Initial relationship development in new business ventures

Rocca, Antonella; Ford, David; Snehota, Ivan

doi:10.1016/j.indmarman.2013.07.001

Cited by 93 publications

(122 citation statements)

References 27 publications

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“…Scholars have indicated that SMEs have to be in a position to influence their respective networks in order to secure positions within the network (Aaboen et al, 2013;La Rocca et al, 2013).…”

Section: Contribution Of Network Diversity To Em-smes' Internationalimentioning

confidence: 99%

“…First, within the organization, both in the international and the domestic part, the lack of collaboration and effective communication affect the progress of corporate international response capacity. Second, SMEs have 'the Lonely International' characteristics (Johanson and Mattsson, 1988) in terms of networks: they do not create widespread contacts with foreign suppliers, customers, competitors, distributors, government, and other organizations, thus were presented with low market share and lost numerous opportunities (Aaboen et al, 2013;La Rocca et al, 2013).…”

Section: Theoretical Implicationsmentioning

confidence: 99%

“…Recent internationalization studies have begun to adopt a network perspective to explain the internationalization process (Zhou, Wu, and Luo, 2007;Johanson and Vahlne, 2009;Sandberg, 2014;Phino and Prange, 2016). A network indicates business, social, political, and technological relations with other firms and institutional agencies (Larson and Starr, 1993;Johanson and Mattsson, 1988;Vasilchenko, 2011;La Rocca et al, 2013;Zhang et al, 2016).…”

Section: Introductionmentioning

confidence: 99%

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Internationalisation process of Chinese SMEs: the role of business and ethnic-group-based social networks

Lew

Khan

Rao‐Nicholson

et al. 2016

IJMCS

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This article examines how emerging market small and medium-sized enterprises (EM-SMEs) leverage their social network relationships for their internationalization process. Drawing from the internationalization process and network literature, it investigates four Chinese SMEs which have effectively entered foreign markets. The sample of Chinese manufacturing SMEs provides a valuable reference to compare and contrast the challenges and opportunities that foreign-networkconstrained SMEs face in their internationalization process. The findings suggest that both business and ethnic group-based social ties as well as the strength of these networks play an important role in influencing the internationalization of Chinese SMEs. Particularly, the findings illustrate the importance and complementary role of ethnic ties (i.e., social networks), and relationships with multinationals (i.e., business networks) that enable the internationalization process of the EM-SMEs.

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Section: Contribution Of Network Diversity To Em-smes' Internationalimentioning

confidence: 99%

Section: Theoretical Implicationsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Internationalisation process of Chinese SMEs: the role of business and ethnic-group-based social networks

Lew

Khan

Rao‐Nicholson

et al. 2016

IJMCS

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“…In altri termini, la creazione, lo sviluppo e la gestione delle relazioni risultano essere un "complicato esercizio" per tutte le organizzazioni, a prescindere dalle dimensioni aziendali e dai settori industriali in cui esse operano (Håkansson and Ford, 2002;Gadde et al, 2012;La Rocca et al, 2013): in proposito è stato contestualmente rilevato che "the development of a customer relationship requires coordination of the interactions between a customer and a supplier. This coordination entails costs and problems for both companies and it limits their freedom to coordinate with others" (Ford et al, 2011: 53).…”

Section: La Complessità Ed Il Dinamismo Delle Relazioni DI Businessunclassified

L'efficacia del Customer Relationship Management nei mercati dei servizi tecnologici: il caso di una media impresa italiana

Gregori

Perna

Sabatini

2017

Economia E Diritto Del Terziario

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L'analisi dell'efficacia dei sistemi CRM è un tema ancora fortemente dibattuto ed oggetto di numerosi studi nelle discipline di management (Elmuti et al., 2009;Perna-Baraldi, 2014 Lo studio propone diversi tipi di contributi. Dal lato empirico, il caso evidenzia ed illustra le problematiche relative al miglioramento di processi gestionali legati alla implementazione ed uso del CRM in un settore abbastanza particolare come quello della fornitura di servizi altamente tecnologici. Dal punto di vista teorico, si * Il lavoro è frutto del comune impegno dei tre Autori. Tuttavia, i § § 1 e 6 sono da attribuire a Gian Luca Gregori, i § § 3, 4 e 5 ad Andrea Perna, il § 2 ad Andrea Sabatini.Copyright © FrancoAngeli Opera pubblicata con Licenza Creative Commons Attribuzione -Non commerciale -Non opere derivate.Per i termini e le condizioni di utilizzo di questa opera consultare il sito: http://creativecommons.org/.

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“…However, relationship building for new ventures was not specifically resourced within the Department of Construction. It is not uncommon for businesses to be ill equipped to respond to new ventures (La Rocca et al, 2013). Focusing on relationship building ahead of product needs is considered paramount in new ventures (La Rocca et al, 2013).…”

Section: Methodsmentioning

confidence: 99%

Development of a Collaborative Training Partnership in the NZ Construction Industry

Laing¹,

Roberts²,

Kestle³

et al.

EPiC Series in Education Science

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In 2015 a first tier New Zealand commercial construction company approached the Department of Construction at Unitec regarding the company's professional development training. The primary aim was to focus on introducing a more collaborative best practice approach in a competitive construction environment to some 300 middle management onsite construction staff over a 4-5 year period. The company was seeking a partnership with an innovative tertiary provider to offer specific professional development expertise, and give effect to the company's strategy for ongoing and accelerated growth. The delivery approach needed to have the greatest possible impact on staff in terms of engagement and knowledge transfer. How was this academic-industry partnership built? In this first part of the research, the philosophical and practical approaches, timelines applied by both parties, the steps of how the partnership was developed from the initial interviews through to the developed successful partnership are described. The preparation and delivery of this practically based, real-time bespoke programme alongside the learnings will be described in later stages of the research in a series of publications.

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Initial relationship development in new business ventures

Cited by 93 publications

References 27 publications

Internationalisation process of Chinese SMEs: the role of business and ethnic-group-based social networks

Internationalisation process of Chinese SMEs: the role of business and ethnic-group-based social networks

L'efficacia del Customer Relationship Management nei mercati dei servizi tecnologici: il caso di una media impresa italiana

Development of a Collaborative Training Partnership in the NZ Construction Industry

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