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• W2910769249 abstract "Purpose 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. Design/methodology/approach Methodologically, the authors rely on a longitudinal single case study of a new venture which develops, implements and sells customized cost-management software. The study is exploratory and based on 24 in-depth interviews. Findings The findings show that the development of a customer portfolio depends on the cumulative effect of heterogeneous elements and network connections. These include the initial link between the new venture and the first customer and a subsequent series of interconnections that develop with the emerging network capability of the new venture. Originality/value As one of the few studies that explore the emergence of new ventures’ customer relationship portfolio, this study demonstrates the value of applying a relational/network approach for studying relationship portfolio dynamics." @default.
• W2910769249 created "2019-01-25" @default.
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• W2910769249 date "2019-06-03" @default.
• W2910769249 modified "2023-09-27" @default.
• W2910769249 title "The emergence of the customer relationship portfolio of a new venture: a networking process" @default.
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• W2910769249 doi "https://doi.org/10.1108/jbim-10-2018-0300" @default.
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