Challenges and approaches to customer development in co-located high-tech start-ups
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Adebanjo, D. 
ORCID: 0000-0003-4845-9411
(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:https://doi.org/10.1109/IEEM.2010.5674446)
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 / School / Research Centre / Research Group: | Faculty of Business > Networks and Urban Systems Centre (NUSC) > Supply Chain Management Research Group |
| Related URLs: | |
| Last Modified: | 14 Oct 2016 09:27 |
| URI: | http://gala.gre.ac.uk/id/eprint/11242 |
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