Table Of ContentEDITED BY LISE AABOEN,
ANTONELLA LA ROCCA, FRIDA LIND,
ANDREA PERNA AND TOMMY SHIH
STARTING UP
IN BUSINESS
NETWORKS
Why Relationships Matter
in Entrepreneurship
Starting Up in Business Networks
Lise A aboen • Antonella La Rocca • Frida Lind
Andrea P erna • Tommy S hih
Editors
Starting Up in
Business Networks
Why Relationships Matter in Entrepreneurship
Editors
Lise Aaboen Andrea Perna
Norwegian University of Science and Uppsala University
Technology Uppsala , Sweden
Trondheim , Norway
Università Politecnica delle Marche
Ancona , Italy
Antonella La Rocca
Akershus University Hospital
Tommy Shih
Lørenskog , Norway
Lund University
BI Norwegian Business School Lund , Sweden
Oslo , Norway
Frida Lind
Chalmers University of Technology
Gothenburg , Sweden
ISBN 978-1-137-52714-1 ISBN 978-1-137-52719-6 (eBook)
DOI 10.1057/978-1-137-52719-6
Library of Congress Control Number: 2016957391
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Notes on Contributors
Lise Aaboen i s Associate Professor of Technology-based Entrepreneurship at
Norwegian University of Science and Technology (NTNU), Norway. Her
research interests include incubators, NTBFs, commercialization of technology-
based ideas and early customer relationships. She has published in for example
Technovation, Industrial Marketing Management, IMP Journal, and Journal of
Purchasing and Supply Management.
Enrico Baraldi is a professor at the Division of Industrial Engineering &
Management, Department of Engineering Sciences, Uppsala University. His
research concerns strategies in business networks, innovation, product develop-
ment and the commercialization of science. His works have been published in,
among others, Industrial Marketing Management , California Management
Review , Technovation and J ournal of Business Research .
Fabio Fraticelli i s a postdoc research fellow at Università Politecnica delle
Marche (Ancona, Italy). His primary research interest is in innovation and in
new ventures development.
Gian Luca Gregori is Professor of Marketing and Vice-Rector of Università
Politecnica delle Marche, Italy. His research interests include innovation and
internationalization of Small and Medium Enterprises (SME). He has published
in I ndustrial Marketing Management , European Management Journal and IMP
Journal .
Debbie Harrison i s an associate professor at BI Norwegian Business School,
Oslo, Norway. Her interest is in the area of inter-organizational relationships
v
vi Notes on Contributors
and networks. She currently researches inter-organizational strategizing, sustain-
ability in networks and the roles of users in markets. She has co-published
several books and articles regarding markets, networks and relationships and
teaches several courses in business networks and strategy.
Malena Ingemansson Havenvid i s Associate Professor of Strategy and Innovation
at the Department of Industrial Economics and Technology Management at
NTNU, Trondheim, Norway. With a focus on inter- organizational relationships,
her research interests include innovation, science- based start ups and construction
management. She has published in T echnovation , I ndustrial Marketing Management ,
Construction Management and Economics and IMP Journal .
Th omas H oholm is an associate professor at BI Norwegian Business School
and a senior researcher at Akershus University Hospital. With background in
organization theory and industrial networks, he has been studying innovation
processes. He has published in J ournal of Business Research , Industrial Marketing
Management , IMP Journal , Human Relations and M anagement Learning .
Elsebeth Holmen i s a professor at the Department of Industrial Economics
and Technology Management, at the Norwegian University of Science and
Technology, Trondheim, Norway. Her main research interests lie in the areas of
inter-organizational cooperation, relationships and networks. She has published
among others in J ournal of Business Research and I ndustrial Marketing
Management .
Jens Laage-Hellman is an associate professor at the Department of Technology
Management and Economics, Chalmers University of Technology, Gothenburg,
Sweden. His research interests include technological innovation, business net-
works and start ups. He has published in Journal of Product Innovation
Management , S mall Business Economics , J ournal of Business-to-Business Marketing
and I ndustrial Marketing Management .
Maria Landqvist i s a PhD student at the Department of Technology
Management and Economics at Chalmers University of Technology,
Gothenburg, Sweden. Her research focuses on start ups and their relationships
with external actors in the business network and how start ups contribute to
innovation and change in already established network structures.
Frida Lind is an associate professor at the Department of Technology
Management and Economics at Chalmers University of Technology,
Gothenburg, Sweden. Her research interests include innovation, start ups and
Notes on Contributors vii
organizing in business networks. She has published in, for example, Journal of
Business Research, Scandinavian Journal of Management and Industrial
Marketing Management.
Marcus Lindahl i s Chair of Industrial Engineering & Management,
Department of Engineering Sciences at Uppsala University. On a general level
his research can be characterized as the study of organization and management
in technology-intensive environments. He has recently published in C ulture and
Organization , E ntrepreneurship & Regional Development and International
Journal of Project Management .
