Initial relationship development in new business ventures

Industrial Marketing Management

Volumn 42, Issue 7, 2013, Pages 1025-1032

  La Rocca, Antonella ^a   Ford, David ^b   Snehota, Ivan ^a  

^a UNIVERSITY OF LUGANO   (Switzerland)

^b KEDGE BUSINESS SCHOOL   (France)

Author keywords

Business to business; Customer relationships; Interaction; Marketing function; New business ventures

Indexed keywords

EID: 84886726459     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2013.07.001     Document Type: Article

References (41)

1. Aaboen L., Dubois A., Lind F. Start-up starting up - Firms looking for a network. IMP Journal 2011, 5(1):43-51.
2. Baraldi E. Strategy in industrial network: Experiences from Ikea. California Management Review 2008, 50(4):99-126.
3. Baum J.A.C., Calabrese T., Silverman B.S. Don't go it alone: Alliance network composition and startups' performance in Canadian biotechnology. Strategic Management Journal 2000, 21(3):267-294.
4. Berghäll S. Perceptions of dyadic business relationships: In search of the social psychological basis of interpersonal relationship perceptions in socio-economic exchange relationships. Marketing Theory 2003, 3(1):59-77.
5. Berghman L., Matthyssens P., Vandenbempt K. Building competencies for new customer value creation: An exploratory study. Industrial Marketing Management 2006, 35(8):961-973.
6. Beverland M. Contextual influences and the adoption and practice of relationship selling in a business to business setting: an exploratory study. Journal of Personal Selling and Sales Management 2001, 21(3):207-215.
7. Bocconcelli R., Håkansson H. External interaction as means of making changes in a company: The role of purchasing in a major turnaround for Ducati. IMP Journal 2008, 2(2):25-37.
8. Bowman D., Narayandas D. Linking customer management effort to customer profitability in business markets. Journal of Marketing Research 2004, 41(4):433-447.
9. Chesbrough H. Business model innovation: Opportunities and barriers. Long Range Planning 2010, 43(2/3):354-363.
10. Corsaro D., Snehota I. Searching for relationship value in business markets: Are we missing something?. Industrial Marketing Management 2010, 39(6):925-935.
11. Denzin N. The logic of naturalistic inquiry. Sociological Methods, a Sourcebook 1978, 54-73. McGraw-Hill, New York. N. Denzin (Ed.).
12. Doz Y.L., Kosonen M. Embedding strategic agility: A leadership agenda for accelerating business model renewal. Long Ran Planning 2010, 43(2-3):370-382.
13. Dubois A., Gadde L.-E. Systematic combining: An abductive approach to case research. Journal of Business Research 2002, 55(7):553-560.
14. Evans K.R., Kleine R.E., Landry T.D., Crosby L.A. How first impressions of a customer impact effectiveness in an initial sales encounter. Journal of the Academy of Marketing Science 2000, 28(4):512-526.
15. Ford D., Gadde L.-E., Håkansson H., Snehota I. Managing Business Relationships 2011, John Wiley & Sons, Chichester.
16. Ford D., Gadde L.-E., Håkansson H., Snehota I., Waluszewski A. Analysing Business Interaction. The IMP Journal 2010, 4(1):82-103.
17. Ford D., Saren M. Managing and Marketing Technology 2001, Thomson, London.
18. Gadde L.-E., Hjelmgren D., Skarp F. Interactive resource development in new business relationships. Journal of Business Research 2012, 65(2):210-217.
19. Gartner W.B. A framework for describing the phenomenon of new venture creation. Academy of Management Review 1985, 10(4):696-706.
20. Geiger S., Finch J. Industrial salespeople as market actors. Industrial Marketing Management 2009, 38(6):608-617.
21. Grönroos C. Service Management and Marketing 1990, Lexington Books, Lexington, MA.
22. Gummesson E. Marketing-orientation revisited: The crucial role of the part-time marketer. European Journal of Marketing 1991, 25(2):60-75.
23. Håkansson H., Ford D. How should companies interact in business networks?. Journal of Business Research 2002, 55(1):133-139.
24. Håkansson H., Ford D., Gadde L.-E., Snehota I., Waluszewski A. Business in Networks 2009, John Wiley & Sons, Chichester.
25. Håkansson H., Olsen P.-I. Innovation management in networked economies. Journal of Business Marketing Management 2012, 5(2):79-105.
26. Håkansson H., Snehota I. Developing Relationship in Business Networks 1995, Routledge, London.
27. Helfat C.E., Peteraf M.A. The dynamic resource-based view: Capability lifecycles. Strategic Management Journal 2003, 24(10):997-1010.
28. Hite J.M. Evolutionary processes and paths of relationally embedded network ties in emerging entrepreneurial firms. Entrepreneurship Theory and Practice 2005, 29(1):113-144.
29. Johanson J., Vahlne J. Markets as networks: Implications for strategy-making. Journal of the Academy of Marketing Science 2011, 39(4):484-491.
30. Johnsen T., Ford D. Customer approaches to product development with suppliers. Industrial Marketing Management 2007, 36(3):300-308.
31. Kelley D.J., Rice M.P. Technology-based strategic actions in new firms: The influence of founding technology resources. Entrepreneurship Theory and Practice 2001, 26(1):55-73.
32. Kholi A., Jaworski B.J. Market orientation: The construct, research propositions, and managerial implications. Journal of Marketing 1990, April, 54:1-18.
33. Kirk J., Miller M.L. Reliability and Validity in Qualitative Research 1986, SAGE Publications, Beverly Hills, CA.
34. Lincoln Y., Guba E. Naturalistic Inquiry 1985, Sage Publications, Thousand Oaks.
35. Lindgreen A., Wynstra F. Value in business markets: What do we know? Where are we going?. Industrial Marketing Management 2005, 34(7):732-748.
36. Mason K., Spring M. The site and practices of business models. Industrial Marketing Management 2011, 40(6):1032-1041.
37. McCracken G. The Long Interview 1988, Sage, Newbury Park, CA.
38. Sanchez J.A.L., Vijande M.L.S., Guttierez J.A.T. Organizational learning and value creation in business markets. European Journal of Marketing 2010, 44(11/12):1612-1641.
39. Slotte-Koch S., Coviello N. Entrepreneurship research on network processes: A review and ways forward. Entrepreneurship Theory and Practice 2010, 34(1):31-57.
40. Tuli K.R., Kohli A.K., Bharadwaj S.G. Rethinking business solutions: From product bundles to relational processes. Journal of Marketing 2007, 71(3):1-17.
41. Ulaga W., Eggert A. Value-based differentiation in business relationships: Gaining and sustaining key supplier status. Journal of Marketing 2006, 70(1):119-136.