Motives and Forms of Internationalization of Polish Start-ups
Motives and Forms of Internationalization of Polish Start-ups

Summary/Abstract: Research background: Due to the rapid development of technology, the possibilities of entering new markets are changing. This is evident in the ease with which new companies enter new markets. Tools enabling the rapid transfer of information have meant that the classical stages of internationalization are often overlooked. Classic models of internationalization are often criticized, but this does not mean that there are no new models of internationalization. Considering the importance of start-ups in the economy, it is worth examining how they behave on international markets.Purpose of the article: The main goal of the paper is to answer the following research questions: What forms of foreign expansion do Polish start-ups choose? What methods and tools do Polish start-ups choose on their way to internationalization? What are the motives for the internationalization of Polish start-ups? What are the stages of internationalization of a Polish start-up company? The research hypothesis is as follows: the most common form of internationalization of Polish start-ups is export.Methods: The paper uses the following methods: critical analysis of the literature, online, paper and phone questionnaire and in-depth CATI interview. The data used in the article was collected by the author. The survey was conducted on a sample of 174 respondents, and the interview on a sample of 23 respondents. The study was conducted in the period from January 10, 2021 to January 7, 2023.Findings and value added: This paper is the first comprehensive study of Polish start-ups focusing on internationalization motives, tools, determinants and possible stages. The most common motives for the internationalization of Polish start-ups are reactive motives. Enterprises choose exports as a way to enter new markets. The main tools supporting internationalization are social media profiles run in a foreign language and a network of contacts composed of people from the entrepreneur’s environment. The research has shown that companies follow certain stages of internationalization.

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