The role of relationships in start-up development. (3rd October 2019)

• Record Type: Journal Article
• Authors: Mattsson, Jan; Helmersson, Helge; Standing, Craig
• Is Part Of: Journal of strategic marketing. Volume 27:Number 7(2019)
• Page Start: 559
• Page End: 582
• Publication Date: 2019-10-03
• Subjects: Relationships -- start-ups -- Critical Incident Technique -- technology; Marketing -- Periodicals; Marketing -- Management -- Periodicals; 658.8005
• DOI: 10.1080/0965254X.2018.1430057
• Languages: English
• ISSNs: 0965-254X

Abstract

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.