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Business Development Capabilities in Information Technology SMEs in a Regional Economy: An Exploratory Study

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Abstract

“Business development” is a corporate entrepreneurial capability (or competence) that has emerged in the Information Technology industry to support that industry’s practice of co-creation of value with customers and complementors. As a set of practices that link the firm’s value creating processes with its external environment, business development capabilities are a key factor in the success of IT SMEs. This article examines business development functions and business developer attributes in SMEs in the Information Technology Industry in Eastern Canada. The principal business development functions are finding profitable opportunities in business networks, developing and maintaining partnerships, providing support for new product development, and recognizing and responding to customer needs. The regional market and export markets require different business development capabilities.

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Authors and Affiliations

  1. Faculty of Communication and Design, Rogers Communications Centre, Ryerson University, 350 Victoria St., Toronto, Ontario, M513 2K3, Canada

    Charles H. Davis

  2. Institute for Information Technologies (National Research Council), Saint John, New Brunswick, Canada

    Elaine Sun

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  1. Charles H. Davis
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  2. Elaine Sun
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Correspondence to Charles H. Davis.

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Davis, C.H., Sun, E. Business Development Capabilities in Information Technology SMEs in a Regional Economy: An Exploratory Study. J Technol Transfer 31, 145–161 (2006). https://doi.org/10.1007/s10961-005-5027-1

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