J. R., Rugman, A. M., Developing International Competitiveness: The Five Partners Model, "Business Quarterly", 8 (2), 1993.
  24. Delios, A., Beamish, P. W., Geographic Scope, Product Diversification, and The Corporate Performance of Japanese Firms, "Strategic Management Journal", 20 (8), pp. 711-27, 1999.
  25. Donaldson, B., O'Toole, B., Classifying Relationship Structures: Relationship Strength in Industrial Markets, "Journal of Business and Industrial Marketing", 15 (7), pp. 491-506, 2000.
  26. Dorrenbacher, C., Measuring Corporate Internationalisation: A Review of Measurement Concepts and Their Use, "Intereconomics", 35 (3), pp. 119-126, 2000.
  27. Dwyer, F. R., Schurr, P. H., Oh, S., Developing Buyer-Seller Relationships, "Journal of Marketing", 51 (2), pp. 11-27, 1987.
  28. Easton, G., Industrial Networks: A Review [in:] Alexsson, B., Easton, G., Industrial Networks: A New View of Reality. Routledge, London, 1992.
  29. Elango, B., Sethi, S. P., An Exploration of the Relationship between Country of Origin (COE) and the Internationalization-performance Paradigm, "Management International Review", 47 (3), pp. 369-392, 2007.
  30. Emerson, R. M., Social Exchange Theory [in:] Rosneberg, M., Turner, R., (eds.), Social Psychology: Sociological Perspective. Basic Books, New York,1981.
  31. Fletcher, R., A Holistic Approach to Internationalisation, "International Business Review", 10, pp. 25-49, 2001.
  32. Fletcher, R., The Internationalisation from a Network Perspective: A Longitudinal Study, "Industrial Marketing Management", 37, pp. 953-964, 2008.
  33. Fletcher, R., Barrett, N., Embeddedness and the Evolution of Global Networks. An Australian Case Study, "Industrial Marketing Management", 30, pp. 561-573, 2001.
  34. Fonfara, K. (ed.), The Development of Business Networks in the Company Internatio-nalisation Process. Poznań University of Economics Press, Poznań, 2012.
  35. Ford, D., The Development of Buyer-Seller Relationships in Industrial Markets, "European Journal of Marketing", 14 (5-6), pp. 339-54, 1980.
  36. Ford, D., Håkansson, H., Johanson, J., How Do Companies Interact?, "Industrial Marketing and Purchasing", 1 (1), 1986
  37. Ford, D., Havila, V., Problems with Relationship: When It All Goes Wrong, The 19th IMP-conference, Lugano, Switzerland, 2003.
  38. Ford, D., Gadde, L.-E., Håkansson, H., Snehota, I., Managing Business Relationships. Wiley, Chichester, the UK, 2011.
  39. Ford, D., McDowell, R., Managing Business Relationships by Analysing the Effects and Value of Different Actions, "Industrial Marketing Management", 28 (3), pp.429-442, 1999.
  40. Frezen, J., Davies, H., Purchasing Behaviour in Embedded Market, "Journal of Consumer Research", 17 (6), pp. 1-12, 1990.
  41. Frezen, J., Nakamoto, K., Structure, Cooperation and the Flow of Market Information, "Journal of Consumer Research", 20 (12), pp. 360-75, 1993.
  42. Geyskens, I., Steekamp, J.-B., Scheer, L. K., Kumar, N., The Effect of Trust and Interdependence on Relationship Commitment: A Trans-Atlantic Study, "International Journal of Research in Marketing", 13 (4), pp. 303-317, 1996.
  43. Gomes, L., Ramaswamy, K., An Empirical Examination of the Form of the Relationship between Multinationality and Performance, "Journal of International Business Studies", 30, (1), pp. 173-88, 1999.
  44. Hadley, R. D., Wilson, H. I. M., The Network Model of Internationalisation and Experiential Knowledge, "International Business Review", 12, pp. 697-717, 2003.
  45. Hausman, A., Variations in Relationship Strength and Its Impact on Performance and Satisfaction in Business Relationship, "Journal of Business and Industrial Marketing", 16 (7), pp. 600-616, 2001.
  46. Mitchell, W., Shaver, J. M., Yeung, B., Performance Following Changes of International Presence in Domestic and Transition Industries, "Journal of International Business Studies", 24, pp. 647-669, 1993.
  47. Håkansson, H., Gadde, L.-E., Supplier Relations. Professional Purchasing, Routledge, London, 1992.
  48. Håkansson, H., Snehota, I., Analysing Business Relationships [in:] Håkanssosn, H., Snehota, I., Developing Relationships in Business Networks. Routledge, London, 1995.
  49. Hitt, M. A., Hoskisson, R. E., Kim, H., International Diversification: Effects on Innovation and Firm Performance in Product-Diversified Firms, "Academy of Management Journal", 40 (4), pp. 767-79, 1997.
