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The influence of commercial capabilities and orientations in new technology ventures

by Joost Adriaan, Graaff, MS

Abstract (Summary)
Entrepreneurs in technology start-ups face the challenge of developing their technology next to the development of customers. Relevant topic regarding this problem are the commercial capabilities and orientations of the new technology ventures. Analysis of 68 technology start-ups and spin-offs showed a beneficial influence of having commercial capabilities within the founding team on the business performance. This benefit is even higher when the start-ups are focused on their competitors. How the acquired market information regarding the customer or competitor is processed within the start-up team affects the business performance as well. This thesis shows that possessing commercial capabilities as start-up founders is crucial for start-up success and survival, where these capabilities enable the organization to process competitor information correctly.
Bibliographical Information:

Advisor:TU/e

School:Technische Universiteit Eindhoven

School Location:Netherlands

Source Type:Other

Keywords:marketing capabilities, sales capabilities, market orientation, sales orientation, entrepreneurship, small business, new venture, RBT

ISBN:

Date of Publication:02/17/2014

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