Search results

1

Assessing impact of base erosion and profit shifting on performance of subsidiaries of multinational corporations in Baltic countries

100%

Kundelis E., Legenzova R.

Equilibrium. Quarterly Journal of Economics and Economic Policy

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2019

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vol. 14

|

issue 2

277-293

EN

Research background: The problem of base erosion and profit shifting by multi-national corporations has been debated from different perspectives because of its multiple impact on the key actors in the economy. Studies refer to its positive impact on companies via corporate taxes saved, but its negative impact on governments via reduced tax collection. A number of empirical studies conducted in different countries support the substantial BEPS impact on company performance, but report differences in its magnitude. Other authors claim that, despite a wide range of tax avoidance opportunities available, tax avoidance is limited due to institutional measures imposed (tax audits, penalties for non-compliance) and high implementation costs. A majority of the previous empirical research covered large countries (USA, Germany) or regions (e.g. Europe), but there is a gap in the re-search assessing the BEPS impact on multinational corporations? subsidiaries? performance in countries with lower corporate income tax rates such as the Baltic countries. Purpose of the article: To assess the impact of base erosion and profit shifting on multinational corporations? subsidiaries? performance in the Baltic countries. Methods: Empirical research is conducted based on the framework employed by Hines and Rice (1994) to measure BEPS impact on company performance. Regression analysis with fixed effects was applied to a sample of 3,422 Latvian, Lithuanian and Estonian subsidiaries of multinational corporations, which are characterized by low corporate tax rates. The data for the period of 2007?2015 was retrieved from the Amadeus database. Findings & Value added: The research revealed that Baltic countries? tax differentials between multinational corporations? parent and subsidiary countries might have a significant impact on the subsidiary?s financial performance. When the tax rate differences between Baltic and the foreign countries decrease by 1%, reported profits in Baltic countries increase by 2.3%, indicating profit-shifting behaviour. This is in line with the empirical literature and practices applied by multinational corporations. It is also in favour of anti-tax avoidance measures introduced by the EC to be adopted by Baltic and other EU countries.

2

Logistics Engineering to Improve the Productivity Indicators

100%

Michlowicz E., Smolińska K., Zwolińska B.

Logistics and Transport

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2016

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vol. 30

7-14

EN

In the systemic approach, a production company is a complex system of objects and relations between the objects, as well as between the system and its surroundings. The large number of variables and company performance assessment indicators result in the constant search for the methods of formalising the mutual dependencies. The discipline which, through the integration of multiple processes, enables the discovery of practical solutions is logistics engineering. In Poland, the term is not very common, while in the USA (for example), logistics engineering – taking advantage of mathematical methods and cutting edge science, is a widely used tool supporting the everyday business activities of companies. The article describes primary tasks of logistics engineering in relation to production companies. Furthermore, original algorithms for the improvements of company productivity are presented.

3

Zastosowanie analizy sieci do oceny struktury organizacji i wyznaczania kierunków jej zmian

100%

Zbieg A.

Nauki o Zarządzaniu

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2015

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issue 1 (22)

71-90

EN

The article presents the result of an empirical study that compares the formal structure of a company with its less formal counterpart: the network of cooperation, flow of information, knowledge and decision between employees. An empirical study surveys 374 employees from two companies about their position in formal structure and their connections with other employees. The conducted analysis examines the relationship between company structural characteristics and performance, as one of studied company performs less effective than other. The paper examines such issues as: the level of convergence of both structures, the degree of compliance of formal and informal authority and the allocation of network resources. In a company characterized by higher performance we observed higher level of convergence of both structures, higher degree of compliance of the position of the employee with the level of their informal authority, and higher level of support provided by the managers. Results suggest that the comparison of formal and informal structure of the company provides information about its performance that is difficult to obtain in any other way. Finally, presented managerial implications refer to the specific ways how to improve the organizational structure on the basis of information obtained by analyzing the organizational network.

4

The concept of the impact of market orientation on company performance

100%

Dąbrowski D.

