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Article
Publication date: 19 November 2018

Izabela Kowalik and Lidia Danik

One of the approaches to study entrepreneurial marketing (EM) is the EMICO framework. The extant studies have not yet explored the application of this framework by…

Abstract

Purpose

One of the approaches to study entrepreneurial marketing (EM) is the EMICO framework. The extant studies have not yet explored the application of this framework by international new ventures (INVs). To address this research gap, four Polish INVs from medium-tech sector have been studied to check whether this tool can be applied to investigate the companies from Central and Eastern European Countries and identify the hierarchy of elements in the EMICO framework.

Design/methodology/approach

Using semi-structured interviews and the card game method, the understanding and importance of the EM concept elements by the Polish entrepreneurs have been explored. The collected text has been analyzed using qualitative data analysis software.

Findings

The studied INVs in their international marketing activity attributed most importance to understanding and responsiveness toward customers, networking, innovation introductions based on gathering of information and on the constant communication with clients. Most of the EMICO framework dimensions were confirmed; however, the concepts of “exploiting markets” and “integration of business processes” had minor importance for marketing.

Research limitations/implications

Research findings are relevant mainly for the B2B companies.

Originality/value

The paper recommends a modified list of EMICO elements for use in future studies concerning the small- and medium-sized enterprise internationalization.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 3 April 2017

Izabela Kowalik, Lidia Danik and Tomasz Sikora

The purpose of this paper is to develop the international entrepreneurship theory, by examining the entrepreneurial characteristics of international new venture (INV…

Abstract

Purpose

The purpose of this paper is to develop the international entrepreneurship theory, by examining the entrepreneurial characteristics of international new venture (INV) originating in Poland. Furthermore, it is assessed in the study whether these characteristics relate to the performance of INVs, considering the role of the age of the company.

Design/methodology/approach

The data were collected via a CATI survey of 105 Polish small- and medium-sized enterprises (SMEs), conforming to the early internationalization criteria, and 128 gradually internationalized SMEs. Student’s t-tests, correlation and, regression analysis were applied for group comparisons and relationship testing.

Findings

The Polish INVs are characterized by higher innovativeness and risk propensity than gradual exporters. Moreover, medium-strength correlations between entrepreneurial orientation (EO) elements and performance were found. The regression analysis proved that new product introduction, risk taking, and experience influence INV performance.

Research limitations/implications

The sample includes Polish SMEs from one sector. Moreover, most of the analyzed companies admitted being successful abroad, which may have influenced the study results.

Practical implications

Fast launching of new products and product development are important for quick expansion. A conciliatory approach to competitors is associated with better performance. Regarding the policy makers, the development of “breakthrough innovations” might not be as important as assisting the INVs in product launches.

Originality/value

An under-researched topic of EO of SMEs from a post-transformation market and its relationships with performance is explored. Moreover, the correlation of the company’s age and experience with success is studied.

Details

Baltic Journal of Management, vol. 12 no. 2
Type: Research Article
ISSN: 1746-5265

Keywords

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