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

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  • Charles Davis

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  • Elaine Sun
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    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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    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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    Web page: http://www.springerlink.com/link.asp?id=104998

    Related research

    Keywords: business development; information technology; region; economy; capabilities; L86; L21; M13; O32;

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    Cited by:
    1. 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, 2010. "SMEs; Virtual research and development (R&D) teams and new product development: A literature review," MPRA Paper 26989, University Library of Munich, Germany, revised 10 Jun 2010.
    3. 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.
    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.

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