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Credibility-Driven Entrepreneurship: A Study of the First Sale
Linköping University, Department of Management and Engineering, Industrial Marketing and Industrial Economics. Linköping University, The Institute of Technology. (Marketing and Logistics)
Linköping University, HELIX Vinn Excellence Centre. Linköping University, The Institute of Technology. Linköping University, Department of Management and Engineering, Project management, Innovations and Entrepreneurship .
2011 (English)In: International Journal of Entrepreneurship and Innovation, ISSN 1465-7503, Vol. 12, no 1, 5-15 p.Article in journal (Refereed) Published
Abstract [en]

This article investigates how external stakeholders influence the first sale of technologybased business-to-business start-up companies. We combine entrepreneurship theory with marketing theory to describe start-ups’ marketing and selling activities and how they reach key milestones. The study shows how two firms, an e-business firm and a new product development firm acquired their first customers. The analysis provides a picture of how a network of the firms’ founders, board members, and owners contributed to their first sales. It also highlights the importance of sales activities, relationships, and industrial knowledge. It examines the importance of external stakeholders’ relative positions in the web of relationships and how relevant these are in affecting outcomes and speed to market. This article concludes that the first sale follows a timeline with three important phases of activities involving credibility, closing, and operations. We find that that credibility is best obtained through establishing relationships.

Place, publisher, year, edition, pages
2011. Vol. 12, no 1, 5-15 p.
Keyword [en]
Entrepreneurial theory, networks, relationships, credibility, sales activities
National Category
Engineering and Technology
Identifiers
URN: urn:nbn:se:liu:diva-62645OAI: oai:DiVA.org:liu-62645DiVA: diva2:373779
Conference
Industrial Marketing and Purchasing Group Conference the 11-14 December, Phuket, Thailand
Available from: 2010-12-01 Created: 2010-12-01 Last updated: 2011-08-24
In thesis
1. The Dynamics of Innovation and Knowledge-Based Regional Development
Open this publication in new window or tab >>The Dynamics of Innovation and Knowledge-Based Regional Development
2010 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

Geographical regions as diverse as Silicon Valley, California and Linköping, Sweden have been the sources of new technology and endogenously created innovations. Scholars and policymakers recognise that specific regions or clusters of businesses have the capability to engage in more innovative activities and new business formation and to experience higher employment growth than others. This dissertation uses qualitative methods to study various aspects of regional development and innovation. It is based on five papers by the author and colleagues with levels of analysis ranging from regional to firms’ first sales in order to capture the dynamics of both the top and bottom levels of regional development. It then uses these papers’ empirical material to address the research questions of (a) how a new scientific knowledge base becomes established and exploited in a spatial context, and (b) how people create and diffuse innovations in a social and spatial context. This dissertation’s main findings are that (a) regional leadership involving the building of alliances with triple-helix actors is crucial for initiating a knowledge-based regional development process, (b) a consensus space is a catalytic mechanism for ensuring the speed and effectiveness of regional development, (c) lowering the barriers for the actors involved boosts participation and the rate of innovation, and (d) users’ perspectives are essential for social, institutional and commercial innovation. This dissertation’s main implications are that knowledge-based regional development’s initial stages require leadership that (a) builds alliances and establish an arena for the triple-helix actors, (b) analyses the regional barriers to the commercialisation of knowledge, and (c) utilises both endogenous and exogenous resources.

Abstract [sv]

Kännetecknande för regioner som Silicon Valley, och även Linköping, medstark närvaro av kunskapsproducerande aktörer, som ett universitet, är att det frekventoch kontinuerligt genereras nya teknologier som utgör grunden för innovationer ochaffärsmöjligheter. Under de senaste tjugo åren har det från policysynpunkt funnits ettstort intresse hur vida man kan stimulera kunskapsbaserad regional utveckling i formav exempelvis nya universitetssatsningar, riskkapitalinitiativ ochentreprenörskapsprogram.

I den här avhandlingen studeras dynamiken i kunskapsbaserad regionalutveckling och innovation. Av särskilt intresse är framväxten av en ny kunskapsbas ien region och dess möjlighet att generera innovationer. Där av avhandlingens tvåfrågeställningar: (a) Hur etableras en ny kunskapsbas sett ur en regional kontext? (b)Hur skapas och sprids innovationer inom en social och spatial kontext?

Avhandlingen har en kvalitativ ansats med fallstudier som metod. Fem bidragutgör basen för själva avhandlingen. I huvudsak genereras följande slutsatser vilka ärcentrala för att förstå själva problematiken i kunskapsbaserad regional utveckling: (a)Närvaro av regionalt ledarskap med en triple helix orientering är centralt förkunskapsbaserad regional utveckling. (b) En arena för samförstånd bidrar till snabbareoch mer effektiv utveckling. (c) Det finns barriärer i kommersialiseringsprocessen avden nya kunskapen, exempelvis svårigheter för aktörer med ett problem och aktörermed lösningar att finna varandra, som hindrar utvecklingen. (d) Användarperspektivetfinns i alla typer av innovationer; kommersiella, institutionella, och sociala.

De främsta implikationer för praktiker baserat på den här avhandlingen är attför att etablera en kunskapsbaserad regional utvecklingsprocess krävs ett ledarskapsom (a) kan bygga allianser med andra triple helix aktörer och skapa en arena församstånd, (b) kan förstå vilka barriärer för kommersialisering som finns och (c) kananvända sig av både endogena och exogena resurser.

Place, publisher, year, edition, pages
Linköping: Linköping University Electronic Press, 2010. 78 p.
Series
Linköping Studies in Science and Technology. Dissertations, ISSN 0345-7524 ; 1356
Keyword
Innovation process, dynamics, knowledge-based regional development, social networks, entrepreneurship
National Category
Economics and Business
Identifiers
urn:nbn:se:liu:diva-62648 (URN)978-91-7393-2677 (ISBN)
Public defence
2010-12-16, C3, Hus C, Campus Valla, Linköpings universitet, Linköping, 09:15 (English)
Opponent
Supervisors
Available from: 2010-12-01 Created: 2010-12-01 Last updated: 2016-05-04Bibliographically approved

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Rehme, JakobSvensson, Peter

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