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

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.