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Paper info: How to increase the company’s internationalisation maturity – business relationships perspective

Title


How to increase the company’s internationalisation maturity – business relationships perspective

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Place of Publication


The paper was published at the 35th IMP-conference in Paris, France in 2019.

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Abstract


Internationalisation of companies has become a common phenomenon that affects the majority of businesses, as most companies are connected with the international environment. Clearly, some companies are more successful than other in the internationalisation process and are able to build stronger position on foreign markets. The literature emphasises numerous determinants of a companies’ success in the international markets (e.g. product quality, price and knowledge of the markets). Much less attention is paid to such aspects as the nature, scope and role of relationships with various entities in the internationalisation process. We may say that the ability to build and develop congruous business relationships in international markets is dependent on company’s internationalisation maturity. The aim of the paper is to present different paths leading to higher level of internationalisation maturity, which companies may take to achieve better results in the international business. The paper presents the concept of internationalisation maturity, which includes three areas: the character of the internationalisation process, the nature of cooperation and the scope of this cooperation in the internationalisation process. They are discussed in the context of possibility of developing business relationships in the internationalisation process. In the paper we take the dynamic perspective of analysis and discuss different possible paths leading to higher level of internationalisation maturity, which results in companies’ perceived success on international markets. The possible ways of increasing the level of internationalisation maturity were identified within a framework 5-year research project which included both qualitative and quantitative studies. Our analysis suggests that the paths leading to higher level of internationalisation maturity are dependent on a number of moderators including company’s size, industry or organisational structure. In the paper we will present six examples describing how in business practice the internationalisation maturity is developed and increased.