Åse Linné i s a researcher at the Department of Engineering Sciences, Uppsala
University (Sweden). Her research interest includes innovation, organizing
in business networks and the commercialization of science. She has pub-
lished in I MP Journal and the I ndustrial Marketing Management .
Christina Öberg i s Professor/Chair of Marketing at Örebro University, visiting
professor at Leeds University and honorary associate professor at University of
Exeter. Her research interests are acquisitions, customer relationships and inno-
vation management. She has published in J ournal of Business Research , European
Journal of Marketing , I nternational Marketing Review and Industrial Marketing
Management .
Tamara O ukes is a PhD student at the Centre for Entrepreneurship, Strategy,
International Business and Marketing (NIKOS) at the University of Twente,
Netherlands. Her research interests include start ups, business relationships,
power asymmetry and innovation. She has published in the I MP Journal .
Ann-Charlott Pedersen is a professor at the Department of Industrial
Economics and Technology Management, at the Norwegian University of
Science and Technology, Trondheim, Norway. She has published in the areas of
supply networks, purchasing and supply management, strategizing in networks
and resource development in journals such as Journal of Business Research and
Industrial Marketing Management.
Andrea P erna is a researcher at the Department of Engineering Sciences,
Uppsala University (Sweden) and assistant professor the Department of
Management, Università Politecnica delle Marche (Italy). His research interests
include new business formation, innovation and CRM processes in B2B mar-
keting. He has published in I ndustrial Marketing Management, Journal of Business
Research and Journal of Business and Industrial Marketing.
viii Notes on Contributors
Ariane v on Raesfeld i s a senior assistant professor at the Centre for
Entrepreneurship, Strategy, International Business and Marketing at the
University of Twente, Netherlands. Her research interests include university
industry relationships and technology and business development in networks.
She has published among others in T echnovation , C reativity and Innovation
Management and I ndustrial Marketing Management .
Antonella La Rocca is a research fellow at Akershus University Hospital
(Lørenskog, Norway) and visiting research fellow at BI Norwegian Business
School (Oslo, Norway). Her research interests are in innovation, entrepreneur-
ship and B2B Marketing. She is consultant for the university start up promotion
center at Lugano (Switzerland) since 2006. She published in I ndustrial Marketing
Management, Journal of Business and Industrial Marketing, Management Decision
and I MP Journal , for which she is editorial assistant.
Tommy Shih is a senior lecturer at the Department of Business Administration
at Lund University. His research involves the study of business networks, gov-
ernment policy, start ups and innovation. He has previously published in Th e
IMP Journal, Industrial Marketing Management, Journal of Strategy and
Management, and F utures .
Ivan Snehota i s Professor of Marketing at Università della Svizzera italiana
(Lugano, Switzerland). His research interests focus on market strategy develop-
ment in B2B. He is co-author of several books on business networks and articles
in S candinavian Journal of Management, I ndustrial Marketing Management and
Journal of Business Research .
Alexandra Waluszewski is Professor of Business Studies and research director
at Uppsala University’s Centre for Science and Technology Studies (Uppsala
STS). Her research concerns innovation and industrial renewal as well as how
these processes are construed in economic theory and policy. She has presented
her research in a number of international books and journal articles.
Contents
Introduction: Starting Up in Business Networks—Why
Relationships Matter in Entrepreneurship 1
Lise Aaboen , Antonella La Rocca , Frida Lind , Andrea Perna , and
Tommy Shih
Part I Starting Up Business Relationships 17
1 Initiation of Business Relationships in Start Ups 19
Lise Aaboen , Elsebeth Holmen , and Ann-Charlott Pedersen
2 Th ird Actors Initiating Business Relationships for a Medical
Device Start Up: Eff ect on Network Embedding and Venture
Creation Processes 41
Tamara Oukes , Ariane von Raesfeld
Part II Relationships Dynamics in
New Business Development 75
3 Starting Up: Relating to a Context in Motion 77
Antonella La Rocca , Ivan Snehota , and Debbie Harrison
ix
x Contents
4 When Start Ups Shift Network: Notes on Start Up Journey 107
Antonella La Rocca , Christina Öberg , and Th omas Hoholm
Part III Start Ups and Technological Collaboration
in Industrial Networks 137
5 R&D Collaboration and Start Ups 139
Jens Laage-Hellman , Maria Landqvist , and Frida Lind
6 Starting Up from Science: Th e Case of a
University-Organised Commercialisation Project 171
Malena Ingemansson Havenvid
Part IV Academic Spin-Off s and the Issue of
Commercialising Science. Some Empirical
Experiences 199
7 Th e Impact of a Start Up’s Key Business
Relationships on the Commercialization of Science:
Th e Case of Nautes 201
Enrico Baraldi , Andrea Perna , Fabio Fraticelli , and
Gian Luca Gregori
8 Start Ups as Vessels Carrying and Developing
Science-Based Technologies: Starting and
Restarting JonDeTech 225
Enrico Baraldi , Marcus Lindahl , and Andrea Perna
