Paper info: Creating New Market SpaceBusiness Development and Relationship Building in New Ventures
Creating New Market SpaceBusiness Development and Relationship Building in New Ventures
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
The rate of technological change and speed of technological diffusion are high in most industries. Structural changes and globalisation based on worldwide economic development are also adding to the complexity and uncertainty for many firms. However, the resulting market disequilibrium is also representing opportunities for entrepreneurial firms and creates possibilities for business development for others. Many firms are therefore involved in innovative activities where relationship building with different types of actors becomes intervened and interrelated. To some extent the relationship building can be based on existing actors, but in many business situations firms need to build up new, or reconsider prevailing relationships with actors in the business network. Taking examples with products from the innovative packaging sector, the aim with this paper is to highlight the interrelation between business development and relationship building with three types of actors. This relationship building can be discussed in relation to three different relationship archetypes - the business developer, the business innovator or the business inventor. These archetypes are also influenced by the important actors in the business network such as - investors, suppliers and customers.