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Start-ups initiating business relationships: process and asymmetry

Research output: Contribution to journalArticleScientificpeer-review


Original languageEnglish
Pages (from-to)230-250
JournalThe IMP Journal
Issue number2
Publication statusPublished - 2017
Publication typeA1 Journal article-refereed


The purpose of this paper is to develop an understanding of how start-ups initiate
business relationships and to identify the subprocesses that characterise business-
relationship initiations in a start-up context. Design/methodology/approach The paper builds on business-relationship initiation models, develops a theoretical framework of relationship initiation and its subprocesses and, in a multiple-case study, applies this framework to seven relationship initiations by start-ups.

Publication forum classification

Field of science, Statistics Finland