The role of relationships in initiating the internationalization process in B2B markets
Bartosz Deszczyński (),
Krzysztof Fonfara () and
Adam Dymitrowski ()
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Bartosz Deszczyński: Poznan University of Economics and Business, Poland
Krzysztof Fonfara: Poznań University of Economics and Business, Poland
Adam Dymitrowski: Poznań University of Economics and Business, Poland
Entrepreneurial Business and Economics Review, 2017, vol. 5, issue 4, 91-109
Objective: The objective of this paper is to evaluate how companies use the relationship capital when initiating the internationalization process and how the development of a business network affects this process. Research Design & Methods: The paper presents a comparative analysis of case studies of seven companies based in Poland and operating in foreign markets. This set of primary data and a comprehensive literature review served as a stimulus for the development of a typology of relationship capital mediating agents. Findings: The cornerstone of the article is the assumption that in order to accelerate internationalization, entities trying to enter foreign markets have to â€œborrowâ€ relationship capital from one or more of several mediating agents. The article identifies these agents and outlines the role of different types of relationships during the market entry phase. Implications & Recommendations: The article proposes a typology of relationship capital mediating agents such as: foreign and domestic intermediaries, individual insiders, own international and corporate network, own network expansion, and corporate or personal referrals. It also outlines the limited role of social relationships in concluding a successful market entry, placing them as one of the possible, but not necessary, options. Contribution & Value Added: The originality of this work lies in the application of the concept of the relationship assets/capital to the network approach in internationalization as proposed by the Industrial Marketing and Purchasing Group (IMP) and the development of a typology of relationship capital mediating agents.
Keywords: business relationships; social relationships; institutional relationships; internationalization; relationship capital mediating agents, relationship management (search for similar items in EconPapers)
JEL-codes: L25 D23 (search for similar items in EconPapers)
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Persistent link: https://EconPapers.repec.org/RePEc:krk:eberjl:v:5:y:2017:i:4:p:91-109
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