Journal of Management and Financial Sciences

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2024

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issue 54

93-105

EN

The current explanation of the impact of market orientation on company performance is based on the search for competitive advantage, understood as offering the greatest value to customers. However, the development of economic thought has led to the understanding that it is the economic value that a company creates through its product that forms the basis for gaining competitive advantage. Therefore, it was deemed necessary to revise the mechanism of how market orientation affects company performance, aiming to develop a conceptual model of this impact. To achieve this goal, a substantive analysis of the phenomenon under study was performed. The result of the work is a model indicating that the impact of market orientation on company performance is complex, as it involves mediating factors such as benefits perceived by customers from using the product, product costs, economic value, and customer surplus.

5

ANALYSIS OF THE PRIVATIZATION PROCESS IN POLAND IN THE YEARS 2008-2011 – OUTCOMES AND PROSPECTS

100%

Patena W.

|

2014

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vol. 10

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issue 2

57-70

EN

The paper focuses on the analysis of the privatization process conducted in the years 2008-2011 with an attempt to show a broad picture of privatization in Poland, indicate resources that still exist although hidden and show government practices in making privatization more effective or, on the contrary, in carrying out quasi-privatization practices. Three main issues are discussed. First, the privatization process that took place in 2008-2011 seems to be to some extent only sham privatization – many of the companies were simply communalized, or transferred to other state-controlled companies and various government agencies. Thus, contrary to opinions expressed by the government officials, the privatization process is far from being terminated. A new approach used by the Ministry of Treasury is to create special purpose vehicles in order to sell the state-controlled assets more effectively. It turns out that 76% of privatized enterprises in the years 2008-2011 were sold via a tender or auction mechanism - the rest can be considered sham privatization. Huge resources are still to be privatized - the companies have to be identified and should report to one government agency. The novelty is the government’s approach to privatization which involves packing assets into one market attractive entity. The hypothesis verification is preceded with analysis of privatization in Poland in the years 1989-2007, its relations with politics and the economic situation.

6

Research on the connection between relational capital and company performance

88%

Szudrowicz I.

Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu

|

2020

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issue vol. 64, nr 12

124-143

EN

This paper explored the connection between relational capital and company performance by identifying and systemizing management information from publications placed in the Scopus and Web of Science databases. Key research was carried out for the period from 2010 to 2019. This article should be treated as a result of preliminary research of relational capital and company performance based on the desk research. For this initial step the author decided to use a data compilation in order to confirm the significance of the issue. Based on the collected data, the decision was made to develop the topic through a systematic literature review. This second step was to analyse connection between relational capital and company performance based on publications from the period 2010-2019. By focusing on relational capital and company performance in international publications, the results indicated that the number of papers devoted to relational capital has been growing since 2010. This article is an introduction to the topic and an attempt to explain thepoint of further work on the link between relational capital and company performance.

PL

W artykule podjęto próbę przeanalizowania związku między kapitałem relacyjnym a wynikami organizacji poprzez identyfikację i systematyzację informacji z zakresu zarządzania z publikacji umieszczonych w bazach danych Scopus i Web of Science. Kluczowe badania przeprowadzono dla lat 2010-2019. Artykuł należy traktować jako efekt wstępnych badań kapitału relacyjnego i wyników firmy. W artykule zastosowano analizę materiałów źródłowych, a wnioski oparto na źródłach literaturowych – zarówno polskich, jak i zagranicznych. Na wstępie autor zdecydował się na wykorzystanie analizy danych w celu potwierdzenia wagi problemu, po czym rozwinął temat poprzez systematyczny przegląd literatury, co umożliwiło poszukiwanie związku między kapitałem relacyjnym a wynikami firmy przedstawionymi w publikacjach z lat 2010 i 2019. Rezultaty badania skupiającego się na powiązaniu kapitału relacyjnego i wyników firmy w publikacjach światowych wskazują, że liczba artykułów poświęconych kapitałowi relacyjnemu rośnie z każdym rokiem, począwszy od 2010 roku.

