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- W2799761237 abstract "New business ventures are ubiquitous in today’s business environment but often struggle to engage into exchange relationships with buying firms when confronted with established competitors. Purchasing managers often hesitate to source from new business ventures because they perceive them as unreliable. Although a plethora of research exists on how financial investors perceive new business ventures as investment opportunities there is relatively little empirical evidence on how purchasing managers perceive new business ventures as suppliers. This research effort builds on institutional theory and signaling theory in order to enhance our understanding of how buying firms view new business ventures as suppliers. Results from a discrete choice analysis indicate that new business ventures face a substantial liability of newness in supplier selection when competing with established firms. Furthermore, results suggest that firms can proactively improve their chances of being selected as supplier by employing sym..." @default.
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- W2799761237 date "2015-01-01" @default.
- W2799761237 modified "2023-09-25" @default.
- W2799761237 title "Can new business ventures compete with established suppliers?" @default.
- W2799761237 doi "https://doi.org/10.5465/ambpp.2015.252" @default.
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