Selling to “the man”: How dependence on sales to the government affects new venture performance

Curtis Sproul, David Jiang, Matthew Marvel and Andrew Carnes

Journal of Small Business Management, 2024, vol. 62, issue 2, 563-590

Abstract: How does dependence on sales to the government affect new venture performance and survival? And what can new ventures do to improve performance when they increasingly sell more to the government? Responding to these questions, we challenge longstanding but still untested theoretical assumptions that suggest new ventures who increasingly sell more to the government impede their performance and survival. Specifically, we utilize the Kauffman firm survey panel data, integrating resource dependence and stakeholder theories to argue and find support for a curvilinear relationship between new venture sales to the government and venture performance. Then, in efforts to help mitigate negative effects of government dependence, we suggest how offering high-tech products and government financial support can moderate this curvilinear relationship, helping strengthen performance the more that new ventures sell to the government. Finally, we find a linear relationship between new ventures that sell more to the government and survival.

Date: 2024
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DOI: 10.1080/00472778.2022.2111436

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