CORPORATE DATABASE SCREENING AS A FACTOR IN ENTERPRISE BUSINESS MODEL ADAPTATION
DOI:
https://doi.org/10.32782/ecovis/2026-3-11Keywords:
buyer identification, corporate database screening, Orbis, NACE codes, composite ranking, large language models, export strategy, business model adaptationAbstract
The aim of the study is to develop and test a methodological approach to identifying potential buyers in foreign markets based on the screening of corporate databases as a factor in adapting a company’s business model. The following methods were applied: case studies, screening of the Orbis database using NACE codes, a weighted assessment of profile relevance, composite ranking, profile verification using artificial intelligence, and logistical adjustment. A five-stage algorithm was proposed: from a screening of 8,878 companies, a database of 374 verified counterparties was compiled. Screening is viewed not as a technical procedure, but as a factor in restructuring the customer segment of a business model when entering foreign markets. The scientific novelty lies in the combination of deterministic ranking with the verification of buyer profiles using artificial intelligence. The methodology is suitable for export-oriented enterprises.
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Johanson J., Vahlne J.-E. The internationalization process of the firm – a model of knowledge development and increasing foreign market commitments. Journal of International Business Studies. 1977. Vol. 8. № 1. P. 23–32. DOI: https://doi.org/10.1057/palgrave.jibs.8490676
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Leonidou L. C., Katsikeas C. S. The export development process: an integrative review of empirical models. Journal of International Business Studies. 1996. Vol. 27. № 3. P. 517–551. DOI: https://doi.org/10.1057/palgrave.jibs.8490846
Morgan N. A., Kaleka A., Katsikeas C. S. Antecedents of export venture performance: a theoretical model and empirical assessment. Journal of Marketing. 2004. Vol. 68. № 1. P. 90–108. DOI: https://doi.org/10.1509/jmkg.68.1.90.24028
Orbis database: global private company data and intelligence / Moody's (formerly Bureau van Dijk). URL: https://www.moodys.com/web/en/us/capabilities/company-reference-data/orbis.html
Papadopoulos N., Denis J.-E. Inventory, taxonomy and assessment of methods for international market selection. International Marketing Review. 1988. Vol. 5. № 3. P. 38–51. DOI: https://doi.org/10.1108/eb008357
Pinto Ribeiro S., Menghinello S., De Backer K. The OECD ORBIS database: responding to the need for firm-level micro-data in the OECD: OECD Statistics Working Papers № 2010/01. Paris: OECD Publishing, 2010. DOI: https://doi.org/10.1787/5kmhds8mzj8w-en
Root F. R. Entry strategies for international markets. Revised and expanded edition. New York: Lexington Books, 1994. 324 p.
Saebi T., Lien L., Foss N. J. What drives business model adaptation? The impact of opportunities, threats and strategic orientation. Long Range Planning. 2017. Vol. 50. № 5. P. 567–581. DOI: https://doi.org/10.1016/j.lrp.2016.06.006
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Tenders Electronic Daily (TED): supplement to the Official Journal of the European Union. URL: https://ted.europa.eu/en/
Teece D. J. Business models, business strategy and innovation. Long Range Planning. 2010. Vol. 43. № 2–3. P. 172–194. DOI: https://doi.org/10.1016/j.lrp.2009.07.003
Zott C., Amit R., Massa L. The business model: recent developments and future research. Journal of Management. 2011. Vol. 37. № 4. P. 1019–1042. DOI: https://doi.org/10.1177/0149206311406265
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