Abstract
The aim of the paper is to analyze the relationship between the perception of the barriers in establishing an international cooperation and information sources applied while looking for foreign partners. The paper presents the results of the study on 278 Polish exporters and importers cooperating with partners from China and Germany. The companies were divided in two clusters differing in the perception of the barriers in establishing the cooperation with partners from China and Germany. The analysis revealed that these clusters differ only to a modest extent regarding the information sources applied to find a foreign partner. However, significant differences regarding the way of verifying the partner’s reliability were shown. This effect did not depend on the partner’s country of origin.
Highlights
The choice of a proper business partner is crucial for international cooperation performance because it determines the resources and skills available to the alliance (Geringer, 1991; Dong, Glaister, 2006)
This study concentrates on the question of the sources of information applied in search of foreign partners by Polish exporters and importers
The aim of the paper is to prove whether the perception of barriers hampering establishment of cooperation with partners coming from a given country is related to the mode of looking for a foreign partner from such a country
Summary
The choice of a proper business partner is crucial for international cooperation performance because it determines the resources and skills available to the alliance (Geringer, 1991; Dong, Glaister, 2006). Effective information management is essential for irms operating / conducting their business activities on foreign markets (Belich, Dubinsky, 1995; Theodosiou, Katsikea, 2013). This study concentrates on the question of the sources of information applied in search of foreign partners by Polish exporters and importers. The aim of the paper is to prove whether the perception of barriers hampering establishment of cooperation with partners coming from a given country is related to the mode of looking for a foreign partner from such a country
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