بررسی تأثیر شبکه‌های تجاری و اجتماعی بر عملکرد شرکت‌های کوچک تا متوسط در بازارهای بین‌المللی با نقش میانجی دانش بازار

نوع مقاله : مقاله علمی پژوهشی

نویسندگان

1 کارشناس ارشد مدیریت بازرگانی، دانشکده علوم انسانی، دانشگاه شاهد، تهران، ایران.

2 دانشیار، گروه مدیریت، دانشکده علوم انسانی، دانشگاه شاهد، تهران، ایران.

چکیده

هدف: کمبود دانش بازار یکی از محدودیت‌های اصلی برای بهبود عملکرد شرکت‌های کوچک تا متوسط در بازارهای بین‌المللی است و روابط موجود بین نقش‌آفرینان شبکه‌ها از مهم‌ترین عوامل ایجاد و به‌اشتراک‌گذاری دانش بازار در میان این شرکت‌هاست. بر این اساس، هدف پژوهش حاضر بررسی تأثیر شبکه‌های تجاری و اجتماعی بر عملکرد شرکت‌ها در بازارهای بین‌المللی با نقش میانجی دانش بازار است.
روش: اینپژوهش از لحاظ هدف، کاربردی و از نظر شیوه گردآوری داده‌ها، توصیفی و پیمایشی از نوع هم‌بستگی است. جامعه آماری این پژوهش شرکت‌های کوچک تا متوسط صادراتی شهر تهران هستند که از این میان تعداد 134 نفر از مدیران و کارشناسان بازرگانی این شرکت‌ها برای نمونه به روش نمونه‌گیری در دسترس انتخاب شدند. ابزار گردآوری داده‌ها پرسش‌نامه محقق‌ساخته است که روایی محتوای آن از دیدگاه صاحب‌نظران و روایی هم‌گرایی آن نیز به‌کمک روش‌های آماری به تأیید رسید. پایایی پرسش‌نامه نیز از طریق آلفای کرونباخ بررسی شد. آزمون فرضیه‌های پژوهش با بهره‌گیری از مدل‌سازی معادله‌های ساختاری و نرم‌افزارهایSPSS  و Smart PLS انجام گرفت.
یافته‌ها: تمامی فرضیه‌های مطرح‌شده در پژوهش تأیید شدند. یافته‌ها نیز نشان‌دهنده آن است که شبکه‌های تجاری و اجتماعی از طریق نقش میانجی دانش بازار تأثیر مثبتی بر عملکرد شرکت‌ها در بازارهای بین‌المللی دارند.
نتیجه‌گیری: پژوهش حاضر نشان داد ایجاد و تعامل با شبکه‌های تجاری و اجتماعی می‌تواند از طریق فراهم آوردن دانش مورد نیاز برای اعضای شبکه، زمینه‌های لازم برای بهبود عملکرد شرکت‌های صادرکننده ایرانی در بازارهای بین‌المللی را فراهم کند. نتایج پژوهش به مدیران و دست‌اندرکاران برای درک بهتر تأثیر شبکه‌ها بر عملکرد شرکت‌های صادرکننده کمک می‌کند.

کلیدواژه‌ها

موضوعات

عنوان مقاله [English]

Investigating the Effectiveness of Social and Business Networks on the Performance of Small to Medium Firms in International Markets Considering the Mediating Role of Market Knowledge

نویسندگان [English]

  • Mohammad Yousefi 1
  • Mostafa Ghazizadeh 2
1 , Department of Business Management, Faculty of Human Sciences, Shahed University, Tehran, Iran.
2 Associate Prof., Department of Business Management, Faculty of Human Sciences, Shahed University, Tehran, Iran.
چکیده [English]

Objective
One of the most important ways for small to medium companies to succeed is to expand their business into the global markets. Given the current economic situation of the country and the lack of sufficient incentives to invest in large industries by the private sector, and given the specific characteristics of small to medium firms such as greater agility and flexibility in the face of macroeconomic fluctuations, there is a need to pay more attention to these firms and examine their performance in international markets. While the expansion of international sanctions in recent years against Iran, has posed many challenges to the development of Iranian companies in international markets. There are not enough studies in the literature on the complexity and tension of network relations and their impact on the performance of exporting companies in international markets; hence, the present study aims to examine a conceptual model based on the theory of internationalization from a network perspective and by studying small to medium exporting companies in Tehran, Iran. The study of the relationship between SME networks and the performance of SMEs in international markets is mediated by the role of market knowledge. The main question of this study is that to what extent do business and social networks influence the performance of companies in international markets?
 
