IDEAS home Printed from https://ideas.repec.org/a/kap/jtecht/v31y2006i1p145-161.html
   My bibliography  Save this article

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

Author

Listed:
  • Charles Davis
  • Elaine Sun

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

Suggested Citation

  • Charles Davis & Elaine Sun, 2006. "Business Development Capabilities in Information Technology SMEs in a Regional Economy: An Exploratory Study," The Journal of Technology Transfer, Springer, vol. 31(1), pages 145-161, January.
    • Handle: RePEc:kap:jtecht:v:31:y:2006:i:1:p:145-161
    DOI: 10.1007/s10961-005-5027-1
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1007/s10961-005-5027-1
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s10961-005-5027-1?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Markus C. Becker, 2003. "The concept of routines twenty years after Nelson and Winter (1982) A review of the literature," DRUID Working Papers 03-06, DRUID, Copenhagen Business School, Department of Industrial Economics and Strategy/Aalborg University, Department of Business Studies.
    Full references (including those not matched with items on IDEAS)

    Citations

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


    Cited by:

    1. Luciana Gondim de Almeida Guimarães & Pierre Blanchet & Yan Cimon, 2021. "Collaboration among Small and Medium-Sized Enterprises as Part of Internationalization: A Systematic Review," Administrative Sciences, MDPI, vol. 11(4), pages 1-27, December.
    2. Harkonen, Janne & Haapasalo, Harri & Hanninen, Kai, 2015. "Productisation: A review and research agenda," International Journal of Production Economics, Elsevier, vol. 164(C), pages 65-82.
    3. Nader Ale Ebrahim & Shamsuddin Ahmed & Zahari Taha, 2010. "SMEs; Virtual Research and Development (R&D) Teams and New Product Development: A Literature Review," Post-Print hal-00593362, HAL.
    4. Nader Ale Ebrahim & Shamsuddin Ahmed & Zahari Taha, 2009. "Modified Stage-Gate: A Conceptual Model of Virtual Product Development Process," Post-Print hal-00593359, HAL.
    5. 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.
    6. Normand Turgeon, 2016. "Exploring Roles, Requirements and Rewards in French and English-Canadian Business Development Job Postings," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 8(1), pages 33-43, February.
    7. Michael Sturm, 2015. "Business Development Characteristics: Findings from Literature," International Conference on Marketing and Business Development Journal, The Bucharest University of Economic Studies, vol. 1(1), pages 130-137, July.
    8. Charles H. Davis, 2011. "Media Industry Clusters and Public Policy," Chapters, in: Charlie Karlsson & Robert G. Picard (ed.), Media Clusters, chapter 4, Edward Elgar Publishing.
    9. Sturm Michael & Böhm Markus & Krcmar Helmut, 2018. "Comparison of Business Development Processes: A Literature Review Defining Structural Elements and Influential Factors," International Conference on Marketing and Business Development Journal, The Bucharest University of Economic Studies, vol. 1(1), pages 6-15, July.
    10. Ale Ebrahim, Nader & Ahmed, Shamsuddin & Taha, Zahari, 2009. "A conceptual model of virtual product development process," MPRA Paper 27374, University Library of Munich, Germany, revised 12 Jun 2009.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Encinar, María Isabel & Muñoz, Félix & Cañibano, Carolina, 2006. "‘Ethical Novelty’: new insights into economic change," Working Papers in Economic Theory 2006/03, Universidad Autónoma de Madrid (Spain), Department of Economic Analysis (Economic Theory and Economic History).
    2. Mihnea C. Moldoveanu & Robert M. Bauer, 2004. "On the Relationship Between Organizational Complexity and Organizational Structuration," Organization Science, INFORMS, vol. 15(1), pages 98-118, February.

    More about this item

    Keywords

    business development; information technology; region; economy; capabilities; L86; L21; M13; O32;
    All these keywords.

    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; Personnel Economics - - Business Administration - - - New Firms; Startups
    • O32 - Economic Development, Innovation, Technological Change, and Growth - - Innovation; Research and Development; Technological Change; Intellectual Property Rights - - - Management of Technological Innovation and R&D

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:jtecht:v:31:y:2006:i:1:p:145-161. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.