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 ESC [Rennes] - ESC Rennes School of Business
2 UNIVPM - Polytechnic University of Marche [Ancona, Italy] / Università Politecnica delle Marche [Ancona, Italia]
3 Uppsala University

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.

Mots clés: Interaction; Networking; Customer relationships; New ventures; Customer portfolio

Domaines: Gestion et management

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, 2019, 34 (5), pp.1066-1078. ⟨10.1108/JBIM-10-2018-0300⟩. ⟨hal-02194509⟩