Informal relationships in a company’s internationalization process

Adam Dymitrowski , Krzysztof Fonfara , Bartosz Deszczyński


Purpose–The purpose of this paper is to identify the role of a company’s external informal relationships in the internationalization process.Design/methodology/approach–To achieve the aim of this paper, a qualitative research was undertaken. The data used for analysis wereobtained through face-to-face interviews with representatives of 20 companies.Findings–There are two mainfindings of the research. First, on the basis of the analysis of the interviews, it was possible to identify 14 differentoutcomes of informal relationships with external actors in the internationalization process. Second, the outcomes have been assigned to differentstages of the internationalization process, thereby covering the whole range of a company’s development timeline.Originality/value–This paper illustrates and confirms the important and positive role of the informal relationships developed by a company withexternal actors in the internationalization process and indicates that it can change over time depending on the stage of the internationalizat
Author Adam Dymitrowski (WGM / KMM)
Adam Dymitrowski,,
- Department of International Marketing
, Krzysztof Fonfara (WGM / KMM)
Krzysztof Fonfara,,
- Department of International Marketing
, Bartosz Deszczyński (WGM / KMM)
Bartosz Deszczyński,,
- Department of International Marketing
Journal seriesJournal of Business & Industrial Marketing, [Journal of Business and Industrial Marketing], ISSN 0885-8624, e-ISSN 2052-1189, (N/A 70 pkt)
Issue year2019
Publication size in sheets0.55
Keywords in Polishefekty, internacjonalizacja, badanie jakościowe, relacje nieformalne
Keywords in Englishoutcomes, internationalization, qualitative research, informal relationships
ASJC Classification1403 Business and International Management; 1406 Marketing
Languageen angielski
Score (nominal)70
Score sourcejournalList
ScoreMinisterial score = 70.0, 08-04-2020, ArticleFromJournal
Publication indicators WoS Citations = 0; Scopus SNIP (Source Normalised Impact per Paper): 2018 = 0.957; WoS Impact Factor: 2017 = 1.833 (2) - 2017=2.062 (5)
Citation count*1 (2020-09-13)
Additional fields
UwagiFirst online - Accepted 7 April 2019
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* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
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