University of Surrey

Test tubes in the lab Research in the ATI Dance Research

The evolution of business relationships between technology-intensive new ventures and incumbents during the new product development process

Bahreini, Mohammad Ali, Dehkordi, Ali Mobini, Heirati, Nima and Meigounpoory, Mohammad Reza (2018) The evolution of business relationships between technology-intensive new ventures and incumbents during the new product development process International Journal of Innovation Management.

[img] Text
Bahreini, Dehkordi, Heirati, Meigounpoory (2018 IJIM).pdf - Accepted version Manuscript
Restricted to Repository staff only

Download (326kB)

Abstract

This study investigates how technology-intensive new ventures shape and manage their relationships with incumbents to successfully develop new products. We undertake the dynamic views of business relationship to reveal under what conditions new ventures should emphasize more on transactional contract or alliance approach to develop their relationships with incumbents. Using longitudinal multiple case analysis, we show that transactional contract is less effective during discovery and development stages to facilitate knowledge share and collaborative learning between new ventures and incumbents. However, adopting transactional contract is essential during commercialization to strengthen the relationship, minimize the drawbacks of social bonds, and motivate both parties to engage in new projects. The results show that tensions between exchange partners are likely to increase when the incumbent is flexible to re-negotiate and share the fair benefits during the commercialization stage. Our findings provide new insights about the evolution of new ventures’ relationships with incumbents across NPD stages.

Item Type: Article
Divisions : Faculty of Arts and Social Sciences > Surrey Business School
Authors :
NameEmailORCID
Bahreini, Mohammad Ali
Dehkordi, Ali Mobini
Heirati, Niman.heirati@surrey.ac.uk
Meigounpoory, Mohammad Reza
Date : 12 October 2018
OA Location : https://www.worldscientific.com/doi/abs/10.1142/S136391961950052X
Uncontrolled Keywords : Business relationships, new ventures, incumbents, new product development, longitudinal case study
Depositing User : James Marshall
Date Deposited : 17 Feb 2020 11:35
Last Modified : 18 Feb 2020 10:30
URI: http://epubs.surrey.ac.uk/id/eprint/853749

Actions (login required)

View Item View Item

Downloads

Downloads per month over past year


Information about this web site

© The University of Surrey, Guildford, Surrey, GU2 7XH, United Kingdom.
+44 (0)1483 300800