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

Lidia Danik
Lidia Danik
 und 
Dominika Mirońska
Dominika Mirońska
   | 31. März 2022
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Article Category: Empirical Paper
Online veröffentlicht: 31. März 2022
Seitenbereich: 64 - 79
Eingereicht: 08. Apr. 2021
Akzeptiert: 31. März 2022
DOI: https://doi.org/10.2478/ijme-2022-0008
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© 2022 Lidia Danik et al., published by Sciendo
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International License.

Sample characteristics (N=240)

Sample characteristics Exporters Non-exporters Total
No. of companies % of the sample No. of companies % of the sample No. of companies % of the sample
No. of employees 10–49 63 26% 97 40 160 67
50–249 57 24% 23 10 80 33
Annual sales volume 0–2 million Eur 53 22% 88 37 141 59
2–10 million Eur 47 20% 23 10 70 29
10–50 million Eur 20 8% 9 4 29 12
Type of market B2B 37 15% 24 10 61 25
Both B2B and B2C 50 21% 56 23 106 44
B2C 33 14% 40 17 73 30

The perceived importance of domestic network partners in achieving market success

Non-exporters (n = 120) Exporters (n = 120) Overall (N =240)
Average Standard deviation Average Standard deviation Average Standard deviation
Direct competitors 4.71 1.637 4.86 1.667 4.78 1.650
Indirect competitors 4.24 1.501 4.28 1.641 4.26 1.569
Customers 5.41 1.381 5.36 1.538 5.38 1.459
Suppliers 5.08 1.524 5.33 1.490 5.20 1.509
Intermediaries 4.15 1.943 4.56 1,882 4.35 1.920
Research institutions 3.25 1.893 3.30 1.964 3.28 1.925
State and local governmental institutions 2.95 1.772 3.22 1,879 3.08 1.828
Trade associations 3.06 1.812 3.03 1,863 3.04 1.834
Family 3.79 1.995 3.60 2.072 3.70 2.032
Friends 3.61 1.946 3.50 2.021 3.55 1.980
Colleagues 3.64 1.939 3.52 1.996 3.58 1.965

Correlations between the importance of domestic and foreign partners and the paired-samples t-test results for non exporters

Type of partner: domestic vs. foreign Correlations for dependent samples Paired differences t df Sig. (two-sided)
Correlation Sig. Mean Std. deviation Std. Error Mean 95% confidence interval of the difference
Lower Upper
Direct competitors 0.382 0.000 10.617 1.928 0.176 1.268 1.965 9.185 119 0.000
Indirect competitors 0.555 0.000 1.200 1.570 0.143 0.916 1.484 8.375 119 0.000
Customers 0.075 0.418 2.417 2.144 0.196 2.029 2.804 12.346 119 0.000
Suppliers 0.302 0.001 2.033 1.927 0.176 1.685 2.382 11.559 119 0.000
Intermediaries 0.506 0.000 1.208 1.810 0.165 0.881 1.535 7.314 119 0.000
Research institutions 0.429 0.000 0.467 1.878 0.171 0.127 0.806 2.722 119 0.007
State and local 0.504 0.000 0.117 1.706 0.156 −0.192 0.425 0.749 119 0.455
governmental
institutions
Trade associations 0.461 0.000 0.192 1.807 0.165 −0.135 0.518 1.162 119 0.248
Family 0.261 0.004 0.933 2.252 0.206 0.526 1.340 4.540 119 0.000
Friends 0.401 0.000 0.742 2.002 0.183 0.380 1.104 4.058 119 0.000
Colleagues 0.403 0.000 0.767 1.995 0.182 0.406 1.127 4.210 119 0.000

The perceived significance of the cooperation benefits for the market success

Non-exporters (n = 120) Exporters (n = 120) Overall (N = 240)
Average Standard deviation Average Standard deviation Average Standard deviation
Improving image 5.63* 1.409 6.25* 0.964 5.94 1.244
Organizing supplies (parts, raw materials) 5.38* 1.421 5.74* 1.381 5.56 1.410
Gathering information on clients’ needs 4.99* 1.531 5.69* 1.333 5.34 1.475
Organizing sales and distribution 4.83* 1.648 5.80* 1.234 5.31 1.533
Gathering information on potential markets (e.g., market trends, number of clients) 4.81* 1.573 5.63* 1.402 5.22 1.543
Organizing promotional activities 4.67* 1.662 5.45* 1.608 5.06 1.678
Innovation development 4.37* 1.847 5.47* 1.577 4.92 1.800
Acquiring resources (financial and other) 4.03* 1.801 4.74* 1.678 4.39 1.773

The perceived importance of foreign network partners in achieving market success

Type of partner Non-exporters (n = 20) Exporters (n = 120) Overall (N = 240)
Average Standard deviation Average Standard deviation Average Standard deviation
Direct competitors 3.09* 1,820 4.97* 1.685 4.03 1.986
Indirect competitors 3.04* 1.784 4.44* 1.560 3.74 1.813
Customers 2.99* 1.747 5.38* 1.427 4.19 1.992
Suppliers 3.04* 1.727 4.78* 1,885 3.91 2.002
Intermediaries 2.94* 1.667 4.21* 2.016 3.58 1.952
Research institutions 2.78 1.589 2.88 1.818 2.83 1.704
State and local governmental institutions 2.83 1.647 2.78 1,826 2.80 1.735
Trade associations 2.87 1.660 2.77 1.823 2.82 1.740
Family 2.86 1.687 2.92 1.973 2.89 1.832
Friends 2.87 1.690 2.85 1.930 2.86 1.810
Colleagues 2.88 1.693 2.86 1.920 2.87 1.806

Correlations between the importance of domestic and foreign partners and the paired-samples t-test results for exporters

Type of partner: domestic vs. foreign Correlations for dependent samples Paired differences t df Sig. (two-sided)
Correlation Sig. Mean Std. deviation Std. error of the mean 95% confidence interval of the difference
Lower Upper
Direct competitors 0.357 0.000 −0.108 1.900 0.173 −0.452 0.235 −0.625 119 0.533
Indirect competitors 0.496 0.000 −0.158 1.609 0.147 −0.449 0.132 −1.078 119 0.283
Customers 0.477 0.000 −0.025 1.520 0.139 −0.300 0.250 −0.180 119 0.857
Suppliers 0.418 0.000 0.550 1.851 0.169 0.215 0.885 3.255 119 0.001
Intermediaries 0.582 0.000 0.350 1.785 0.163 0.027 0.673 2.148 119 0.034
Research institutions 0.512 0.000 0.425 1.873 0.171 0.086 0.764 2.486 119 0.014
State and local governmental institutions 0.560 0.000 0.442 1.738 0.159 0.127 0.756 2.783 119 0.006
Trade associations 0.658 0.000 0.258 1.526 0.139 −0.017 0.534 1.855 119 0.066
Family 0.629 0.000 0.683 1.744 0.159 0.368 0.999 4.292 119 0.000
Friends 0.674 0.000 0.650 1.596 0.146 0.361 0.939 4.460 119 0.000
Colleagues 0.662 0.000 0.658 1.611 0.147 0.367 0.950 4.475 119 0.000
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