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

Antonella La Rocca 1 Andrea Perna 2 Andrea Sabatini 2 Enrico Baraldi 3
1 Rennes School of Business
2 Polytechnic University of Marche [Ancona, Italy]
3 Uppsala University
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
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https://hal-rennes-sb.archives-ouvertes.fr/hal-02194509
Contributor : Steven Gouin <>
Submitted on : Thursday, July 25, 2019 - 3:49:13 PM
Last modification on : Friday, July 26, 2019 - 1:19:45 AM

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Antonella La Rocca, Andrea Perna, Andrea Sabatini, Enrico Baraldi. The emergence of the customer relationship portfolio of a new venture: a networking process. Journal of Business and Industrial Marketing, Emerald, 2019, 34 (5), pp.1066-1078. ⟨10.1108/JBIM-10-2018-0300⟩. ⟨hal-02194509⟩

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