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Business mating: when start-ups get it right
Örebro University, Orebro University School of Business, Örebro University, Sweden. (Prime Research)ORCID iD: 0000-0001-9964-7717
Örebro University, Orebro University School of Business, Örebro University, Sweden. (Prime Research)ORCID iD: 0000-0002-9517-1333
2013 (English)In: Journal of Small Business and Entrepreneurship, ISSN 0827-6331, E-ISSN 2169-2610, Vol. 26, no 5, 511-536 p.Article in journal (Refereed) Published
Abstract [en]

The importance of forming business relationships is critical for the prosperity of startups; still, few studies have examined how conditions inside and around the start-uptogether lead to business mating – occurrence of a new business relationship. Toclarify the importance of proper fit among management style and invention featuresfor high mating chances, this paper tackles this need by taking a configurationalapproach. We use qualitative comparison analysis (QCA) to analyze case studies from16 invention-based start-ups seeking marketing partners. Findings indicate differentsolutions leading to high chances of forming business relationships. This studycontributes with a typology to the business relationship and start-up literature, as wellas discusses future directions to the emerging sub-domain of business mating research.

Place, publisher, year, edition, pages
2013. Vol. 26, no 5, 511-536 p.
Keyword [en]
business mating; business relationships; start-ups; configurations; QCA; invention; entrepreneurship; markets; entrepreneurial orientation; relationship formation
National Category
Business Administration
Research subject
Business Studies
Identifiers
URN: urn:nbn:se:oru:diva-34344DOI: 10.1080/08276331.2013.876765OAI: oai:DiVA.org:oru-34344DiVA: diva2:705449
Available from: 2014-03-17 Created: 2014-03-17 Last updated: 2016-02-02Bibliographically approved
In thesis
1. Entrepreneurial orientation: reflections from a contingency perspective
Open this publication in new window or tab >>Entrepreneurial orientation: reflections from a contingency perspective
2016 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

Entrepreneurship has been argued to be a key driver of the economy by creating jobs, turning inventions to innovations, and also improving the overall standard of life. A firm’s entrepreneurial orientation (EO) indicates the degree to which a firm is entrepreneurial. However, there are several different approaches to conceptualizing the EO concept and its sub-dimensions, frequently described as innovativeness, risk taking, and proactiveness. The role of the sub-dimensions is not quite clear in the EO literature. Furthermore, many studies claim that firms can increase their performance simply by increasing their EO, while this thesis draws upon contingency theory to argue that EO needs to be aligned with—‘fit’ the internal and external context, if the firm is to perform well. Thus, this thesis aims to advance the conceptualization of EO by problematizing the core construct and also discussing how EO can fit with context. The thesis consists of four papers in which the EO concept is elaborated on and contingency theory is applied to construct conceptual models of the interaction between EO and different contexts, which are also empirically investigated. Furthermore, the sub-dimensions of EO are discussed in terms of their meanings and measurement to point out their individual impact on the EO.

The overall findings indicate that EO is not as simple a concept as often portrayed in the EO literature. Rather, EO is more complex in the ways that it can fit with internal and external context and, on these bases, it is suggested that ideal types of EO and context is a way forward for research in the area. Additionally, it is argued that EO as a theoretical construct may not only be conceptualized as an overall entrepreneurial attribute (which is common in the extant literature), but also as a complex and granular attribute.

Place, publisher, year, edition, pages
Örebro: Örebro university, 2016. 113 p.
Series
Örebro Studies in Business - Dissertations, ISSN 1654-8841 ; 9
Keyword
Entrepreneurial orientation, contingency theory, configuration theory, firm-level entrepreneurship
National Category
Business Administration
Research subject
Business Studies
Identifiers
urn:nbn:se:oru:diva-46894 (URN)978-91-7529-117-8 (ISBN)
Public defence
2016-02-26, Forumhuset, Biografen, Örebro universitet, Fakultetsgatan 1, Örebro, 13:15 (Swedish)
Opponent
Supervisors
Available from: 2015-12-01 Created: 2015-12-01 Last updated: 2016-02-05Bibliographically approved

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