Strategy constraints of Polish foreign-trade organizations

This paper presents reflections on the survey of the general managers of Polish foreign-trade organizations (FTOs). The study focuses on business deals with Western partners and the associated problems. The relative inefficiency of Polish FTOs is due to: 1. 1. Poor working relations between the FTOs and the Polish manufacturing sector; 2. 2. Inadequate knowledge of modern marketing techniques; 3. 3. The lack of clear-cut strategies regarding how to develop foreign markets; and 4. 4. Rigidity of national planning and management systems in Poland. As far as organizational solutions to correct the deficiencies are concerned, the experience of foreign branches of FTOs and the modifications of their cooperative links with the Polish manufacturing sector appear to be the most promising.