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  • Fostering growth through business development: Core activities and challenges for micro-firm entrepreneurs

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    Ekberg341652Published.pdf (606.4Kb)
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    Accepted Manuscript (AM)
    Author(s)
    Achtenhagen, Leona
    Ekberg, Sara
    Melander, Anders
    Griffith University Author(s)
    Ekberg, Sara S.
    Year published
    2017
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    Abstract
    As a concept stemming from practice, business development has received scarce academic attention. In this paper, we explore core business development activities of micro-firms and the challenges they perceive in conducting them. Based on interviews with 30 micro-firms, we identify three core business development activities that leverage the firm’s resource base, complemented by three support activities that secure and organize the firm’s resources. We find the business development activities to be tightly related to the three practices of leveraging, securing and organizing resources. We also identify three important contextual ...
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    As a concept stemming from practice, business development has received scarce academic attention. In this paper, we explore core business development activities of micro-firms and the challenges they perceive in conducting them. Based on interviews with 30 micro-firms, we identify three core business development activities that leverage the firm’s resource base, complemented by three support activities that secure and organize the firm’s resources. We find the business development activities to be tightly related to the three practices of leveraging, securing and organizing resources. We also identify three important contextual influences on business development in micro-firms: industry, age and if the firm is in an incubator. Our findings contribute to developing a conceptualization and theorization of business development for micro-firms, which is relevant as the vast majority of companies worldwide are micro-firms, but many never embark on a growth path. Based on our results, we outline practical implications, for example, how companies could overcome their perceived lack of time and an agenda for future research encouraging further studies comprising micro-firms with different qualities.
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    Journal Title
    Journal of Management & Organization
    Volume
    23
    Issue
    2
    DOI
    https://doi.org/10.1017/jmo.2016.58
    Copyright Statement
    © 2017 Cambridge University Press. This is the author-manuscript version of this paper. Reproduced in accordance with the copyright policy of the publisher. Please refer to the journal's website for access to the definitive, published version.
    Subject
    Strategy, management and organisational behaviour
    Specialist studies in education
    Publication URI
    http://hdl.handle.net/10072/390808
    Collection
    • Journal articles

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