Title

The role of relationships in start-up development

Document Type

Journal Article

Publisher

Taylor & Francis

School

School of Business and Law

RAS ID

26838

Comments

Originally published as: Mattsson, J., Helmersson, H., & Standing, C. (2018). The role of relationships in start-up development. Journal of Strategic Marketing, 1-24. Original article available here

Abstract

Relationships are important in the business start-up phase for a variety of reasons. Internal relationships can support knowledge exchange that determines the business model development and external relationships can facilitate a wide range of opportunities, support and insights. The paper explains the key relationships experienced by the founding team of a recently formed Swedish digital trading platform. Data were gathered through a self-reporting diary approach based on the Critical Incident Technique format and texts were analysed by the Pertex text-analytic software. The findings explain how important relationships were formed during the initial start-up period targeting international expansion. Interaction with early adopters enabled a rapid evolution of the business platform with the aim to build a community of users to support development.

DOI

10.1080/0965254X.2018.1430057

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