A typology of company behaviour in the internationalisation process (a network approach)

• Autorzy: Krzysztof Fonfara
• Języki publikacji: EN

Abstrakty

EN

The aim of the paper is to propose a typology of company behaviour in the internationalisation process and to verify it empirically in the context of the company's success. On the basis of the established characteristics, a number of options of company model behaviour were distinguished. These were subsequently subjected to an initial evaluation on the basis of experts' opinions. This resulted in the identification and selection of four possible types of company behaviour in the internationalisation process. A mail survey was conducted in which a sample of 2,000 firms engaged in international operations and based in Poland was randomly selected on the basis of a database from Kompass Poland. The response rate was 14%. The paper, which contains a number of observations made on the basis of empirical results, aims at explaining the nature of relations between a specific type of company behaviour in the internationalisation process and the company's performance. (original abstract)

Słowa kluczowe

PL

Internacjonalizacja przedsiębiorstw; Podejście sieciowe; Spółki; Mierzenie wydajności pracy

EN

Enterprise internationalization; Network approach; Companies; Measuring work productivity

• Czasopismo: The Poznań University of Economics Review
• Rocznik: 2011
• Tom: 11
• Numer: nr 2
• Strony: 5-25

Twórcy

autor

Krzysztof Fonfara

• Poznań University of Economics, Poland

Bibliografia

• Andersen, O. (1993), On the Internationalization Process of Firms. A Critical Analysis, Journal of International Business Studies 24, no. 2.
• Berghe, D.A.F. van den (2003), Working across Borders: Multinational Enterprises and the Internationalisation of Employment, Rotterdam Erasmus Research Institute of Management.
• Blankenburg, D. (1995), A Network Approach to Foreign Market Entry, in: K. Müller, D.T. Wilson eds., Business Marketing: an Interaction and Network Perspective, Kluwer Academic Publishers.
• Campbell, A.J., Wilson, D.T. (1996), Managed Networks, in: E. Iacobuci ed., Networks in Marketing, Sage Publications.
• Christopher, M., Clark, M., Payne, A., Peck, H. (1999), Relationship Marketing. Strategy and implementation, Butterworth - Heinemann, Oxford, p. 4-28.
• Dunning, J.H. (1998), Location and Multinational Enterprise: a Neglected Factor? Journal of International Business Studies 29, no. 1, p. 46-60.
• Eramilli, M.K., Rao, C.E. (1993), "Service Firms" International Entry-Mode Choice: A Modified Transaction-Cost Analysis Approach, Journal of Marketing, 57 (3), p. 19-38.
• Fonfara, K. (1989), Relationships in the Complex Construction Venture Market, in: L. Hallèn, J. Johanson eds., Networks of Relationships in International Industrial Marketing, Advances in International Marketing, JA, Press Inc, vol. 3, p. 235-247.
• Fonfara, K. (2002), Proces wdrażania koncepcji marketingowej w polskich firmach - wnioski i dylematy (The Implementation of the Marketing Concept in Polish Companies - Conclusions and Dilemmas), in: L. Żabiński, K. Śliwińska eds., Marketing: koncepcje, badania, zarządzanie, PWE, Warszawa, p. 86-94.
• Fonfara, K.(2004), Marketing partnerski na rynku przedsiębiorstw (Relationship Marketing on the Business to Business Market), 2nd ed, PWE, Warszawa.
• Fonfara, K., Gorynia, M., Najlepszy, E., Schroeder, J. (2000), Strategie w biznesie międzynarodowym (Strategies in International Business), Wydawnictwo Akademii Ekonomicznej w Poznaniu.
• Ford, D., Gadde, L., Håkansson, H., Snechota, J. (2003), Managing Business Relationships, Wiley.
• Forsgren, M., Johanson, J. (1994), Managing Internationalization in Business Networks, in: M. Forsgren, J. Johanson eds., Managing Networks in International Business, Gordon and Breach Science Publishers.
• Hadjikhani, A., Johanson, M. (2002), The Fifth Dimension-expectations in the Internationalisation Process Model, in: M. Forsgren, V. Havila, H. Håkansson eds., Critical Perspectives on Internationalisation, Elsevier Science, Oxford, p. 285-303.
• Håkansson, H. (ed.) (1982), International Marketing & Purchasing of Industrial Goods - an Interaction Approach, John Wiley & Sons, Chichester.
