How relational capabilities matter? Organizational context and performance of internationally oriented SMEsCiszewska Mlinarič, Mariola (Avtor) Obłój, Krzysztof (Avtor) Mlinarič, Franjo (Avtor) podjetjemala podjetjasrednja podjetjamednarodno poslovanjefinančno poslovanjeThis article sheds light on the organizational context enhancing development of relational capabilities and examines the significance of relational capabilities for SMEsʼ financial and non-financial performance. The firmʼs relational capability is measured separately in customersʼ and suppliersʼ networks. This study is based on a sample of 67 SMEs from the five most internationalized industries in Slovenia. Research hypotheses are tested with linear regression models. The results support our prediction that fostering internal social capital, coupled with the usage of economic motivators, augments a firmʼs relational capability in a supplier network, which in turn is associated with better performance outcomes, both financial and non-fi nancial. The results on relational capability in a customer network with respect to performance are less conclusive, indicating that vertical ties of internationally oriented SMEs (with suppliers and customers) are not of equal importance.20122015-07-10 12:31:53Delo ni kategorizirano49817UDK: 339.9:334.012.61-022.51/.55OceCobissID: 11384348COBISS_ID: 11384860ISSN pri članku: 1805-4862NUK URN: URN:SI:UM:DK:NRJXJ9IBsl