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1 Initiation of Business Relationships in Start Ups

  • Lise Aaboen
  • Elsebeth Holmen
  • Ann-Charlott Pedersen
Chapter

Abstract

During the last few years, several authors have recognised the need for more research into how start-ups or new business ventures initiate new relationships. Aaboen, Dubois and Lind (2011) studied how start-up firms develop their initial customer relationships and resource base in close interaction with customers. Furthermore, La Rocca, Ford and Snehota (2013) argued that even though developing new business relationships is demanding for all types of firms, it is particularly critical for start-ups because their offerings are likely to be less developed than the offerings of established firms. Thus, it is a newly developed interest to study, understand and manage the process of initiating business relationships for start-ups.

Keywords

Social Capital Business Relationship Focal Firm Focal Actor Mature Firm 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© The Author(s) 2017

Authors and Affiliations

  • Lise Aaboen
    • 1
  • Elsebeth Holmen
    • 1
  • Ann-Charlott Pedersen
    • 1
  1. 1.Department of Industrial Economics and Technology ManagementNorwegian University of Science and TechnologyTrondheimNorway

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