Methodology
This survey study is applied in nature and is correlational and descriptive in terms of purpose and data collection. The statistical population of this research consists of small to medium export companies in Tehran, where 134 managers and business experts were selected based on available sampling method. Data were collection using a researcher-made questionnaire whose content validity and convergent validity were confirmed by experts and through statistical methods. The reliability of the questionnaire was assessed through Cronbach alpha coefficient. The research hypotheses were evaluated using structural equation modeling on SPSS and Smart PLS software.
Findings
All of the hypotheses in the study were confirmed and the findings indicate that business and social networks have a positive impact on the performance of companies in international markets through the mediating role of market knowledge.
 
Conclusion
SMEs need to expand their interactions with formal business networks to gain insights into foreign markets. Accordingly, companies that interact more with formal business associations and partners as well as their peers are more likely to be exposed to environmental conditions, challenges and the opportunities available in international markets to acquire the necessary information and knowledge and thus to perform better in those markets. Managers of small to medium companies should pay particular attention to the creation and participation in social networks in order to gain the information and knowledge they need about foreign markets. Since social networks highlight implicit and informal relationships, it is important to pay special attention to informal relationships between business executives and experts to obtain the information and knowledge needed in foreign markets. Companies that have been able to gain the knowledge they need in foreign markets are able to perform better in international markets, increase the awareness of foreign companies about their products, and also retain their customers in international markets. The present study showed that establishing and interacting within business and social networks can provide the necessary backgrounds for improving the performance of Iranian exporting companies in international markets by providing the required knowledge for network members. Therefore, executives and experts in export companies are advised to interact with partners, industry-like companies, third parties and business associations, as well as to establish informal relationships with social networking members to create opportunities to acquire the knowledge needed in international markets and improve company performance in these markets. Social networks can directly lead to gaining market knowledge and indirectly improve the performance of companies in international markets. So, there is a need for SME managers to establish networks and engage with social network members to gain market knowledge and consequently, it is necessary to improve the performance of the company in the transnational markets.

کلیدواژه‌ها [English]

  • Network theory
  • Business network
  • Social network
  • Market knowledge
  • International performance

مراجع

اسفیدانی، محمد رحیم؛ حسنقلی‌پور یاسوری، طهمورث؛ ترکستانی، محمد صالح؛ روحانی، امیررضا (1397). نوع‌شناسی رفتار صادراتی بنگاه‌های صادرکننده در صنعت برق ایران. مدیریت بازرگانی،10(1)، 1-30.
امینی، علیرضا؛ فتاحی، حمیدرضا (1397). طراحی الگوی بین‌المللـی‌سـازی بنگـاه‌هـای کوچـک و متوسـط در شـرکت‌هـای دانش‌بنیان مبتنی بر نانو. مدیریت بازرگانی، 10(3)، 583 -602.
شاه طهماسبی، اسماعیل؛ خداداد حسینی، سید حمید؛ کردنائیچ، اسداله؛ آزاد ارمکی، محمدتقی (1393). بررسی تأثیر شبکه‌های کسب‌وکار بر مزیت رقابتی با تبیین نقش قابلیت ایجاد قابلیت‌ها (مورد مطالعه: صنعت ساختمان). مدیریت بازرگانی، 6 (1)، 107- 124.
محترم، رحیم؛ حسنقلی‌پور، طهمورث؛ نظری، محسن؛ روستا، احمد (1394). تدوین مدلی بومی برای بهبود عملکرد صادراتی شرکت‌های ایرانی در بازار مصالح ساختمانی عراق. مدیریت بازرگانی، 7(3)، 721- 736.
محترم، رحیم (1391). تدوین مدل بومی برای بهبود عملکرد صادراتی شرکت‌های ایرانی در بازار مصالح ساختمانی عراق. (پایان‎نامه). دانشکده مدیریت، دانشگاه تهران، ایران.
محمدیان، محمود؛ اله‎وردی، مصطفی؛ سلیمی، امیر (1392). بررسی تأثیر بازارگرایی صادرات و مزیت رقابتی بر عملکرد صادرات (مورد مطالعه: صادرکنندگان نمونه ایران در سال 1390). مدیریت بازرگانی، 5 (4)، 61- 78.
محمودی میمند، محمد؛ خباز باویل، صمد؛ فروغی‌نیا، خورشید (1393). مدیریت توسعه صادرات؛ شناسایی و سطح‌بندی محرک‌های صادراتی (مطالعه موردی: صنعت ساخت قطعات خودرو). مدیریت بازرگانی، 6 (4)، 889-910.
 