  50. Hohenthal, J., Johanson, J., Johanson, M., Network Knowledge and Business-relationship Value in the Foreign Market, "International Business Review", 23 (1), pp. 4-19, 2014.
  51. Holm, D. B., Eriksson, K., Johanson, J., Creating Value through Mutual Commitment to Business Network Relationships, "Strategic Management Journal", 20 (5), pp. 467-486, 1996.
  52. Hsu, W. T., Chen, H. L., Cheng, C. Y., Internationalization and Firm Performance of SMEs: The Moderating Effects of CEO Attributes, "Journal of World Business", 48, pp. 1-12, 2013.
  53. Hsu, C. C., Pereira, A., Internationalization and Performance: The Moderating Effects of Organizational Learning, "Omega", 36, pp. 188-205, 2008.
  54. Jarillo, J. C., Strategic Networks. Creating the Borderless Organization. Butterworth Heinemann, USA, 1995.
  55. Johanson, J., Mattsson, L. G., Internationalisation in Industrial Systems - A Network Approach [in:] Hood, N., Vahlne, J. E. (eds.), Strategies in Global Competition. Croom Helm, New York, 1988.
  56. Johanson, M., Pao, K., Network and Internationalisation, The 28th IMP-conference, Rome, Italy, 2012.
  57. Johanson, J., Vahlne, J.-E., The Uppsala Internationalization Process Model Revisited: From Liability of Foreignness to Liability of Outsidership, "Journal of International Business Studies", 40, pp. 1411-1431, 2009.
  58. Kenny, B., Fahy, J., SMEs' Networking Capability and International Performance [in:] Interfirm Networks: Theory, Strategy, and Behavior, Advances in Business Marketing and Purchasing, Emerald Group Publishing Limited, Vol. 17, pp. 199-376, 2011.
  59. Kogut, B. Designing Global Strategies: Profiting from Operational Flexibility, "Sloan Management Review", 27, pp. 27-38, 1985.
  60. Lindstrand, A., Eriksson, K., Sharma, D.D., The Perceived Usefulness of Knowledge Supplied by Foreign Client Networks, "International Business Review", 18 (1), pp. 26-37, 2009.
  61. Lu, J. W., Beamish, P. W., International Diversification and Firm Performance: The S-Curve Hypothesis, "Academy of Management Journal", 47 (4), pp. 598-609, 2004.
  62. Mitchell, W., Shaver, J. M., Yeung, B., Performance Following Changes of International Presence in Domestic and Transition Industries, "Journal of International Business Studies", 24, pp. 647-669, 1993.
  63. Mitręga, M., Zolkiewski, J., Negative Consequences of Deep Relationships with Suppliers: An Exploratory Study in Poland, "Industrial Marketing Management", 41, pp. 886-894, 2012.
  64. Mitręga, M., Zolkiewski, J., Handling Relationship Problems, The 27th IMP-conference, Glasgow, Scotland, 2011
  65. Medlin, J. C., Relationship Performance: A Relationship Level Construct, The 19th IMP-conference, Lugano, Switzerland, 2003.
  66. Money, R., Gilly, M., Graham, J., Exploration of National Culture and Word-of-Mouth Referral Behaviour in the Purchase of Industrial Services in United States and Japan, "Journal of Marketing", 62 (10), pp. 76-87, 1998.
  67. Morgan, R. M., Hunt, S. D., The Commitment-Trust Theory of Relationship Marketing, "Journal of Marketing", 58 (3), pp. 43-48, 1994.
  68. Möller, K. K., Halinen, A., Business Relationships and Networks: Managerial Challenge of Network Era, "Industrial Marketing Management", 28 (5), pp. 413-427, 1999.
  69. Musteen, M., Francis, J., Datta, D. K., The Influence of International Networks on Internationalization Speed and Performance: A Study of Czech SMEs, "Journal of World Business", 45, pp. 197-205, 2010.
  70. Miyamoto, T., Nexhimi, R., Grainge, R., The Antecedent and Roles of Three Attributes of Customer Trust in Japanese Manufacturer-Supplier Relationships, The IMP 18th Annual International Conference, Perth, Australia, pp. 1-16, 2002.
  71. Oviat, B. M, McDougall, P. P., Toward a Theory of New Ventures, "Journal of International Business Studies", 25 (1), pp. 45-64, 1994.
  72. Palmatier, R. W., Relationship Marketing, "Marketing Science Institute", Cambridge, Massachusetts, 2008.
  73. Palmatier, R. W., Dant, R. P., Greval, D., Evans, K. R., Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis, "Journal of Marketing", 70 (10), pp. 136-53, 2006.
  74. Palmatier, R. W., Houston, M. B., Dant, R. P, Grewal, D., Relationship Velocity: Toward A Theory of Relationship Dynamics, "Journal of Marketing", 77 (1), pp. 13-30, 2013.
  75. Pangarkar, N., Internationalization and Performance of Small- and Medium-sized Enterprises, "Journal of World Business", 43, pp. 475-485, 2008.
