Strategie współpracy z kooperantami biernymi
Strategies of cooperation with buyers

Summary/Abstract: In the last decades a clear tendency in the behavioral patterns of enterprises has been observed. It involves a shift from the confrontation conflict approach to the cooperation model aimed at achieving common goals. Through the establishment and development of inter-organizational relationships, companies acquire scarce resources, materials, and services that help them overcome difficulties and expand markets. Bearing in mind the above facts, the research problem was formulated as a question – what are the characteristics of inter-organizational relationships and which collaboration strategies dominate the polish enterprise market. The goal of research was determined as a characteristics and evaluation of the strategy of cooperation with buyers carried out by companies located in Poland. The study presents the results of the empirical research employing an in-depth survey, direct interview and participatory observation carried out on a sample of 244 Polish enterprises. The research carried out allows to state that companies operating in Poland, working out their strategies for cooperation with passive partners, perceive the benefits of long-term cooperation, but do not establish cooperation of a strict nature. Based on empirical research, it can be concluded that economic units operating in Poland, in the sphere of cooperation with recipients, are characterized by a limited scope of relationship development and low share of direct relationships.

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