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The Role of Relationship Selling in Technology Start-up Firms: Two Case Studies in Europe and Asia
Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.ORCID iD: 0000-0002-4081-9737
Linköping University, Department of Management and Economics. Linköping University, The Institute of Technology.
Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
2005 (English)In: IMP Group in Asia Conference ¿Building Social Capital in Networks¿,2005, Curtin University of Technology , 2005Conference paper, Published paper (Refereed)
Abstract [en]

This paper investigates the first business exchange of new start-up firms. The authors use the framework of relationship marketing combined with entrepreneurship theory to describe start-up firms selling activities. They conclude that the first business exchange passes through three important activity phases; (1) credibility, (2) closing activities, and (3) operations.

Place, publisher, year, edition, pages
Curtin University of Technology , 2005.
National Category
Social Sciences
Identifiers
URN: urn:nbn:se:liu:diva-30119Local ID: 15591OAI: oai:DiVA.org:liu-30119DiVA: diva2:250940
Available from: 2009-10-09 Created: 2009-10-09 Last updated: 2014-04-14

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http://muresk.curtin.edu.au/conference/imp/proceedings/cs1a3_022.pdf

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Kowalkowski, ChristianSvensson, PeterRehme, Jakob

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