Credibility-Driven Entrepreneurship: A Study of the First Sale
2011 (English)In: International Journal of Entrepreneurship and Innovation, ISSN 1465-7503, Vol. 12, no 1, 5-15 p.Article in journal (Refereed) Published
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.
Entrepreneurial theory, networks, relationships, credibility, sales activities
Engineering and Technology
IdentifiersURN: urn:nbn:se:liu:diva-62645OAI: oai:DiVA.org:liu-62645DiVA: diva2:373779
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