Foreing Partner Selection Criteria with the Example of Polish Importers and Exporters
DOI:
https://doi.org/10.18559/SOEP.2017.2.3Keywords:
International cooperation, Business partnership, Personnel selection, Import, Export, International enterprise, Foreign enterprisesAbstract
The paper presents the results of a study on the foreign partner selection criteria applied by Polish firms cooperating with partners from Germany and China. The analysis was conducted on a sample of 278 Polish exporters and importers. The study has shown, that the partner's interest in the cooperation and price the partner is willing to pay (in the case of exporters), the price offered (in the case of imports from China), partner's experience and the comprehensiveness of the offer (in the case of imports from Germany) are factors that influence the partner selection decision the most. Only a small dependence between the selection criteria and the partner's country of origin was observed. Some partner selection criteria were positively correlated with international cooperation experience indicators (years of international cooperation, number of countries the partners were coming from, number of partners in China/Germany).
Downloads
References
Aguezzoul, A., 2014, Third-party Logistics Selection Problem: A Literature Review on Criteria and Methods, Omega, vol. 49, s. 69-78.
View in Google Scholar
Al-Khalifa, A. K., Peterson, S.E., 1999, The Partner Selection Process in International Joint Ventures, European Journal of Marketing, vol. 33, no. 11/12, s. 1064-1081.
View in Google Scholar
Angeles, R., Nath, R., 2003, Electronic Supply Chain Partnerships: Reconsidering Relationship Attributes in Customer-supplier Dyads, Information Resources Management Journal, vol. 16, no. 3, s. 59-84.
View in Google Scholar
Angels, R., Nath, R., 2000, An Empirical Study of EDI Trading Partner Selection Criteria in Customer-supplier Relationships, Information & Management, vol. 37, s. 241-255.
View in Google Scholar
Balboni, B., Bortoluzzi, G., Vianelli, D., 2014, The Impact of Relational Capabilities on the Internationalization Process of Industrial Subcontractors, Transformations in Business & Economics, vol. 13, no. 2(32), s. 21-40.
View in Google Scholar
Banks Pidduck, A., 2006, Issues in Supplier Partner Selection, Journal of Enterprise Information Management, vol. 19, no. 3, s. 262 - 276.
View in Google Scholar
Barney, J., 1991, Firm Resources and Sustained Competitive Advantage, Journal of Management, vol. 17, no. 1, s. 99-120.
View in Google Scholar
Barringer, B. R., Harrison, J. S., 2000, Walking a Tightrope: Creating Value Through Interorganizational Relationships, Journal of Management, vol. 26, no. 3, s. 367-403.
View in Google Scholar
Danik, L., Duliniec, E., 2014, Różnice kulturowe a międzynarodowa współpraca przedsiębiorstw, Gospodarka Narodowa, vol. 2, nr 270, s. 125-152.
View in Google Scholar
Ding, R., Dekker, H. C., Groot, T., 2013, Risk, Partner Selection and Contractual Control in Interfirm Relationships, Management Accounting Research, vol. 24, s. 140-155.
View in Google Scholar
Duliniec, E., 2009, Marketing międzynarodowy, Polskie Wydawnictwo Ekonomiczne, Warszawa.
View in Google Scholar
Duysters, G., Kok, G., Vaandrager, M., 1999, Crafting Successful Strategic Technology Partnerships, R&D Management, vol. 29, no. 4, s. 343-351.
View in Google Scholar
Eriksson, K., Johanson, J., Majkard, A., Sharma, D.D., 1997, Experiential Knowledge and Cost in the Internationalization Process, Journal of International Business Studies, vol. 28(2), s. 337-360.
View in Google Scholar
Govindan, K., Rajendran, S., Sarkis, J., Murugesan, P., 2015, Multi Criteria Decision Making Approaches for Green Supplier Evaluation and Selection: a Literature Review, Journal of Cleaner Production, vol. 98, s. 66-83.
View in Google Scholar
Hitt, M. A., Dacin, M. T., Levitas, E., Arregle, J.-L, Borza, A. 2000, Partner Selection in Emerging and Developed Market Contexts: Resource-Based and Organizational Learning Perspectives, The Academy of Management Journal, vol. 43, no. 3, s. 449-467.
View in Google Scholar
Hollensen, S., 2011, Global Marketing. A Decision-Oriented Approach, Prentice Hall, Harlow.
View in Google Scholar
Ho, W., Xu, X., Dey, P. K., 2010, Multi-criteria Decision Making Approaches for Supplier Evaluation and Selection: A Literature Review, European Journal of Operational Research, vol. 202, s. 16-24.
View in Google Scholar
Lau, H., Lee, W., Lau, P. K. H., 2001, Development of an Intelligent Decision Support System for Benchmarking Assessment of Business Partners, Benchmarking: An International Journal, vol. 8, no. 5, s. 376-395.
View in Google Scholar
Lumineau, F., Henderson, J., 2012, The Influence of Relational Experience and Contractual Governance on the Negotiation Strategy in Buyer-supplier Disputes, Journal of Operations Management, vol. 30, no. 5, s. 382-395.
View in Google Scholar
Moeller, K., 2010, Partner Selection, Partner Behavior, and Business Network Performance, Journal of Accounting & Organizational Change, vol. 6, no. 1, s. 27-51.
View in Google Scholar
Rzetelna Firma, 2011, Partner w biznesie według polskich przedsiębiorców: rzetelny i wiarygodny, http://www.rzetelnafirma.pl/centrum-prasowe/informacje-prasowe/partner-wbiznesie-wedlug-polskich-przedsiebiorcow-rzetelny-i-wiarygodny,25 [dostęp: 20.08.2015].
View in Google Scholar
Simonin, B. L., 1997, The Importance of Collaborative Know-How: An Empirical Test of the Learning Organization, Academy of Management Journal, vol. 40, np. 5, s. 1150-1174.
View in Google Scholar
Stępień, B., red., 2011, Międzynarodowa kooperacja gospodarcza z polskiej perspektywy, Polskie Wydawnictwo Ekonomiczne, Warszawa.
View in Google Scholar
Teece, D., Pisano, G., Shuen, A., 1997, Dynamic Capabilities and Strategic Management, Strategic Management Journal, vol. 18, no. 7, s. 509-533.
View in Google Scholar
Varis, J., Salminen, R. T., 2000, Selection of Potential Supplier Partners in a Turbulent Environment? A Theoretical Framework for Partner Selection in the Infocom Market, 16th IMP-conference in Bath.
View in Google Scholar
