Industrial Relationships in the International Environment : The case of Polish firms exporting to Russia

Abstract: The overall aim of this research is to explore the business relationships among Russian and Polish firms. The research performed is based on the selected literature area of industrial relationships, relationship quality, negotiations, international environment. With exploratory purpose, the embedded single case study strategy is applied in this research. The empirical data is gathered through focus group discussion among five participants and seven interviews. The findings indicate that the nature of relationships among the Polish and the Russian companies is positive, fruitful and beneficial for both sides. Companies are mainly satisfied with cooperation and overall activities are managed at expected level. Problematic issues are solved successfully with the help of negotiations. The environmental factors which are identified as the main barriers and obstacles are the political climate, legal issues and infrastructure. As the Russian market and its law are complex and difficult, the Polish companies are aware of these factors and are trying to follow all demands given by the Russian companies. Finally, negotiations are provided as the measures to strengthen their relationships and to cope with all the factors, which can have negative impact, by mutual agreements and decisions. Based on our analysis and conclusions, the companies are recommended to ensure better code of business practices and to reveal more confidence among each other.