IDEAS home Printed from
   My bibliography  Save this article

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


  • Charles Davis


  • Elaine Sun


“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

    Download full text from publisher

    File URL:
    Download Restriction: Access to full text is restricted to subscribers.

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


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

    Cited by:

    1. Charles H. Davis, 2011. "Media Industry Clusters and Public Policy," Chapters,in: Media Clusters, chapter 4 Edward Elgar Publishing.
    2. 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.
    3. 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.
    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. 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.
    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. 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.
    8. 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.

    More about this item


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

    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


    Access and download statistics


    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.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Sonal Shukla) or (Rebekah McClure). General contact details of provider: .

    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.

    We have no references for this item. You can help adding them by using 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.

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

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.