Relationship Between Competitive Strategies of Small and Medium-Sized Polish International New Ventures and Their Market Performance: Cluster Analysis Approach

Tomasz Sikora () and Ewa Baranowska-Prokop ()
Additional contact information
Tomasz Sikora: Institute of International Management and Marketing, Warsaw School of Economics
Ewa Baranowska-Prokop: Institute of International Management and Marketing, Warsaw School of Economics

Chapter Chapter 22 in Advances in Cross-Section Data Methods in Applied Economic Research, 2020, pp 355-371 from Springer

Abstract: Abstract The main goal of this paper is to analyze the relationship between competitive strategies and market performance for Polish small and medium-sized international new ventures (INVs). Three dimensions used for classification of strategies are: standardization–adaptation of products, differentiated versus nondifferentiated products and selling products to the whole market, to selected segments, or to a niche only. The applied research method is statistical analysis (SPSS) of data obtained from questionnaire distributed in 2018 (mixed mode: CATI + CAWI method) to respondents from representative sample of 297 Polish INVs. The relationship between variables related to strategies and market performance measures shows weak correlations in line with the hypotheses: positive correlations with increasing adaptation, positive correlations with increasing differentiation, positive correlations with broadening vision of the market. Cluster analysis made it possible to identify a disadvantageous mix of strategies: The strongest product standardization combined with the weakest product differentiation together with addressing commercial efforts to niche markets led to the lowest results on all market performance measures. A non-segmentation approach led to the best results in 3 out of 4 market performance measures.

Keywords: International new ventures; Strategy; Market performance; L11; L14; L17 (search for similar items in EconPapers)
Date: 2020
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:prbchp:978-3-030-38253-7_22

Ordering information: This item can be ordered from
http://www.springer.com/9783030382537

DOI: 10.1007/978-3-030-38253-7_22

Access Statistics for this chapter

More chapters in Springer Proceedings in Business and Economics from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().