References
Amini, A., Fatahi, H. (2018). Designing a Model for the Internationalization of SME’s in Nano-       Based Knowledge Companies. Journal of Business Management, 10(3), 583-602.
 (in Persian)
Anderson, J. C., Håkansson, H., & Johanson, J. (1994). Dyadic business relationships within a business network context. The Journal of Marketing, 1-15.
Batjargal, B., & Liu, M. (2004). Entrepreneurs’ access to private equity in China: The role of social capital. Organization Science, 15(2), 159-172.
Baum, M., Schwens, C., & Kabst, R. (2011). A typology of international new ventures: empirical evidence from high‐technology industries. Journal of Small Business Management, 49(3), 305-330.
Björkman, I., & Kock, S. (1995). Social relationships and business networks: The case of Western companies in China. International business review, 4(4), 519-535.
Bridgewater, Peter. "Biosphere Reserves- a network for conservation and sustainability." Parks 12, no. 3 (2002): 15-20.
Cavusgil, S.T., & Zou, S. (1994). Marketing strategy-performance relationship: an investigation of the empirical link in export market ventures. The Journal of Marketing, 1-21.
Chen, H., & Chen, T. J. (1998). Network linkages and location choice in foreign direct investment. Journal of international business studies, 29(3), 445-467.
Chen, S. H. (2002). Global production networks and information technology: the case of Taiwan. Industry and Innovation, 9(3), 249-265.
Chetty, S., & Holm, D. B. (2000). Internationalisation of small to medium-sized manufacturing firms: a network approach. International business review, 9(1), 77-93.
Child, J., & Yan, Y. (2003). Predicting the performance of international joint ventures: An investigation in China. Journal of Management Studies, 40(2), 283-320.
Cho, N., & Park, Y. (2008). Determinants of Korean venture performance. Journal of Entrepreneurship and Venture Studies, 11(1), 145-165.
Coviello, N. E., & Cox, M. P. (2006). The resource dynamics of international new venture networks. Journal of International Entrepreneurship, 4(2), 113-132.
Coviello, N., & Munro, H. (1997). Network relationships and the internationalisation process of small software firms. International business review, 6(4), 361-386.
Ebers, M. (1997). Explaining inter-organizational network formation. The formation of inter-organizational networks, 1, 3-40.
Ellis, P. D. (2011). Social ties and international entrepreneurship: Opportunities and constraints affecting firm internationalization. Journal of International business studies, 42(1), 99-127.
Eriksson, K., Johanson, J., Majkgard, A., & Sharma, D. D. (1997). Experiential knowledge and cost in the internationalization process. Journal of international business studies, 337-360.
Esfidani, M., Hasangholipour Yasouri, T., Rohani, A. (2018). Typology of Export Behavior of Exporting Firms in Iran Electrical Industry. Journal of Business Management, 10(1), 1-30. (in Persian)
Fornell, C., & Larcker, D. F. (1981). Structural equation models with unobservable variables and measurement error: Algebra and statistics. Journal of Marketing Research, 18(3), 382-388.
Franco, M., Franco, M., Haase, H., Haase, H., Pereira, A., & Pereira, A. (2016). Empirical study about the role of social networks in SME performance. Journal of Systems and Information Technology, 18(4), 383-403.
Ghisi, F. A., & Martinelli, D. P. (2006). Systemic view of interorganisational relationships: An analysis of business networks. Systemic Practice and Action Research, 19(5), 461-473
Gilmore, A., Carson, D., & Rocks, S. (2006). Networking in SMEs: Evaluating its contribution to marketing activity. International Business Review, 15(3), 278-293.
Hilmersson, M., & Jansson, H. (2012). International network extension processes to institutionally different markets: Entry nodes and processes of exporting SMEs. International Business Review, 21(4), 682-693.
Hoang, H., & Antoncic, B. (2003). Network-based research in entrepreneurship: A critical review. Journal of business venturing, 18(2), 165-187.
