Skip navigation

Challenges and approaches to customer development in co-located high-tech start-ups

Challenges and approaches to customer development in co-located high-tech start-ups

Adebanjo, D. (2010) Challenges and approaches to customer development in co-located high-tech start-ups. In: 2010 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, Piscataway, NJ, USA, pp. 163-167. ISBN 978-1-4244-8501-7 ISSN 2157-3611 (doi:10.1109/IEEM.2010.5674446)

Full text not available from this repository.

Abstract

The paper presents findings of a study of entrepreneurial start-up organisations in the ICT sector. The start-up organisations were co-located in a new business incubator managed by a university in the north-west of England. The study was aimed at understanding the factors and approaches that impacted the ability of the start-ups to manage customer development and, consequently, generate revenue. A longitudinal case study methodology was adopted and the case study was split into five mini-studies. Semi-structured interviews carried out at six-month intervals were used to generate qualitative data. The study indicated that the start-ups faced capacity constraint and skills issues that negatively impacted customer development. In addition, there was no consensus on the impact of co-location on customer development. However, there was an indication that incubator managers need to provide more strategic support for start-ups with respect to customer development.

Item Type: Conference Proceedings
Title of Proceedings: 2010 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM)
Additional Information: [1] Presented and publishedin proceedings of IEEM2010 - The IEEE International Conference on Industrial Engineering and Engineering Management. Held 7-10 December 2010, Macao. [2] E-ISBN : 978-1-4244-8502-4 Print ISBN: 978-1-4244-8501-7.
Uncontrolled Keywords: entrepreneur, co-location, customer development, ICT, incubator, technology
Subjects: H Social Sciences > HF Commerce
Faculty / Department / Research Group: Faculty of Business > Supply Chain Management Research Group
Related URLs:
Last Modified: 14 Oct 2016 09:27
Selected for GREAT 2016: None
Selected for GREAT 2017: None
Selected for GREAT 2018: None
URI: http://gala.gre.ac.uk/id/eprint/11242

Actions (login required)

View Item View Item