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Article
Publication date: 12 March 2018

Fonfara Krzysztof, Ratajczak-Mrozek Milena, Dymitrowski Adam and Zieliński Marek

Abstract

Details

IMP Journal, vol. 12 no. 1
Type: Research Article
ISSN: 2059-1403

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Article
Publication date: 13 December 2018

Milena Ratajczak-Mrozek, Krzysztof Fonfara and Aleksandra Hauke-Lopes

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…

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.

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

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Book part
Publication date: 14 October 2015

Milena Ratajczak-Mrozek

The chapter addresses two research questions. Firstly, where does the line between the highly internationalised small and medium enterprises (SME) and micromultinationals…

Abstract

Purpose

The chapter addresses two research questions. Firstly, where does the line between the highly internationalised small and medium enterprises (SME) and micromultinationals (mMNE) lie? Secondly, what are the success factors and hindrances to the process of becoming an mMNE? How to internationalise being a small company and build prosperous relationships on the foreign and domestic market on the way to becoming mMNE?

Methodology/approach

The single company longitudinal case study of a furniture producer from Poland is analysed. Data for the case was collected using six detailed interviews.

Findings

Due to different networking possibilities, which are often based on long-term but not formalised cooperation, sometimes the line between the highly internationalised SME, formally using only exporting and the mMNE is very narrow. The analysis corroborates the former studies concerning factors of the successful establishment of mMNEs, drawing attention to the importance of entrepreneurship and networking. However strong embeddedness in domestic relationships may constitute, at the same time, a driver as well as a hindrance in the process described.

Originality/value

The case study examines in detail the process of becoming an mMNE which may be used for teaching purposes regarding new organisational forms in international business.

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Article
Publication date: 13 June 2016

Milena Ratajczak-Mrozek and Magdalena Herbeć

The purpose of this paper is to identify in what way micro and small firms from low-technology industries which are dependent on foreign companies can ensure that they…

Abstract

Purpose

The purpose of this paper is to identify in what way micro and small firms from low-technology industries which are dependent on foreign companies can ensure that they derive benefits from these relationships and what is more, in what way government policy should support this.

Design/methodology/approach

A longitudinal study of a furniture company has been used. The company’s relationship with its large foreign customer is analysed from the perspective of the market-oriented power dependence and the IMP interdependence concept. Additionally the secondary sources of information about Polish furniture industry have been used in order to present its international specificity.

Findings

The analysis shows that micro and small firms may derive benefits from their relationships with foreign entities due to their flexibility and the creation of heavy resources based on the standards of cooperation. Policies supporting exports and internationalisation cannot be isolated activities which end with the creation of foreign contacts and initiating transactions. Policy makers should concentrate on the support of the knowledge and experience exchange in terms of maintaining contacts with foreign entities as well as creation of a favourable framework of conditions for companies.

Practical implications

The recommendations may be applied to design a policy supporting micro and small enterprises representing low-technology industries from economies with a limited internal market.

Originality/value

The paper compares the perspective of a market-orientated power-dependency concept with the IMP interdependency approach. This sheds a light by adding an analysis of how to best utilise interdependencies on both sides of the supplier-customer interface. Both opportunities and hindrances resulting from the relationship between small firms and larger foreign companies are highlighted. Thanks to this approach a discussion is conducted in order to illustrate the policy implications of supporting micro and small enterprises from low-technology industries.

Details

IMP Journal, vol. 10 no. 2
Type: Research Article
ISSN: 2059-1403

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Article
Publication date: 6 July 2015

Milena Ratajczak-Mrozek

The purpose of this paper is to address two research questions. First: what causes an small and medium enterprises (SME) to engage in a merger with a multinational group…

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Abstract

Purpose

The purpose of this paper is to address two research questions. First: what causes an small and medium enterprises (SME) to engage in a merger with a multinational group and thereby change its relationships and to start functioning in a hierarchical structure which may be viewed as being the integration of a weaker entity by a stronger and bigger one? And second: what causes the successful continuation of a cross-border merger project from the perspective of an SME?

Design/methodology/approach

The concept of the network position is adopted to undertake a longitudinal study of an IT company from Poland.

Findings

From the perspective of the SME, its own perceived important network position resulting from the resources it possesses, the ability to decide how they are utilised, as well as relationships strongly supported by trust and a good atmosphere are key motives and success factors for the merger.

Originality/value

By adapting the IMP research perspective and the concept of network position to the analysis of mergers the additional aspects of the merger process which are usually not raised in relevant traditional mergers and acquisitions literature are revealed. A merger is not just the sourcing of resources, but also interdependencies and taking joint decisions with regard to them; not just economic aspects, but also social aspects of relationships (trust and atmosphere); not just the sharing of resources between merged entities, but also the constant influence of other relationships and interactions on these resources.

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Book part
Publication date: 21 October 2019

Luis Oliveira, Wensong Bai, Martin Johanson, Milena Ratajczak-Mrozek and Barbara Francioni

We investigate the role of market uncertainties as determinants of the adoption of control and prediction in the internationalization of small- and medium-sized…

Abstract

We investigate the role of market uncertainties as determinants of the adoption of control and prediction in the internationalization of small- and medium-sized enterprises (SMEs). Building on the possibility that uncertain markets may lead to trade-offs between these strategies, as suggested by the convergence between effectuation and internationalization research, we differentiate between uncertainties originated in SMEs’ home and host countries. We test our hypotheses with a cross-country data set encompassing 597 SMEs surveyed in Brazil, China, Poland, and Italy. Our results indicate that home-country uncertainty is related to the adoption of control strategies, while host-country cultural uncertainty is related to prediction efforts. Moreover, internationalization knowledge emerged not as a moderator of these relationships but as a relevant antecedent of both control and prediction. Our findings have implications for the use of effectuation in the study of SME internationalization and also for the conceptualization of the effectuation process itself.

Details

International Business in a VUCA World: The Changing Role of States and Firms
Type: Book
ISBN: 978-1-83867-256-0

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Book part
Publication date: 21 October 2019

Abstract

Details

International Business in a VUCA World: The Changing Role of States and Firms
Type: Book
ISBN: 978-1-83867-256-0

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Article
Publication date: 6 July 2015

Alexandra Waluszewski and Ivan Snehota

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Abstract

Details

IMP Journal, vol. 9 no. 2
Type: Research Article
ISSN: 2059-1403

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Article
Publication date: 1 March 2019

Antonella La Rocca, Ivan Snehota and Alexandra Waluszewski

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201

Abstract

Details

Journal of Business & Industrial Marketing, vol. 34 no. 1
Type: Research Article
ISSN: 0885-8624

Content available
Article
Publication date: 13 June 2016

Alexandra Waluszewski and Ivan Snehota

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510

Abstract

Details

IMP Journal, vol. 10 no. 2
Type: Research Article
ISSN: 2059-1403

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