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Fostering growth through business development: Core activities and challenges for micro-firm entrepreneurs
Jönköping University, Jönköping International Business School, JIBS, Business Administration. Jönköping University, Jönköping International Business School, JIBS, Center for Family Enterprise and Ownership (CeFEO). Jönköping University, Jönköping International Business School, JIBS, Media Management and Transformation Centre (MMTC).ORCID iD: 0000-0001-7415-7519
Jönköping University, Jönköping International Business School, JIBS, Business Administration. Jönköping University, Jönköping International Business School, JIBS, Media Management and Transformation Centre (MMTC).
Jönköping University, Jönköping International Business School, JIBS, Business Administration. Jönköping University, Jönköping International Business School, JIBS, Center for Family Enterprise and Ownership (CeFEO).
2017 (English)In: Journal of Management and Organization, ISSN 1833-3672, E-ISSN 1839-3527, Vol. 23, no 2, 167-185 p.Article in journal (Refereed) Published
Abstract [en]

As a concept stemming from practice, business development has received scarce academic attention. In this paper, we explore core business development activities of micro-firms and the challenges they perceive in conducting them. Based on interviews with 30 micro-firms, we identify three core business development activities that leverage the firm's resource base, complemented by three support activities that secure and organize the firm's resources. We find the business development activities to be tightly related to the three practices of leveraging, securing and organizing resources. We also identify three important contextual influences on business development in micro-firms: industry, age and if the firm is in an incubator. Our findings contribute to developing a conceptualization and theorization of business development for micro-firms, which is relevant as the vast majority of companies worldwide are micro-firms, but many never embark on a growth path. Based on our results, we outline practical implications, for example, how companies could overcome their perceived lack of time and an agenda for future research encouraging further studies comprising micro-firms with different qualities.

Place, publisher, year, edition, pages
Cambridge University Press, 2017. Vol. 23, no 2, 167-185 p.
Keyword [en]
growth, micro-firms, Penrose, resource practices, Sweden
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hj:diva-35192DOI: 10.1017/jmo.2016.58ISI: 000395506300002Scopus ID: 2-s2.0-85013665842OAI: oai:DiVA.org:hj-35192DiVA: diva2:1081256
Available from: 2017-03-13 Created: 2017-03-13 Last updated: 2017-04-21Bibliographically approved

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Achtenhagen, LeonaEkberg, SaraMelander, Anders

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