Conflict handling in small firms’ foreign business relationships
Milena Ratajczak-Mrozek , Krzysztof Fonfara , Aleksandra Hauke-Lopes
AbstractThe 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. The paper uses qualitative study and presents the results of in-depth interviews conducted with six small, Poland-based firms. 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. 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.
|Journal series||Journal of Business & Industrial Marketing, [Journal of Business and Industrial Marketing], ISSN 0885-8624, e-ISSN 2052-1189, (N/A 70 pkt)|
|Publication size in sheets||0.6|
|Keywords in Polish||małe przedsiębiorstwa, konflikt, zagraniczne relacje biznesowe, współpraca przedsiębiorstw|
|Keywords in English||Small firms, Conflict, Foreign business relationship, cooperation|
|Score||= 70.0, 08-04-2020, ArticleFromJournal|
|Publication indicators||= 0; : 2018 = 0.957; : 2017 = 1.833 (2) - 2017=2.062 (5)|
|Citation count*||3 (2020-07-13)|
* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.