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Jak zmienić kontakty w korzystne relacje – wyniki badań empirycznych

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Ratajczak-Mrozek M., Barłożewski K.
Kwartalnik Nauk o Przedsiębiorstwie
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2017
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vol. 43
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issue 2
51-57
EN
The aim of the article is to provide answers to two research questions. Firstly, what in business practice is needed to convert a contact into beneficial relationship. And secondly, whether numerous personal contacts, the so-called “connections” are sufficient to achieve sustained success in creating business relationships. The authors responded the questions by using the results of research conducted among 419 companies. As a result they proposed a scheme of the development process from contact to a beneficial relationship.
PL
Artykuł ma na celu uzyskanie odpowiedzi na dwa pytania badawcze. Po pierwsze, co w praktyce prowadzenia biznesu jest potrzebne do przekształcenia kontaktu w przynoszącą korzyść relację? I po drugie, czy liczne kontakty osobiste, czyli tak zwane „znajomości” są wystarczające do osiągnięcia trwałego sukcesu w budowaniu relacji biznesowych? Autorzy udzielili odpowiedzi na pytania korzystając z wyników badań przeprowadzonych wśród 419 przedsiębiorstw. W efekcie zaproponowali także schemat procesu rozwoju od kontaktu do korzystnej relacji.
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Is internationalisation beneficial for novice internationalisers? The performance effects of firm-specific advantages, internationalisation degree and firm size revisited

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Barłożewski K., Trąpczyński P.
Oeconomia Copernicana
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2021
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vol. 12
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issue 1
53-75
EN
Research background: Research on the performance outcomes of different forms of internationalisation has attracted significant attention due to its theoretical and practical relevance. Still, the related findings have remained conflicting. Scholars have argued that companies need to possess or acquire firm-specific advantages (FSAs) to succeed internationalisation. However, a significant part of International Business (IB) research has treated FSAs as enablers of internationalisation, while some have argued that internationalisation in itself only helps firms translate the possessed resources into performance. Purpose of the article: The objective of this study, which is based on the resource-based view (RBV), is to explore the moderating effect of internationalisation on the relationship between FSAs and performance, considering internationalisation degree and firm size as boundary conditions for that relationship. Methods: We carry out statistical analyses on a longitudinal dataset containing 304 novice internationalisers from the post-transition economy of Poland and a total of 1167 firm-year observations. Thereby, we compare SMEs with large firms. Findings & value added: We find that while FSAs do positively affect firm performance, this relationship becomes weaker for higher levels of internationalisation. However, the negative moderating effect of the internationalisation degree becomes weaker for larger novice internationalisers, which are more able to handle the complexity of managing foreign operations.
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