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dc.contributor.authorAchtenhagen, Leona
dc.contributor.authorEkberg, Sara
dc.contributor.authorMelander, Anders
dc.date.accessioned2020-01-27T22:35:41Z
dc.date.available2020-01-27T22:35:41Z
dc.date.issued2017
dc.identifier.issn1833-3672
dc.identifier.doi10.1017/jmo.2016.58
dc.identifier.urihttp://hdl.handle.net/10072/390808
dc.description.abstractAs 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.
dc.description.peerreviewedYes
dc.languageEnglish
dc.language.isoeng
dc.publisherCambridge University Press (CUP)
dc.relation.ispartofpagefrom167
dc.relation.ispartofpageto185
dc.relation.ispartofissue2
dc.relation.ispartofjournalJournal of Management & Organization
dc.relation.ispartofvolume23
dc.subject.fieldofresearchSpecialist Studies in Education
dc.subject.fieldofresearchBusiness and Management
dc.subject.fieldofresearchMarketing
dc.subject.fieldofresearchcode1303
dc.subject.fieldofresearchcode1503
dc.subject.fieldofresearchcode1505
dc.titleFostering growth through business development: Core activities and challenges for micro-firm entrepreneurs
dc.typeJournal article
dc.type.descriptionC1 - Articles
dcterms.bibliographicCitationAchtenhagen, L; Ekberg, S; Melander, A, Fostering growth through business development: Core activities and challenges for micro-firm entrepreneurs, Journal of Management & Organization, 2017, 23 (2), pp. 167-185
dc.date.updated2020-01-23T04:27:23Z
dc.description.versionAccepted Manuscript (AM)
gro.rights.copyright© 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.
gro.hasfulltextFull Text
gro.griffith.authorEkberg, Sara S.


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