FROM INTERMEDIARY RELATIONSHIP TO MULTIPLE RELATIONSHIPS – OPTION OF DEVELOPING THE NETWORK POSITION IN THE INTERNATIONALISATION PROCESS. AN EXPLORATORY STUDY OF A POLISH FOOD COMPANY

Lukasz Malys () and Krzysztof Fonfara ()
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Lukasz Malys: Faculty of International Business and Economics, Poznan University of Economics and Business
Krzysztof Fonfara: Faculty of International Business and Economics, Poznan University of Economics and Business

OLSZTYN ECONOMIC JOURNAL, 2019, vol. 14, issue 2, 209-221

Abstract: Traditionally, the internationalisation process of a company has been analysed from the perspective of entering foreign markets. Currently, it is often analysed within the so-called network models, which take into account the importance of business relationships. The process of entry is not understood as a process of entering a foreign market, but a process of entering a network of business relationships on a foreign market. Insidership in such networks is necessary for successful internationalisation. Being an insider in the network means having a certain network position. The aim of the paper is to identify based on a pilot study the possible way of building network position on foreign markets by Polish food companies. The paper will present a picture of one company, focusing on its operations on German market since the entry in 2006. The researched company started building network position on foreign markets by developing a strong relationship with one actor, who acted as key intermediary with the market. As a result of major change in the business environment, the company decided to revise the strategy and develop a number of weaker links with various actors. The paper presents a number of questions which raise from a pilot study and require further investigation.

Keywords: internationalisation process; network position; business networks (search for similar items in EconPapers)
JEL-codes: D22 D23 F23 (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:ole:journl:v:14:y:2019:i:2:p:209-221

DOI: 10.31648/oej.3972

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