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From Intermediary Relationship To Multiple Relationships – Option Of Developing The Network Position In The Internationalisation Process. An Exploratory Study Of A Polish Food Company

Author

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  • Lukasz Malys

    (Faculty of International Business and Economics, Poznan University of Economics and Business)

  • Krzysztof Fonfara

    (Faculty of International Business and Economics, Poznan University of Economics and Business)

Abstract

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.

Suggested Citation

  • Lukasz Malys & Krzysztof Fonfara, 2019. "From Intermediary Relationship To Multiple Relationships – Option Of Developing The Network Position In The Internationalisation Process. An Exploratory Study Of A Polish Food Company," OLSZTYN ECONOMIC JOURNAL, University of Warmia and Mazury in Olsztyn, Faculty of Economic Sciences, vol. 14(2), pages 209-221, June.
    • Handle: RePEc:ole:journl:v:14:y:2019:i:2:p:209-221
    DOI: https://doi.org/10.31648/oej.3972
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    Citations

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    Cited by:

    1. Andrei Andreia Gabriela & Dincă Violeta-Mihaela & Mitan Andreea & Vătămănescu Elena-Mădălina, 2021. "Connecting the Dots: Exploring the Knowledge-based Antecedents of SMEs’ Profitability and Development via International Ventures," Management & Marketing, Sciendo, vol. 16(3), pages 167-186, September.
    2. Elena-Madalina VATAMANESCU & Andreea MITAN & Violeta-Mihaela DINCA & Andreia Gabriela ANDREI & Vlad-Andrei ALEXANDRU, 2021. "Smes Internationalization: Between Strategic Collaborators And Intermediaries," Proceedings of the INTERNATIONAL MANAGEMENT CONFERENCE, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 15(1), pages 457-466, November.

    More about this item

    Keywords

    internationalisation process; network position; business networks;
    All these keywords.

    JEL classification:

    • D22 - Microeconomics - - Production and Organizations - - - Firm Behavior: Empirical Analysis
    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business

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