Business Development Capabilities in Information Technology SMEs in a Regional Economy: An Exploratory Study

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• Author info
• Abstract
• Bibliographic info
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• Related research
• References
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Author Info

• Charles Davis
  (c5davis@ryerson.ca)
• Elaine Sun

Registered author(s):

Abstract

“Business development” is a corporate entrepreneurial capability (or competence) that has emerged in the Information Technology industry to support that industry’s practice of co-creation of value with customers and complementors. As a set of practices that link the firm’s value creating processes with its external environment, business development capabilities are a key factor in the success of IT SMEs. This article examines business development functions and business developer attributes in SMEs in the Information Technology Industry in Eastern Canada. The principal business development functions are finding profitable opportunities in business networks, developing and maintaining partnerships, providing support for new product development, and recognizing and responding to customer needs. The regional market and export markets require different business development capabilities. Copyright Springer Science+Business Media, Inc. 2006

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File URL: http://hdl.handle.net/10.1007/s10961-005-5027-1
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Bibliographic Info

Article provided by Springer in its journal The Journal of Technology Transfer. Volume (Year): 31 (2006)
Issue (Month): 1 (01)
Pages: 145-161
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Handle: RePEc:kap:jtecht:v:31:y:2006:i:1:p:145-161
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Related research

Keywords: business development; information technology; region; economy; capabilities; L86; L21; M13; O32; Find related papers by JEL classification:

• L86 - Industrial Organization - - Industry Studies: Services - - - Information and Internet Services; Computer Software
• L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm
• M13 - Business Administration and Business Economics; Marketing; Accounting - - Business Administration - - - New Firms; Startups
• O32 - Economic Development, Technological Change, and Growth - - Technological Change; Research and Development; Intellectual Property Rights - - - Management of Technological Innovation and R&D

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Citations

Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:

1. Nader Ale Ebrahim & Shamsuddin Ahmed & Zahari Taha, 2009. "Virtual R & D teams in small and medium enterprises: A literature review," Post-Print hal-00593358, HAL.
   
   • Ale Ebrahim, Nader & Ahmed, Shamsuddin & Taha, Zahari, 2009. "Virtual R & D teams in small and medium enterprises: A literature review," MPRA Paper 27045, University Library of Munich, Germany, revised Oct 2009.
2. Ale Ebrahim, Nader & Ahmed, Shamsuddin & Taha, Zahari, 2009. "Modified stage-gate: A conceptual model of virtual product development process," MPRA Paper 27043, University Library of Munich, Germany, revised Nov 2009.
   
   • Nader Ale Ebrahim & Shamsuddin Ahmed & Zahari Taha, 2009. "Modified Stage-Gate: A Conceptual Model of Virtual Product Development Process," Post-Print hal-00593359, HAL.
3. Ale Ebrahim, Nader & Ahmed, Shamsuddin & Taha, Zahari, 2009. "A conceptual model of virtual product development process
   [A Conceptual Model of Virtual Product Development Process]," MPRA Paper 27374, University Library of Munich, Germany, revised 12 Jun 2009.

Business Development Capabilities in Information Technology SMEs in a Regional Economy: An Exploratory Study