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The emergence of the customer relationship portfolio of a new venture: a networking process
Rennes Sch Business, Dept Mkt, Rennes, France.
Uppsala universitet, Teknisk-naturvetenskapliga vetenskapsområdet, Tekniska sektionen, Institutionen för teknikvetenskaper, Industriell teknik. Polytech Univ Marche, Dept Management, Ancona, Italy.ORCID-id: 0000-0002-5246-2720
Polytech Univ Marche, Dept Management, Ancona, Italy;Uppsala Univ, Dept Engn Sci, Uppsala, Sweden.
Uppsala universitet, Teknisk-naturvetenskapliga vetenskapsområdet, Tekniska sektionen, Institutionen för teknikvetenskaper, Industriell teknik.ORCID-id: 0000-0003-1618-701x
2019 (Engelska)Ingår i: Journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 34, nr 5, s. 1066-1078Artikel i tidskrift (Refereegranskat) Published
Abstract [en]

Purpose While several studies have focused on the initial phases of new ventures and their first customer and supplier relationships, we have a limited understanding of how the new venture's portfolio of customer relationships emerges. This paper aims to explore the emergence of the customer relationship portfolio of a new venture and to investigate the effects of early relationships on subsequent ones. Design/methodology/approach Methodologically, the authors rely on a longitudinal single case study of a new venture which develops, implements and sells customized cost-management software. The study is exploratory and based on 24 in-depth interviews. Findings The findings show that the development of a customer portfolio depends on the cumulative effect of heterogeneous elements and network connections. These include the initial link between the new venture and the first customer and a subsequent series of interconnections that develop with the emerging network capability of the new venture. Originality/value As one of the few studies that explore the emergence of new ventures' customer relationship portfolio, this study demonstrates the value of applying a relational/network approach for studying relationship portfolio dynamics.

Ort, förlag, år, upplaga, sidor
EMERALD GROUP PUBLISHING LTD , 2019. Vol. 34, nr 5, s. 1066-1078
Nyckelord [en]
Interaction, Networking, Customer relationships, New ventures, Customer portfolio
Nationell ämneskategori
Företagsekonomi
Identifikatorer
URN: urn:nbn:se:uu:diva-393009DOI: 10.1108/JBIM-10-2018-0300ISI: 000479264400012OAI: oai:DiVA.org:uu-393009DiVA, id: diva2:1352763
Tillgänglig från: 2019-09-19 Skapad: 2019-09-19 Senast uppdaterad: 2019-09-19Bibliografiskt granskad

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