7

The internationalization of Polish firms: an empirical investigation of the M-P relationship

88%

Karasiewicz G., Nowak J.

Faculty of Management Working Paper Series

|

2014

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issue WPS 2/2014

1-32

EN

The purpose of this paper was to determine the nature of the relationship between multinationality and performance (M-P relationship) among Polish companies. It is based on a sample of over 300 Polish companies listed on Warsaw Stock Exchange, studied over two years (625 observations were used for statistical processing). Multiple regression and t-statistic analyses were applied to test three hypotheses. The dependent variable was company performance and the independent variable was the degree of company internationalization. A number of control variables were also incorporated in the regression models. The statistically significant results of the multiple regression analyses show that Polish companies experience a negative linear relationship between their degree of internationalization and performance for two variants of the dependent variable, and a non-linear, U-shaped relationship for one dependent variable. The results also show that companies operating on international markets achieve lower market-valuation results than their domestic counterparts, and companies with lower levels of multinationality perform better than those with higher levels of multinationality

8

Does Psychic Distance Still Matter? Empirical Evidence from Poland

75%

Fonfara K., Hauke-Lopes A., Soniewicki M.

Central European Management Journal

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2021

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vol. 29(4)

32-56

EN

Objective: The objective of the article is to fill a research gap regarding the impact of psychic distance on the initiation of relationships by managers from Poland-based firms and to analyze the psychic distance’s influence on firm performance. Research methodology: The article is based on quantitative research conducted among managers from 201 Poland-based companies operating in foreign markets. The study used a structured questionnaire consisting mainly of closed questions. The dataset contained companies representing all sizes, industries, and ownership status from all over Poland. Findings: Two types of companies were identified following managers’ (un)willingness to initiate relationships with actors located in psychically distant markets. The study conclusions reveal that psychic distance matters for Polish managers and that business activities conducted in psychically distant markets are often perceived as more complex than in close markets. These activities involve additional risk, but they bring companies better performance. Limitations: The limitation of the study is that the measurements are based on the subjective perceptions of psychic distance. The research was conducted in Poland only. Originality: The article is a pioneer work on the psychic distance paradox among Polish managers from a diversified group of companies (from small to multinational). The article seeks to identify to what extent Polish managers perceive psychic distance as an important factor in the decision-making process concerning the initiation of relationships with foreign partners.

9

The Influential Knowledge Factors of Companies’ Performance in Slovenia

63%

Rašič K., Mulej M., Čančer V.

Business Systems Research Journal

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2016

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vol. 7

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issue 1

46-58

EN

Background: Knowledge plays a crucial role in supporting the European Union model based on economic growth, social responsibility, and sustainable development. To improve companies’ performance, one must reflect on new forms of knowledge and develop new indicators to measure them. Objectives: The goal of the paper is to investigate the impact of the selected factors of knowledge on companies’ performance in Slovenia. Methods/Approach: A questionnaire was created and sent to small and medium-sized enterprises in Slovenia. The principle axis factoring method was used to identify the factors of knowledge and of companies’ performance, and a regression analysis was conducted to determine the influence of the selected knowledge factors on companies’ performance. Results: The establishment of scientists’ collaboration with companies has a positive impact on companies’ performance, but the obstacles to the establishment of scientists’ collaboration with companies do not have any impact. Conclusions: The results could be useful for governments and companies in the adoption of measures aimed at strengthening scientists’ collaboration with companies. Further research can be oriented toward the common synergy index (e.g., the knowledge triangle).

10

Zaangażowanie pracownicze jako determinanta rozwoju organizacji

63%

Łochnicka D.

Studia Prawno-Ekonomiczne

|

2015

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vol. XCIV (94)

317-334

PL

Celem opracowania jest wykazanie wpływu zaangażowania pracowniczego na rozwój organizacji. W artykule wyjaśniono różnice znaczeniowe między poszczególnymi wymiarami zaangażowania. Przedstawiono także uwarunkowania organizacyjne, mające wpływ na poziom zaangażowania pracowniczego w miejscu pracy. W ostatniej części opracowania zaprezentowano wyniki najnowszych badań, wykazujących wpływ zaangażowania na rozwój organizacji.