Holm, D. B., Eriksson, K., & Johanson, J. (1996). Business networks and cooperation in international business relationships. Journal of international business studies, 27(5), 1033-1053.
Ibeh, K., & Kasem, L. (2011). The network perspective and the internationalization of small and medium sized software firms from Syria. Industrial Marketing Management, 40(3), 358-367.
Jeong, S. W., & Jeong, S. W. (2016). Types of foreign networks and internationalization performance of Korean SMEs. Multinational Business Review, 24(1), 47-61.
Jin, B., & Jung, S. (2016). Toward a deeper understanding of the roles of personal and business networks and market knowledge in SMEs’ international performance. Journal of Small Business and Enterprise Development, 23(3), 812-830.
Johanson, J., & Mattsson, L.-G. (1988). Internationalization in industrial systems—a network approach. In N. Hood, & J.-E. Vahlne (Eds.), Strategies in global competition (pp. 303–321). New York: Croom Helm.
Johanson, J., & Vahlne, J. E. (1977). The internationalization process of the firm-a model of knowledge development and increasing foreign market commitments. Journal of international business studies, 23-32.
Johanson, J., & Vahlne, J. E. (2009). The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership. Journal of international business studies, 40(9), 1411-1431.
Keh, H. T., Nguyen, T. T. M., & Ng, H. P. (2007). The effects of entrepreneurial orientation and marketing information on the performance of SMEs. Journal of business venturing, 22(4), 592-611.
Kenny, B., & Fahy, J. (2011). SMEs' Networking Capability and International Performance. In Interfirm Networks: Theory, Strategy, and Behavior (pp. 199-376). Emerald Group Publishing Limited.
Knight, G. A., & Cavusgil, S. T. (2005). A taxonomy of born-global firms. MIR: Management International Review, 15-35.
Kujala, I., & Törnroos, J. Å. (2018). Internationalizing through networks from emerging to developed markets with a case study from Ghana to the USA. Industrial Marketing Management.
Li, L., Qian, G., & Qian, Z. (2012). Early internationalization and performance of small high-tech “born-globals”. International Marketing Review, 29(5), 536-561.
Loane, S., & Bell, J. (2006). Rapid internationalisation among entrepreneurial firms in Australia, Canada, Ireland and New Zealand: An extension to the network approach. International marketing review, 23(5), 467-485.
Lu, J. W., & Beamish, P. W. (2006). SME internationalization and performance: Growth vs. profitability. Journal of international entrepreneurship, 4(1), 27-48.
Luca, L. M. D., & Atuahene-Gima, K. (2007). Market knowledge dimensions and cross-functional collaboration: Examining the different routes to product innovation performance. Journal of marketing, 71(1), 95-112.
Mahmodi Meimand, M., Khabbaz Bavil, S., Forughinia, K. (2014). Export development management; identification and leveling up of the export incentives (Case study: Auto Part Manufacturing Industry). Journal of Business Management, 6(4), 889-910.
(in Persian)
Manolova, T. S., Manev, I. M., & Gyoshev, B. S. (2010). In good company: The role of personal and inter-firm networks for new-venture internationalization in a transition economy. Journal of World Business, 45(3), 257-265.
Masum, M., & Fernandez, A. (2008). Internationalization Process of SMEs: Strategies and Methods.
Mejri, K., & Umemoto, K. (2010). Small-and medium-sized enterprise internationalization: Towards the knowledge-based model. Journal of International Entrepreneurship, 8(2), 156-167.
Mohammadian, M., Allahverdi, M., Salimi, A. (2013). The impact of export market orientation and competitive advantage on export performance (case study: The Study of Exemplary Exporters of Iran Selected in 2012. Journal of Business Management, 5(4), 61-78.
(in Persian)
Mohtaram, R. (2012). Presenting a local model for improving Iranian companies’ export performance in construction material market of Iraq. (dissertation), Faculty of management, Tehran University, Tehran, Iran. (in Persian)