  76. Ramaswamy, K., Multinationality and Performance: A Synthesis and Redirection, "Advances in International Comparative Management", 7, pp. 241-267, 1992.
  77. Ramaswamy, K., Kroeck, G. K. et al., Measuring the Degree of Internalization of a Firm: A Comment, "Journal of International Business Studies", 27 (1), pp. 167-177, 1996.
  78. Ratajczak-Mrozek, M., Sieci biznesowe a przewaga konkurencyjna przedsiębiorstw zaawansowanych technologii na rynkach zagranicznych [Business networks and competitive advantage of high-tech companies in foreign markets]. Wydawnictwo Uniwersytetu Ekonomicznego w Poznaniu, Poznań, 2010.
  79. Ratajczak-Mrozek, M., Global Business Networks and Cooperation within Supply Chain as a Strategy for High-Tech Companies' Growth, "Journal of Entrepreneurship, Management and Innovation", 8 (1), pp. 35-51, 2012.
  80. Ratajczak-Mrozek, M., The Effect of Companies' Simultaneous Embeddedness in Different Local and Global Networks, The 29th IMP-conference, Atlanta, Georgia, 2013.
  81. Richard, J. E., Thirkell, P. C., Huff, S. L., An Examination of Customer Relationship Management (CRM) Technology Adoption and its Impact on Business-to-Business Customer Relationships, "Total Quality Management and Business Excellence", 18 (8), pp. 124-133, 2007.
  82. Rindfleisch, J., Moorman, C., The Acquisition and Utilization of Information in New Products Alliances: A Strength-of-Ties Perspective, "Journal of Marketing", 65 (4), pp. 1-18, 2001.
  83. Rindfleisch, J., Moorman, C., Interfirm Cooperation and Customer Orientation, "Journal of Marketing Research", 40 (11), pp. 421-436, 2003.
  84. Ruigrok, W., Amann, W., Wagner, H., The Internationalization - Performance Relationship at Swiss Firms: A Test of the S-Shape and Extreme Degrees of Internationalization, "Management International Review", 3 (47), pp. 349-368, 2007.
  85. Sambharya, R. B., The Combined Effect of International and Product Diversification Strategies on the Performance of US Based Multinational Corporations, "Management International Review", 35 (3), pp. 197-218, 1995.
  86. Sharma, D. D., Blomstermo A., The Internationalization Process of Born Globals: A Network View, "International Business Review", 12 (6), pp. 739-753, 2003
  87. Sigfusson, T., Harris, S., Domestic Market Context and International Entrepreneurs' Relationship Portfolios, "International Business Review", 22, pp. 243-258, 2013.
  88. Storbacka, K., Strandvik, T., Grönroos, C., Managing Customer Relationships for Profit: The Dynamics of Relationship Quality, "International Journal of Service Industry Management", 5 (5), pp. 21-38, 1994.
  89. Sullivan, D., Measuring the Degree of Internationalization of a Firm, "Journal of International Business Studies", 25 (2), pp. 325-342, 1994.
  90. Tähtinen, J., Halinen, A., Research on Ending Exchange Relationships: A Categorization, Assessment and Outlook. "Marketing Theory", 2, pp. 165-188, 2002.
  91. Thomas, D. E., International Diversification and Firm Performance in Mexican Firms: A Curvilinear Relationship? "Journal of Business Research", 59 (4), pp. 501-507, 2006.
  92. Turnbull, P., Ford, D., Cunningham, M., Interaction, Relationships and Networks in Business Markets: An Evolving Perspective, "Journal of Business and Industrial Marketing", 11 (3/4), pp. 44-71, 1996.
  93. Welch, L. S., Luostarinen, R. K., Internationalisation: Evolution of a Concept, "Journal of General Management", 2, pp. 36-64, 1988.
  94. Welch, L. S., Luostarinen, R. K., Inward-Outward Connections in Internationalization, "Journal of International Marketing", 1 (1), pp. 44-56, 1993.
  95. Wilson, D. T., Mummalaneni, V., Bonding and Commitment In Buyer-Seller Relationships: a Preliminary Conceptualization, "International Marketing and Purchasing", 1 (3), pp. 44-58, 1986.
  96. Zaheer, S., Overcoming the Liability of Foreignness, "Academy of Management Journal", 38 (2), pp. 341-363, 1995.
  97. Zhou, L., Wu, A., Luo, X., Internationalization and the Performance of Born-global SMEs: The Mediating Role of Social Networks, "Journal of International Business Studies", Vol. 38, pp. 673-690, 2007.
  98. Zhou, L., Wu, A., Barnes, B. R., The Effects of Early Internationalization on Performance Outcomes in Young International Ventures: The Mediating Role of Marketing Capabilities, "Journal of International Marketing", 20 (4), pp. 25-45, 2012.
Cytowane przez
Udostępnij na Facebooku Udostępnij na Twitterze Udostępnij na Google+ Udostępnij na Pinterest Udostępnij na LinkedIn Wyślij znajomemu