Business mating: when start-ups get it right
2013 (English)In: Journal of Small Business and Entrepreneurship, ISSN 0827-6331, E-ISSN 2169-2610, Vol. 26, no 5, 511-536 p.Article in journal (Refereed) Published
The importance of forming business relationships is critical for the prosperity of startups; still, few studies have examined how conditions inside and around the start-uptogether lead to business mating – occurrence of a new business relationship. Toclarify the importance of proper fit among management style and invention featuresfor high mating chances, this paper tackles this need by taking a configurationalapproach. We use qualitative comparison analysis (QCA) to analyze case studies from16 invention-based start-ups seeking marketing partners. Findings indicate differentsolutions leading to high chances of forming business relationships. This studycontributes with a typology to the business relationship and start-up literature, as wellas discusses future directions to the emerging sub-domain of business mating research.
Place, publisher, year, edition, pages
2013. Vol. 26, no 5, 511-536 p.
business mating; business relationships; start-ups; configurations; QCA; invention; entrepreneurship; markets; entrepreneurial orientation; relationship formation
Research subject Business Studies
IdentifiersURN: urn:nbn:se:oru:diva-34344DOI: 10.1080/08276331.2013.876765OAI: oai:DiVA.org:oru-34344DiVA: diva2:705449