EN

Employee engagement is one of the key factors, improving organizational performance. Research findings show, that companies with high level of employee engagement perform much better than companies where employees are not engaged. It suggests therefore, that management has to focus on creating corporate conditions and climate improving engagement of the employees. The aim of this paper to present how employee engagement influence business performance. The first section of the paper explains the meaning of employee engagement. The second section relates to measurement and determinants of engagement. Research results showing the impact of employee engagement on performance were presented in the last section.

11

TMT’s Impact on Company Performance: Unraveling the Role of Strategic HRM Choices

63%

Majowska M.

European Management Studies

|

2024

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vol. 22

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issue 1

52-75

PL

Cel: artykuł skupia się na zależności między zespołami najwyższego szczebla zarządzania (TMT), strategicznym zarządzaniem zasobami ludzkimi (SZZL) a wynikami firmy. Analizuje czy określone atrybuty kadry zarządzającej wpływają na ich wybory strategiczne z obszaru SZZL, co w efekcie prowadzi do poprawy wyników firmy. Projekt/metodologia/podejście: przeprowadzono ogólnopolskie badanie obejmujące 150 średnich i dużych firm. Dane zebrano za pomocą ankiet skierowanych do 150 menedżerów HR i 150 menedżerów najwyższego szczebla. Do weryfikacji hipotez zastosowano statystyki opisowe, korelacje i analizę regresji. Wnioski: badanie ukazało pozytywną zależność między atrybutami kadry zarządzającej a wynikami firmy. Zidentyfikowano nacisk top menedżerów na SZZL i „kuratorstwo zasobów ludzkich” jako kluczowe mediatory w tej relacji. Wyniki pokazują, że większe i bardziej zróżnicowane zespoły najwyższego szczebla zarządzania są skłonne priorytetowo traktować uzyskiwanie przewagi konkurencyjnej poprzez zasoby ludzkie oraz skutecznie zarządzać wyzwaniami związanymi z wrażliwością tych zasobów, co pozytywnie wpływa na wyniki firmy. Ograniczenia/wnioski z badań: w artykule wskazano na ograniczenia wynikające ze złożoności tematyki wpływu menedżerów najwyższego szczebla na wyniki firmy. Podkreślono również potrzebę dalszej walidacji narzędzia pomiaru „kuratorstwa zasobów ludzkich” oraz zasugerowano uwzględnienie obiektywnych danych finansowych w przyszłych badaniach. Oryginalność i wartość: badanie dostarcza wglądu w złożone wybory strategiczne wpływające na wyniki firmy, bada znaczenie kluczowych atrybutów zespołów najwyższego szczebla zarządzania dla tego procesu. Artykuł wprowadza koncepcję „kuratorstwa zasobów ludzkich” i zwraca uwagę na konieczność zarządzania wrażliwością zasobów i przeciwdziałania utracie ich wartości. Nowa perspektywa kuratorstwa wraz z naciskiem top menedżerów na SZZL, okazuje się istotna w pozytywnym wpływaniu na ogólne wyniki, wypełniając lukę w literaturze z dziedziny SZZL.

