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The role of supplier relationships in the development of new business ventures
Rennes Sch Business, 2 Rue Robert DArbrissel, F-35065 Rennes, France;BI Norwegian Business Sch, Nydalsveien 37, N-0484 Oslo, Norway.
Uppsala University, Disciplinary Domain of Science and Technology, Technology, Department of Engineering Sciences, Industrial Engineering & Management. Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Economic History, Science and Technology Studies Center. Univ Politecn Marche, Ple Martelli 8, I-60121 Ancona, Italy;Uppsala Univ, Box 534, S-75121 Uppsala, Sweden.ORCID iD: 0000-0002-5246-2720
USI, Via G Buffi 13, CH-6904 Lugano, Switzerland.
Uppsala University, Disciplinary Domain of Humanities and Social Sciences, Faculty of Social Sciences, Department of Business Studies.ORCID iD: 0000-0001-5393-2440
2019 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 80, p. 149-159Article in journal (Refereed) Published
Abstract [en]

New business ventures have rather limited resources, generally suffer from liabilities of smallness and newness and rely on external business relationships, typically with suppliers, for developing and acquiring necessary resources. Yet, to date, research on how new ventures develop initial relationships with suppliers and how these affect the nascent business has been limited. Taking the business network perspective and relating it to studies of supply chain and supplier involvement in product development, our study contributes to the rather limited body of knowledge on new ventures' supplier relationships. Empirically, we draw on a longitudinal, in-depth single-case study of the first two years of operation of a start-up. Our study shows that the development of the key initial supplier relationships starts from open-ended expectations of mutual future relational benefits and involves a stepwise 'inter-definition' of solutions in interaction between the parties. We observe that inter-dependences arise between the new venture and its key suppliers and these enable but also limit, the development paths of both partners. We argue that the key initial supplier relationships extend a new venture's resource and capability base and are an integral part of a new venture's business model.

Place, publisher, year, edition, pages
ELSEVIER SCIENCE INC , 2019. Vol. 80, p. 149-159
Keywords [en]
Start-up, Supplier relationships, Business network, Business venture, Business relationship
National Category
Business Administration
Identifiers
URN: urn:nbn:se:uu:diva-393528DOI: 10.1016/j.indmarman.2017.12.008ISI: 000480512000014OAI: oai:DiVA.org:uu-393528DiVA, id: diva2:1354110
Available from: 2019-09-24 Created: 2019-09-24 Last updated: 2019-09-24Bibliographically approved

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Perna, AndreaCiabuschi, Francesco

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