Authors: Gregor Pfajfar; Maciej Mitrega
Business networking is nowadays perceived as important factor of company’s success but there is lack of international comparative studies with regard to effectiveness of some networking-based business practices. This study contributes to our knowledge on business networking as the driver of company’s success in post-communist developing countries. Specifically, this study tests if developing systematic knowledge about business partners on the corporate level may improve customer relationships and financial performance of B2B companies operating in these countries. This study helps us also to understand the influence of countries’ institutional features on the utilization of networking-related capabilities as we compared survey data from two Central European countries, Poland and Slovenia, that are both post-communist countries but they differ significantly in terms of formal and informal institutional environment. The sample of 568 B2B companies was managed in two countries. The study suggests that developing knowledge about business partners is more effective strategy in Slovenia than in Poland, mainly due to the cultural differences and because Slovenian economy is much more developed and more oriented at export performance.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2012
Conference: Rome, Italy (2012)