The goal of this study is to verify new research model among medium-high-tech manufacturing companies. First of all, the model assumes the influence of both the market knowledge base itself, and the efficiency of internal market knowledge sharing on the competitiveness of analysed entities. Second of all, it analyses the impact of market knowledge perception within business entities and the openness of technical staff on internal market knowledge sharing efficiency. Research Design & Methods:The survey consisted of five latent variables (constructs). The research was conducted by telephone among managers of medium-high-tech manufacturing companies in Poland. The sample consisted of 130 firms. The data was analysed using the PLS-SEM technique. Findings: The research findings proved that both, market knowledge and market knowledge sharing efficiency, had a strong and significant influence on the competitiveness of medium-high-tech manufacturing companies. The results also showed that market knowledge perception and openness of technical staff had statistically significant influence on knowledge sharing efficiency in such companies. Implications & Recommendations: Above all, the study implies that it is not the possession of market knowledge alone, but also importance of sharing this kind of knowledge internally. The article suggests factors that are important for market knowledge sharing, e.g. through properly trained and competent knowledge brokers that enable the examined businesses to gain a competitive edge. The efficiency of market knowledge sharing may be strengthened by putting more attention to market knowledge perception in the company and openness of technical staff. Contribution & Value Added:This study adds to the research on sharing a specific type of knowledge, i.e. market knowledge, within business enterprises and influence of this process on companies' competitiveness. Various factors important for efficient internal sharing of market knowledge have been proposed in the subject literature, however they have not been verified by quantitative research so far. Moreover, the study focuses on the oft-overlooked type of business entities, i.e. medium-high-tech manufacturing companies.

Praca została przygotowana w ramach projektu sfinansowanego ze środków Narodowego Centrum Nauki przyznanych na podstawie decyzji numer DEC-2011/03/N/HS4/00429, uzyskanych w ramach konkursu Preludium 2. Tytuł projektu: "Rola orientacji na wiedzę w procesie kształtowania przewagi konkurencyjnej przedsiębiorstwa w procesie internacjonalizacji", okres realizacji: 08.2012-08.2014r. Autor niniejszej rozprawy pełnił funkcję kierownika projektu, zaś funkcję promotora pełnił prof. dr hab. Krzysztof Fonfara, prof. zw. UEP.

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Objective: The objective of the article is to fill a research gap regarding the impact of psychic distance on the initiation of relationships by managers from Poland-based firms and to analyze the psychic distance’s influence on firm performance. Research methodology: The article is based on quantitative research conducted among managers from 201 Poland-based companies operating in foreign markets. The study used a structured questionnaire consisting mainly of closed questions. The dataset contained companies representing all sizes, industries, and ownership status from all over Poland. Findings: Two types of companies were identified following managers’ (un)willingness to initiate relationships with actors located in psychically distant markets. The study conclusions reveal that psychic distance matters for Polish managers and that business activities conducted in psychically distant markets are often perceived as more complex than in close markets. These activities involve additional risk, but they bring companies better performance. Limitations: The limitation of the study is that the measurements are based on the subjective perceptions of psychic distance. The research was conducted in Poland only. Originality: The article is a pioneer work on the psychic distance paradox among Polish managers from a diversified group of companies (from small to multinational). The article seeks to identify to what extent Polish managers perceive psychic distance as an important factor in the decision-making process concerning the initiation of relationships with foreign partners.

The paper examines different kinds of manufacturing companies with various levels of market orientation. Its main aim is to test whether their level of competitiveness is correlated with their level of market orientation. The paper is based on a quantitative research in which 334 manufacturing companies were examined. For measuring market orientation, the MKTOR scale developed by Narver and Slater was used. The competitive position of the analysed firms was determined using the Competitiveness Index developed by Fonfara. The statistical significance of the observed differences was tested using the Mann-Whitney U-test. The study shows that in every type of manufacturing companies, their competitiveness grows along with increasing market orientation. However, the extent of this growth differs depending on company type. The results also show that it is always beneficial to increase market orientation, as the firms with the highest market orientation belong to the most competitive 5% of manufacturing companies.