The emergence of the customer relationship portfolio of a new venture: a networking process

Antonella La Rocca, Andrea Perna (), Andrea Sabatini and Enrico Baraldi
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Antonella La Rocca: ESC [Rennes] - ESC Rennes School of Business
Andrea Perna: UNIVPM - Polytechnic University of Marche / Università Politecnica delle Marche
Andrea Sabatini: UNIVPM - Polytechnic University of Marche / Università Politecnica delle Marche
Enrico Baraldi: Uppsala University

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Abstract: While several studies have focused on the initial phases of new ventures and their first customer and supplier relationships, we have a limited understanding of how the new venture's portfolio of customer relationships emerges. This paper aims to explore the emergence of the customer relationship portfolio of a new venture and to investigate the effects of early relationships on subsequent ones.

Keywords: Interaction; Networking; Customer relationships; New ventures; Customer portfolio (search for similar items in EconPapers)
Date: 2019-06-03
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Citations: View citations in EconPapers (3)

Published in Journal of Business and Industrial Marketing, 2019, 34 (5), pp.1066-1078. ⟨10.1108/JBIM-10-2018-0300⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02194509

DOI: 10.1108/JBIM-10-2018-0300

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