Positive and Negative Effects of a Company's Relationships in the Internationalization Process

Milena Ratajczak-Mrozek , Paweł Mielcarek

Abstract

The main purpose of this article is to propose a conceptual framework combining both the scope and strength of a company's relationships thereby allowing it to achieve better results in terms of the effects accompanying the company's internationalisation. We propose a conceptual model of four types of relationships in the internationalisation process. We call them: domestic contacts, domestic embeddedness, international exploration and international exploitation, as internationalisation does not mean that a company gives up contacts with domestic entities at the same time. These types of relationships generate positive and negative effects depending on the scope of the relationship (domestic/international) and its strength (weak/strong). By looking at internationalisation from the complex perspective of both domestic and foreign relationships, we point to the need for a comprehensive look at the internationalisation process, its accompanying effects and the related problems of relationship management. To achieve this purpose we primarily adopt the network model of internationalisation and integrate it with the strategic approach to network analysis. Our proposal allows us to analyse the effects of interdependencies in a global business landscape including the conditions under which relationships management and internationalisation lead to improved performance.
Author Milena Ratajczak-Mrozek (WGM / KMM)
Milena Ratajczak-Mrozek,,
- Department of International Marketing
, Paweł Mielcarek (WZ / KTOiZ)
Paweł Mielcarek,,
- Department of Organisation and Management Theory
Journal seriesArgumenta Oeconomica, ISSN 1233-5835, (A 15 pkt)
Issue year2017
No1 (38)
Pages121-144
Publication size in sheets1.15
Keywords in Englishinternationalisation, network model of internationalisation, relationship strength, relationship management, internationalisation effects, company performance
ASJC Classification1408 Strategy and Management; 2002 Economics and Econometrics
DOIDOI:10.15611/aoe.2017.1.05
URL http://www.dbc.wroc.pl/dlibra/docmetadata?id=36705&from=publication
Languageen angielski
Score (nominal)15
Score sourcejournalList
ScoreMinisterial score = 15.0, 25-03-2020, ArticleFromJournal
Publication indicators WoS Citations = 0; Scopus SNIP (Source Normalised Impact per Paper): 2017 = 0.084; WoS Impact Factor: 2017 = 0.178 (2) - 2017=0.222 (5)
Citation count*3 (2020-07-06)
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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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