EN

Purpose: The article explores the intricate relationship between top management teams (TMTs), strategic HRM, and company performance. It investigates whether TMT attributes influence strategic HRM choices, ultimately contributing to improved company performance. The study introduces mediation models to unravel how two TMT strategic HRM choices mediate the relationship between TMT attributes and company performance. Design/Methodology/Approach: Conducting a nationwide study involving 150 Polish companies, the research collected data through surveys with 150 HR managers and 150 top managers. Statistical methods, including descriptive statistics, correlations, and regression analysis, were employed in the analytical framework to explore the hypothesized relationships. Findings: The study uncovers a positive correlation between TMT attributes and company performance. It identifies TMT emphasis on SHRM and curatorship of HR as pivotal mediators, showing that larger, diverse TMTs are inclined to prioritize gaining a competitive advantage through human resources, and address vulnerability challenges, positively impacting overall company performance. Research Limitations/Implications: Acknowledging limitations in the oversight of organizational processes, particularly translating top managers’ choices into company performance, the article highlights the need for further validation of the curatorship of HR measurement tools, and suggests incorporating objective financial data for comprehensive performance assessments in future research. Originality and Value: The study contributes valuable insights into the complex dynamics impacting company performance, examining key TMT attributes, and introducing the concept of “curatorship of human resources”. The novel perspective, alongside TMT emphasis on SHRM, proves pivotal in positively influencing overall performance, filling a significant gap in HRM literature.

12

The Quality of Business Relationships in the Automotive Industry and the Company Performance: The Case of Polish and Brazilian Markets

63%

Małys Ł., Światowiec-Szczepańska J., Zdziarski M.

Problemy Zarządzania

|

2017

|

issue 3/2017 (70), t.2

76-87

PL

Celem artykułu jest ustalenie, w jakim zakresie jakość relacji rozwijanych w obszarze B2B może wpływać na wyniki dystrybutora motoryzacyjnego oraz dealerów samochodowych. Na podstawie wyników poprzednich badań oraz przeprowadzonych badań fokusowych zaproponowano konstrukcję jakości relacji jako zagregowanego miernika obejmującego zaufanie, szacunek, otwartość oraz zaangażowanie. Pomiaru jakości relacji łączących analizowane podmioty dokonano w wyniku badań ankietowych, przeprowadzonych w formie elektronicznej. Badania wykonano w Polsce i Brazylii. Wyniki wskazują, że w obu analizowanych krajach, przy wysokim poziomie jakości relacji biznesowych przedsiębiorstwa osiągają bardzo dobre rezultaty. Jednocześnie podmioty w Polsce oceniają jakość relacji biznesowych znacznie wyżej niż przedsiębiorstwa brazylijskie.

EN

This paper aims to determine how relationship quality can influence company performance in the business- to-business setting of the automotive wholesalers and car dealers. Building on prior research and the results of focus study, we propose relationship quality as a higher construct comprising trust, respect, openness and commitment. The mail survey method was chosen for data collection and the studies were carried out in Poland and Brazil. The results show coexistence of a high level of relationship quality and very good company performance, both in Poland and Brazil, however the entities in Poland assess the quality of the relationship significantly higher than companies in Brazil.

13

The Quality of Business Relationships in the Automotive Industry and the Company Performance: The Case of Polish and Brazilian Markets

63%

Małys Ł., Światowiec-Szczepańska J., Zdziarski M.

Problemy Zarządzania

|

2017

|

issue 3/2017 (70), t.2

76-87

PL

Celem artykułu jest ustalenie, w jakim zakresie jakość relacji rozwijanych w obszarze B2B może wpływać na wyniki dystrybutora motoryzacyjnego oraz dealerów samochodowych. Na podstawie wyników poprzednich badań oraz przeprowadzonych badań fokusowych zaproponowano konstrukcję jakości relacji jako zagregowanego miernika obejmującego zaufanie, szacunek, otwartość oraz zaangażowanie. Pomiaru jakości relacji łączących analizowane podmioty dokonano w wyniku badań ankietowych, przeprowadzonych w formie elektronicznej. Badania wykonano w Polsce i Brazylii. Wyniki wskazują, że w obu analizowanych krajach, przy wysokim poziomie jakości relacji biznesowych przedsiębiorstwa osiągają bardzo dobre rezultaty. Jednocześnie podmioty w Polsce oceniają jakość relacji biznesowych znacznie wyżej niż przedsiębiorstwa brazylijskie.

