The Role of Relationship Selling in Technology Start-up Firms: Two Case Studies in Europe and Asia
2005 (English)In: IMP Group in Asia Conference ¿Building Social Capital in Networks¿,2005, Curtin University of Technology , 2005Conference paper (Refereed)
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.
IdentifiersURN: urn:nbn:se:liu:diva-30119Local ID: 15591OAI: oai:DiVA.org:liu-30119DiVA: diva2:250940