Conflict handling in small firms’ foreign business relationships

Abstract

Purpose

The purpose of this paper is to indicate how conflicts in foreign business relationships are handled by small firms from a relational point of view and how these conflicts can be used by small firms in a positive way.

Design/methodology/approach

The paper uses qualitative study and presents the results of in-depth interviews conducted with six small, Poland-based firms.

Findings

The paper indicates the nature of conflicts in foreign business relationships from the perspective of small firms, including the sources of conflict and its outcomes. The main sources of conflict indicated include service or product quality, financial aspects of cooperation and cultural differences. The study exposes the existence of both negative (e.g. financial consequences) and positive (e.g. gaining new experience) outcomes of conflicts. It shows that positive conflict handling often constitutes a significant challenge for small firms and that the authors cannot really speak of one optimal method of conflict handling. Regardless of the method adopted, the costs involved should be taken into detailed consideration.

Practical implications

The paper points to actions that could be taken by small firms to handle conflicts in a way that will produce positive outcomes.

Originality/value

Managing international relationships is a more challenging task compared with domestic ones, especially for smaller firms. The paper exposes the impact of two categories of conflict (called day-to-day problems and severe conflicts) in a foreign relationship on small firms and considers different methods of handling the conflict situations.

Citation

Ratajczak-Mrozek, M., Fonfara, K. and Hauke-Lopes, A. (2019), "Conflict handling in small firms’ foreign business relationships", Journal of Business & Industrial Marketing, Vol. 34 No. 1, pp. 240-252. https://doi.org/10.1108/JBIM-10-2018-0316