EN

This paper aims to determine how relationship quality can influence company performance in the business-to-business setting of the automotive wholesalers and car dealers. Building on prior research and the results of focus study, we propose relationship quality as a higher construct comprising trust, respect, openness and commitment. The mail survey method was chosen for data collection and the studies were carried out in Poland and Brazil. The results show coexistence of a high level of relationship quality and very good company performance, both in Poland and Brazil, however the entities in Poland assess the quality of the relationship significantly higher than companies in Brazil.

14

The Effects of Employee Retention on Company Performance Results: the Mediating Role of HRM Outcomes in Central European Headquarters of MNCs

63%

Haromszeki Ł.

Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu

|

2025

|

vol. 69

|

issue 2

50-63

PL

Cel: Głównym celem artykułu jest określenie mediacyjnej roli wyników ZZL w relacjach między retencją pracowników (ER) a wynikami przedsiębiorstwa oraz ustalenie, czy w okresie przedpandemicznym i pandemicznym Covid-19 wystąpiły w tym zakresie możliwe do zidentyfikowania prawidłowości w centralach firm międzynarodowych firm. Metodyka: Badania empiryczne przeprowadzono w 200 korporacjach międzynarodowych z siedzibą w Europie Środkowej. Aby dokładnie odzwierciedlić zależności pomiędzy badanymi zmiennymi, surowe dane zmodyfikowano za pomocą Wskaźnika Efektywności (EI). Hipotezy badawcze zostały przetestowane, a efekty pośrednie ocenione za pomocą modelowania równań strukturalnych metodą cząstkowych najmniejszych kwadratów (PLS-SEM). Wyniki: Przeprowadzone badania wskazują, że wyniki ZZL mają pozytywny wpływ na związek między retencją pracowników a wynikami przedsiębiorstwa. Wykazano istotne statystycznie powiązania pomiędzy strategiami biznesowymi, praktykami retencji pracowników i wynikami przedsiębiorstw, które mogą być przydatne zarówno dla nauki o zarządzaniu, jak i praktyki biznesowej przy planowaniu roli ZZL na przyszłe kryzysy. Implikacje i rekomendacje: Dzięki własnym badaniom empirycznym, podkreślono mediacyjną rolę wyników ZZL w relacjach pomiędzy retencją pracowników a wynikami firmy w zakresie finansów, innowacyjności i jakości. Przeprowadzone badania własne dają przynajmniej częściową odpowiedź na pytanie, jak planować i rozwijać strategie i polityki ZZL na wypadek kryzysu, biorąc pod uwagę wyniki przedsiębiorstw w zakresie finansów, innowacyjności i jakości oraz wyniki ZZL. Oryginalność/wartość: Wyniki własnych badań empirycznych są innowacyjne nie tylko ze względu na zakres ich realizacji – korporacje międzynarodowe z siedzibą w Europie Środkowej, ale także dlatego, że łączą retencję pracowników z wynikami przedsiębiorstw poprzez wykorzystanie wyników ZZL i pokazują ich rolę w utrzymywaniu wydajności i odporności firmy w kryzysie.

EN

Aim: The main goal of the article was to determine the mediating role of HRM outcomes in the relationships between employee retention (ER) and company performance results (CPR), and to establish the existence of any identifiable regularities in this scope in the pre-pandemic and pandemic period of COVID-19 (understood as a crisis condition) in the headquarters (HQs) of multinational companies (MNCs). Methodology: The empirical research was conducted in 200 MNCs with headquarters in Central Europe. To accurately reflect the relationships among the studied variables, the raw data were modified using the Efficiency Index (EI). The research hypotheses were tested and the mediating effects evaluated using Partial Least Squares Structural Equation Modeling (PLS-SEM). Results: The study results indicate that HRM outcomes give a positive effect as a mediator between employee retention and company performance results in crisis. It shows statistically significant relations between business strategies, ER practices and companies performance results which can be useful for academic discourse and business decisions to plan the role of HRM for future crises. Implications and recommendations: The author’s own research revealed the mediation of HRM outcomes between ER and company performance results in finance, innovativeness, and quality. Thereby, this study has become another voice in the discussion on HRM strategies and policies for crisis taking into account four types of companies’ performance results. Originality/value: The research findings are not only of an innovative character due to MNCs being headquartered in Central Europe, but also because they link ER with companies results by using HRM outcomes and show its role in their performance and resilience in crisis.