• Håkansson, H., Ford, D., Gadde, L-E., Snechota, J., Waluszewski, A. (2009), Business in Networks, Wiley, p. 193-198.
• Håkansson, H., Johanson, J. (1992), A Model of Industrial Networks. A New View of Reality, Axelsson, B., Easton, G. eds., Routledge, London.
• Håkansson, H., Snechota, J. (1997), Analysing Business Relationships, in: D. Ford ed., Understanding Business Markets, The Dryden Press, London.
• Hollensen, S. (2010), Marketing Management. A Relationship Approach, 2nd ed., Pearson, p. 194-198.
• Hooley, G., Cox, T., Fahy, J., Shipley, D., Beracs, J., Fonfara, K., Snoj, B. (2000), Market Orientation in the Transition Economies of Central Europe: Tests of the Narver and Slater Market Orientation Scales, Journal of Business Research 50, Elsevier Science, p. 273-285.
• Jansson, H. (2007), International Business Marketing in Emerging Country Markets. The Third Wave of Internationalization of Firms, Edward Elgar Publishing.
• Jarillo, J.C. (1995), Strategic Networks. Creating the Bordless Organization, Butterworth, Heinemann, Oxford.
• Jarillo, J.C. (1988), On Strategic Networks, Strategic Management Journal, vol. 9, no. 1, p. 32.
• Johanson, J., Mattsson, L.G. (1987), Interorganizational Relations in Industrial Systems. A Network Approach Compared with the Transaction - Cost Approach, International Studies of Management and Organization, vol. 17, no. 1, p. 35.
• Johanson, J., Mattsson, L.G. (1988), Internationalisation in Industrial Systems - A Network Approach, in: N. Hood, J.E. Vahlne eds., Strategies in Global Competition, Croom Helm, New York.
• Johanson, J., Vahlne, J.E. (1977), The Internationalization Process of the Firm - a Model of Know ledge Development and Increasing Foreign Market Commitments, Journal of International Business Studies, vol. 8, no. 1.
• Johanson, J., Vahlne, J. E., (1990), The Mechanism of Internationalisation, International Marketing Review, vol. 7, no. 4.
• Johanson, J., Wiedersheim-Paul, F. (1975), The Internationalization of the Firm - Four Swedish cases, Journal of Management Studies.
• Luostarinen, R. (1979), Internationalization of the Firm, in: Acta Academieae Oeconomicae Helsingiensis, Series A: 30, Helsinki.
• Mazet, F., Salle, R., Spencer, R. (1995), International Networks and International Networks Strategies, in: K. Müller, D.T. Wilson eds., Business Marketing: An Interaction and Network Perspective, Kluwer Academic Publishers.
• Nördstrom, K. (1990), The Internationalization Process of the Firm - Searching for New Patterns and Explanations, Institute of International Business, Stockholm School of Economics.
• Peck, P., Payne, A., Clark, Ch. (1999), Relationship Marketing. Strategy and Implementation, Butterworth-Heinemann, Oxford, p. 4-28.
• Reid, S. (1983), Firm Internationalisation Transaction Costs and Strategic Choice, International Marketing Review, vol. 1, no. 2.
• Root, F.R. (1987), Entry Strategies for International Markets, DC Heath, Lexington, MA.
• Terpstra, V. (2007), Culture and International Marketing, in: T.J. Wilkinson, A.R. Thomas eds., New World Marketing. Marketing in the 21st Century, Praeger, p. 109-133.
• Thorelli, H.B. (1986), Networks: Between Markets and Hierarchies, Strategic Management Journal, no. 7.
• Turnbull, P.W. (1987), A Challenge to the Stages Theory of the Internationalization Process, in: S.D. Reid, P.J. Rosson eds., Managing Export Entry and Expansion, Praeger, New York.
• Turnbull, P.W., Ellwood, S. (1986), Internationalisation in the Information Technology Industry, in: P.W. Turnbull, , S.J. Paliwoda eds., Research in International Marketing, Croom Helm, London.
• Vahlne, J.-E., Johanson, J. (2002), New Technology, New Companies, New Business and the New Internationalisation Processes? in: M. Forsgren, V. Havila, H. Håkansson eds., Critical Perspectives on Internationalisation, Elsevier Science, p. 209-227.
• Welford, R., Prescott, K. (1994), European Business: An Issue Based Approach, 2nd ed., Pitman, London.
• Whitelock, J. (2002), Theories of internationalisation and their impact on market entry, International Marketing Review, vol. 19, no. 4, p. 342-347.
• Xu, S., Cavusgil, S.T., White, J.Ch. (2006), The Impact of Strategic Fit Among Strategy, Structure and Processes on Multinational Corporation Performance: A Multimethod Assessment, Journal of International Marketing, no. 2.