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1 Initiation of Business Relationships in Start Ups

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Starting Up in Business Networks

Abstract

During the last few years, several authors have recognised the need for more research into how start-ups or new business ventures initiate new relationships. Aaboen, Dubois and Lind (2011) studied how start-up firms develop their initial customer relationships and resource base in close interaction with customers. Furthermore, La Rocca, Ford and Snehota (2013) argued that even though developing new business relationships is demanding for all types of firms, it is particularly critical for start-ups because their offerings are likely to be less developed than the offerings of established firms. Thus, it is a newly developed interest to study, understand and manage the process of initiating business relationships for start-ups.

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Author information

Authors and Affiliations

  1. Department of Industrial Economics and Technology Management, Norwegian University of Science and Technology, Trondheim, Norway

    Lise Aaboen, Elsebeth Holmen & Ann-Charlott Pedersen

Authors
  1. Lise Aaboen
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  2. Elsebeth Holmen
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  3. Ann-Charlott Pedersen
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Editor information

Editors and Affiliations

  1. Norwegian University of Science and Tech , Trondheim, Norway

    Lise Aaboen

  2. BI Norwegian Business School , Oslo, Norway

    Antonella La Rocca

  3. Chalmers University of Technology , Göteborg, Sweden

    Frida Lind

  4. Department of Engineering Sciences, Uppsala University Department of Engineering Sciences, Uppsala, Sweden

    Andrea Perna

  5. Lund University , Lund, Sweden

    Tommy Shih

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Aaboen, L., Holmen, E., Pedersen, AC. (2017). 1 Initiation of Business Relationships in Start Ups. In: Aaboen, L., La Rocca, A., Lind, F., Perna, A., Shih, T. (eds) Starting Up in Business Networks. Palgrave Macmillan, London. https://doi.org/10.1057/978-1-137-52719-6_2

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