Paper info: The Components of Networking for Business to Business Marketing: Empirical Evidence from the Financial Services Sector
The Components of Networking for Business to Business Marketing: Empirical Evidence from the Financial Services Sector
Alexis McLean and Eleanor Shaw
Place of Publication
The paper was published at the 16th IMP-conference in Bath, U.K in 2000.
The purpose of this paper is to present the empirical findings of a recent qualitative study ofthe networks within which venture capital firms are embedded. The findings indicate that60% of management buy-out managers? time is focused on networking activities in order toprocure MBO deals through their network contacts. In addition the grounded findingsgenerated uncover the components of networking, within the venture capital industry. Thepaper begins by presenting a discussion of the venture capital industry and identifying theresearch problem, it then continues with a review of the relevant literatures, which isfollowed by the presentation of empirical findings. The paper concludes with a discussion ofthe implications of the research study.