Mohtaram, R., Hasangholipoor, T., Nazari, M., Roosta, A. (2015). Presenting a local model for improving Iranian companies’ export performance in construction material market of Iraq. Journal of Business Management, 7(3), 721-736. (in Persian)
Mu, J., & Di Benedetto, A. (2012). Networking capability and new product development. IEEE Transactions on Engineering Management, 59(1), 4-19.
Pangarkar, N. (2008). Internationalization and performance of small-and medium-sized enterprises. Journal of world business, 43(4), 475-485.
Papastamatelou, J., Busch, R., Ötken, B., Okan, E. Y., & Gassemi, K. (2016). Effects of Network Capabilities on Firm Performance across Cultures. International Journal of Management and Economics, 49(1), 79-105.
Pinho, J. C., & Pinheiro, M. L. (2015). Social network analysis and the internationalization of SMEs: Towards a different methodological approach. European Business Review, 27(6), 554-572.
Pinho, J. C., & Prange, C. (2016). The effect of social networks and dynamic internationalization capabilities on international performance. Journal of World Business, 51(3), 391-403.
Prange, C., & Pinho, J. C. (2016, January). Small and Medium-Sized Firms' Internationalization Performance: Is Innovation a Missing link?. In Academy of Management Proceedings (Vol. 2016, No. 1, p. 13402). Academy of Management.
Rubino, M., & Vitolla, F. (2018). Implications of Network Structure on Small Firms’ Performance: Evidence from Italy. International Journal of Business and Management, 13(4), 46.
Sapienza, H. J., Autio, E., George, G., & Zahra, S. A. (2006). A capabilities perspective on the effects of early internationalization on firm survival and growth. Academy of management review, 31(4), 914-933.
Shahtahmasbi, E., Khodadad Hoseini, S., Kordna’eej, A., Azad Armaki, M. (2014). Investigating the Impact of Business Networks on Competitive Advantage by Explaining the Role of Capability of Building Capabilities Case Study: Construction Industry. Journal of Business Management, 6(1), 107-124. (in Persian)
Söderqvist, A. (2011). Opportunity exploration and exploitation in international new ventures: A study of relationships’ involvement in early entrepreneurial and internationalization events.
Stoian, M. C., Rialp, J., & Dimitratos, P. (2017). SME networks and international performance: Unveiling the significance of foreign market entry mode. Journal of Small Business Management, 55(1), 128-148.
Styles, C., & Ambler, T. (1994). Successful export practice: The UK experience. International Marketing Review, 11(6), 23-47.
Sullivan Mort, G., & Weerawardena, J. (2006). Networking capability and international entrepreneurship: How networks function in Australian born global firms. International Marketing Review, 23(5), 549-572.
Thornton, S. C., Henneberg, S. C., & Naudé, P. (2014). Conceptualizing and validating organizational networking as a second-order formative construct. Industrial Marketing Management, 43(6), 951-966.
Vasilchenko, E., & Morrish, S. (2011). The role of entrepreneurial networks in the exploration and exploitation of internationalization opportunities by information and communication technology firms. Journal of International Marketing, 19(4), 88-105.
Wetzels, M., Odekerken-Schröder, G., & Van Oppen, C. (2009). Using PLS path modeling for assessing hierarchical construct models: Guidelines and empirical illustration. MIS quarterly, 177-195.
Yli-Renko, H., Autio, E., & Tontti, V. (2002). Social capital, knowledge, and the international growth of technology-based new firms. International Business Review, 11(3), 279-304.
Yoon, K. C., & Kim, Y. R. (2009). A Study on the Business Performance and Degree of Globalization of Korean Venture Enterprises. International Business Journal, 20(2), 29-63.
Zain, M., & Ng, S. I. (2006). The impacts of network relationships on SMEs' internationalization process. Thunderbird international business review, 48(2), 183-205.
مدیریت بازرگانی
دوره 11، شماره 4
1398
صفحه 869-894

فایل ها

هم رسانی

ارجاع به این مقاله

آمار