Partner Sales Networks as Determinants of Road Maps for the Development of the Telecommunications Industry in Poland

Abstract

In the economy, there have always been cooperative agreements resulting from the adopted tactics of enterprises or operational needs. Networking of the implicators of changes and the development of the telecommunications industry in Poland is related to partner sales networks. The creation of network structures results from the search for new forms of task implementation. The text presents a study based on data from 2017 (and earlier years) of the road map of the telecommunications industry in Poland until 2022. System analysis method (network visualization) was used. Individualized development scenarios for four companies forming the telecommunications industry in Poland were developed. In the analysis and visualization of large networks, the “Pajek” program was used. A total of 10,694 network elements and 258,099 relations between them were examined. Among the main tendencies which, in the authors’ opinion, will be revealed by 2022 in the telecommunications industry in Poland are reduction of the number of employees, stores and dealers, reduction of sales commission, the need to conduct costly tenders for telecommunications frequencies, actions for increasing the attractiveness of the offer, and partnership with other entity with the objective of combining the offer or selling products.