Start-ups initiating business relationships: process and asymmetry
Research output: Contribution to journal › Article › Scientific › peer-review
|Journal||The IMP Journal|
|Publication status||Published - 2017|
|Publication type||A1 Journal article-refereed|
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.