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Sales Activities for Newcomers: Technology-based Start-up Firm's Business Exchange
Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.ORCID iD: 0000-0002-4081-9737
Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics.
Linköping University, The Institute of Technology. Linköping University, Department of Management and Economics, Industrial marketing.
2006 (English)In: The international conference on Information Technology in Business ITIB,2006, Warszaw: Warszaw Agricultural University , 2006, 263- p.Conference paper, Published paper (Refereed)
Abstract [en]

This paper investigates the first business exchange of new technology based start-up firms. The authors use entrepreneurial theory combined with marketing management theory, to describe technology based start-up firms selling activities and how the start-ups reach key milestones. It is a study conducted of one e-business firm and one new product development (NPD) firm which are now both successful, and how they got their first customer. The paper provides a picture of how founders and board-members/owners have contributed in the first business exchange. The paper also highlights how important the sales aktivities are, as well as how important relatinships and industrial knowledge is. Also, it concludes that the first business exchange follow a timeline with three important activity phases, 1) Credibility activities; 2) Closing activities; 3) Operations activities.  

Place, publisher, year, edition, pages
Warszaw: Warszaw Agricultural University , 2006. 263- p.
Keyword [en]
Entrepreneurial theory, network theory, relationships, credibility, sales activities
National Category
Social Sciences
Identifiers
URN: urn:nbn:se:liu:diva-34656Local ID: 22432OAI: oai:DiVA.org:liu-34656DiVA: diva2:255504
Available from: 2009-10-10 Created: 2009-10-10 Last updated: 2014-04-14

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Kowalkowski, ChristianRehme, JakobSvensson, Peter

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