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- La Rocca, Antonella, et al.
(author)
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The emergence of the customer relationship portfolio of a new venture : a networking process
- 2019
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In: Journal of business & industrial marketing. - : EMERALD GROUP PUBLISHING LTD. - 0885-8624 .- 2052-1189. ; 34:5, s. 1066-1078
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Journal article (peer-reviewed)abstract
- Purpose While several studies have focused on the initial phases of new ventures and their first customer and supplier relationships, we have a limited understanding of how the new venture's portfolio of customer relationships emerges. This paper aims to explore the emergence of the customer relationship portfolio of a new venture and to investigate the effects of early relationships on subsequent ones. Design/methodology/approach Methodologically, the authors rely on a longitudinal single case study of a new venture which develops, implements and sells customized cost-management software. The study is exploratory and based on 24 in-depth interviews. Findings The findings show that the development of a customer portfolio depends on the cumulative effect of heterogeneous elements and network connections. These include the initial link between the new venture and the first customer and a subsequent series of interconnections that develop with the emerging network capability of the new venture. Originality/value As one of the few studies that explore the emergence of new ventures' customer relationship portfolio, this study demonstrates the value of applying a relational/network approach for studying relationship portfolio dynamics.
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| 2. |
- La Rocca, Antonella, et al.
(author)
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The role of supplier relationships in the development of new business ventures
- 2019
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In: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 80, s. 149-159
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Journal article (peer-reviewed)abstract
- New business ventures have rather limited resources, generally suffer from liabilities of smallness and newness and rely on external business relationships, typically with suppliers, for developing and acquiring necessary resources. Yet, to date, research on how new ventures develop initial relationships with suppliers and how these affect the nascent business has been limited. Taking the business network perspective and relating it to studies of supply chain and supplier involvement in product development, our study contributes to the rather limited body of knowledge on new ventures' supplier relationships. Empirically, we draw on a longitudinal, in-depth single-case study of the first two years of operation of a start-up. Our study shows that the development of the key initial supplier relationships starts from open-ended expectations of mutual future relational benefits and involves a stepwise 'inter-definition' of solutions in interaction between the parties. We observe that inter-dependences arise between the new venture and its key suppliers and these enable but also limit, the development paths of both partners. We argue that the key initial supplier relationships extend a new venture's resource and capability base and are an integral part of a new venture's business model.
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| 3. |
- Waluszewski, Alexandra, 1956-, et al.
(author)
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What remains to be discovered? : Manifesto for researching the interactive business world
- 2019
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In: Journal of business & industrial marketing. - 0885-8624 .- 2052-1189. ; 34:1, s. 232-239
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Journal article (peer-reviewed)abstract
- Purpose: The purpose of this viewpoint paper is to summarise the key findings of the industrial marketing and purchasing (IMP) research – especially for those who are unaware or unfamiliar with this research community – and above all, to point at some directions of development.Design/methodology/approach: The authors draw on IMP research studies.Findings: The authors identify three avenues for further research. The first is related to the need for a sharper, more elaborated and nuanced pictures of the business world, which is in a state of continuous evolution. Second, to present research on business movements from new angles and elaborate sequences of effects and larger patterns of change, there is a need for methodological and conceptual development. The third avenue for further research concerns the provision of normative recommendations to business and policymakers on how to cope with, and make use of, interactivity and interdependences.Originality/value: The authors outline the areas in which they currently see the greatest “need for better understanding”, aware of the limits in what they know.
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