15

Enterprise performance measurement and management

63%

Jáčová H.

Nauki o Finansach

|

2013

|

issue 2 (15)

117-133

EN

In recent years the question of measurement of the financial performance of an enterprise has been frequently asked. The current economic environment is characterized by constant change. The development of the business environment has bought a completely new approach to the measurement of the financial performance of enterprises. In a market-oriented economy, enterprises are especially focused on the growth of their market value, based on their corporate strategies. The evaluation of enterprise success in a simple and quick way is one of the most important requirements set by owners and investors. The latest findings from the area of company management clearly show that for the long-term success of enterprises it is not enough to evaluate the history using the financial indicators. Enterprises must be watched and evaluated systematically, whereas the main task of management should be to employ new methodologies and management tools. One of the models used for the management of company performance is the Balanced Scorecard model, also taking into account – besides the traditional financial criteria – non-financial criteria.

16

Global Business Networks and Cooperation within Supply Chain as a Strategy for High-Tech Companies’ Growth

51%

Ratajczak-Mrozek M.

Journal of Entrepreneurship, Management and Innovation

|

2012

|

vol. 8

|

issue 1

35-51

EN

The specificity of the operation profile of high-tech companies, including the necessity of operating at the international scale may account for the fact that these companies may find in network relationships, business networks and cooperation an essential determinant for growth and competitiveness. Foreign entities should be especially interesting business partners for hightech companies, as they are often seen as representing more advanced knowledge, resources and experience. The aim of the article is to point out to global business networks (i.e. including both local and foreign entities), and especially to cooperation within supply chain, as an important basis for a growth strategy of a high-tech company. The article adopts assumptions of the network approach as a concept of companies cooperation. An analysis of the author’s own as well as secondary empirical research, with the focus on hightech companies located in Poland is presented. In particular, the data from own research of 62 high-tech companies in Poland conducted in the first half of 2011 is analysed. It shows that the high-tech companies placing great importance on cooperation within supply chain demonstrate a higher growth and level of competitiveness than the companies which do not ascribe such importance (bearing in mind that supply chain forms an important part of a business network).

17

Marketing-sales interface and organizational competitiveness

51%

Avlonitis G. J., Lionakis K.

Marketing Instytucji Naukowych i Badawczych

|

2015

|

issue 1(15)

59-76

EN

This paper focuses on the effectiveness of marketing-sales interfaces in B2B firms. As the body of knowledge on this domain is scarce, there is a greater need to investigate the specific aspects of marketing-sales configurations in such firms. The objective of this paper is to expand existing knowledge regarding marketing-sales interfaces in B2B firms, in order to identify the effectiveness of each configuration. Based on quantitative data collected from marketing or sales managers of 98 B2B firms, the study identifies the most effective marketing-sales interface in terms of smooth relationships and enhanced performance. The implications of the study are discussed.

PL

Niniejsza praca poświęcona jest efektywności interfejsów marketing-sprzedaż w firmach B2B. W związku z tym, że zasób wiedzy w tym zakresie jest ograniczony, istnieje duża potrzeba zbadania konkretnych aspektów konfiguracji marketing-sprzedaż w takich firmach. Celem niniejszej pracy jest rozszerzenie istniejącej wiedzy dotyczącej interfejsów marketing-sprzedaż w firmach B2B, celu identyfikacji efektywności każdej konfiguracji. W oparciu o dane ilościowe zebrane od menedżerów marketingu lub sprzedaży z 98 firm B2B, to badanie rozpoznaje najbardziej efektywny interfejs marketing-sprzedaż, od względem sprawnej współpracy i udoskonalonej wydajności. W pracy omówione są także implikacje badania.

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