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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

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
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    References listed on IDEAS

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    Citations

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    Cited by:

    1. 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.
    2. 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.
    3. Nader Ale Ebrahim & Shamsuddin Ahmed & Zahari Taha, 2009. "Modified Stage-Gate: A Conceptual Model of Virtual Product Development Process," Post-Print hal-00593359, HAL.
    4. 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.
    5. 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.
    6. Charles H. Davis, 2011. "Media Industry Clusters and Public Policy," Chapters,in: Media Clusters, chapter 4 Edward Elgar Publishing.
    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.

    More about this item

    Keywords

    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

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