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The Internationalization Process - A Case Study of PWPW S.A.



Objective: The purpose of the paper is to present the implementation process of internationalization using the example of Polish Security Printing Works (PWPW) and to examine whether the process follows leading internationalization theories.

Research Design & Methods: The paper is based on a literature review and a case study of PWPW. The methodology of a case study allows showing the researched process of a single firm’s internationalization more precisely and thoroughly than quantitative research. The case study presents the whole internationalization process of PWPW, including a selection of its foreign activities.

Findings: The paper leads to the conclusion that the internationalization of PWPW generally remains in accordance with the revitalized Uppsala model. Nonetheless, there are some deviations from the model. They may result from the specificity of the business sector of PWPW. An example of such deviations is pushing customers actions towards a specified mode of supplier’s internationalization.

Implications & Recommendations: Empirical knowledge resulting from thoroughly studied behaviour of a required number of companies may significantly improve understanding of the internationalization process and point out the best solutions as well as solutions that should be avoided in business practice. It seems that the internationalization pattern of PWPW S.A. may be perceived as successful and therefore be applicable by other companies from the industry.

Contribution & Value Added: The paper delivers new empirical evidence on
internationalization practices pursued by PWPW, a company that delivers products having a critical influence on the state security.


internationalisation, exports, Uppsala model, PWPW S.A.


Author Biography

Remigiusz Lewandowski

The Strategy & Marketing Director at PWPW and a guest lecturer at the Faculty of Economic Sciences  and  Management  at  Nicolas  Copernicus  University  of  Toruń where  in  2011  he received (with distinction) a PhD degree in economics.

Grażyna Rafalska

The Director of the International Sales Department at Polish Security Printing Works (PWPW S.A.). Mrs. Rafalska has over 15 years of experience in sales of products and services. For the past 10 years has been in charge of export. Since the beginning of her professional career she deals with sales of security products and services. She graduated from Warsaw University of Technology as Master of Science in Printing.


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