Who gains more from networking? A comparative study of Polish exporting and non-exporting SMEs

Abstract

Abstract Paper’s objectives The paper aims to identify differences in the perceived benefits of cooperation in domestic and foreign networks achieved by Polish small and medium enterprise (SME) exporters and non-exporters. Methods applied A quantitative study was conducted using computer-assisted telephone interviewing and computer-assisted web interviewing on 240 Polish exporting and non-exporting SMEs. The t-test and correlation analysis were used to investigate the phenomena under study. Findings While exporting SMEs attach greater importance to networking with foreign partners than non-exporting ones, domestic partners are of equal importance for exporting and non-exporting firms. Exporting SMEs perceive local business partners to have more influence on their market success than foreign ones. Exporting SMEs benefit more from networking than non-exporting companies. Originality/value The paper compares the importance of local and foreign network partners for the market success of exporting and non-exporting SMEs, contributing to both internationalization and entrepreneurial literature.