Title: A comparison of interfirm relational capabilities in internationalising small-business enterprises (SBEs) and large firms in a developing country

Authors: Margaret Jekanyika Matanda, Nelson Oly Ndubisi

Addresses: Department of Marketing, Faculty of Business and Economics, Building D, Peninsula Campus, Monash University, McMahons Road, Frankston, Australia. ' Nottingham University Business School, Jalan Broga, 43500 Semenyih, Selangor, Malaysia

Abstract: This paper examines differences in interfirm relational capabilities between large and small internationalising organisations. Fresh produce exporters from a sub-Saharan African country were requested to identify two of their major buyers and to respond to questions on relationships with respect to the buyer they had been doing business with for over two years. One-way analysis of variance (one-way ANOVA) was utilised to analyse the differences in interfirm relationships capabilities. Significant differences were found between small and large suppliers in most of the relationship constructs. Theoretical and managerial implications of the findings were discussed.

Keywords: relational capabilities; large firms; large buyers; interfirm relationships; internationalising organisations; fresh produce; food industry; exporters; sub-Saharan Africa; major buyers; variance analysis; one-way ANOVA; relationship capabilities; small suppliers; large suppliers; relationship constructs; international entrepreneurship; innovation management; internationalisation; international strategies; small and medium-sized enterprises; SMEs.

DOI: 10.1504/IJEIM.2011.039824

International Journal of Entrepreneurship and Innovation Management, 2011 Vol.13 No.3/4, pp.296 - 313

Available online: 20 Apr 2011 *

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