Transformations  in
Business & Economics

Partnership Among Polish Companies in the Supply Chain as Manifestation of Implementing Relationship Marketing
Iwona Escher, Joanna Petrykowska

ABSTRACT. For many enterprises a very important condition of their successful existence on the market is cooperation based on long-term relationships created between the company and other business partners. The article concentrates on Polish companies’ cooperation and relations among them, regarding distribution channels partners.

The main purpose of this paper is to present the findings of the research carried out in 2001 by Marketing Department at the Faculty of Economics and Management of The Nicolas Copernicus University in Toruń, Poland. The collected data allowed to determine:

• purposes of creating partnership relations among Polish companies,
• preferred initiatives within cooperation in the supply chain,
• barriers in creating partnership relations in the supply chain.

In addition, it was possible to identify:

1. the level of perceived cooperation within the supply chain by Polish decision-makers, as necessary means and essential activity in the future,
2. the areas, in which they think the cooperation has the greatest possibility of taking place.

KEYWORDS: relationship marketing, partnership, supply chain, Polish enterprises.