Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework

Juliano Tessaro; Rainer  Harms; Holger  Schiele

Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework

Juliano Tessaro, Rainer Harms, Holger Schiele

NIKOS Department for Entrepreneurship, Strategy, and Innovation Management

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

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Abstract

This paper will analyze the startup as a buying firm in the buyer-supplier relationship. When trying to become an interesting customer to large suppliers, startups may have limitations to establish a business relationship. As startups are new and small, they could be perceived as not attractive, or do not have enough attractiveness to start the relationship. Therefore, a literature-based framework for explaining startup attractiveness will be proposed.

Original language	English
Title of host publication	IPSERA 2020 Conference Proceedings
Place of Publication	Knoxville, Tennessee, USA
Publisher	International Purchasing and Supply Education and Research Association (IPSERA)
Pages	27-27
Number of pages	1
Publication status	Published - 2020
Event	29th Annual IPSERA Conference 2020 - University of Tennessee, Knoxville, United States Duration: 28 Mar 2021 → 31 Mar 2021 Conference number: 29

Conference

Conference	29th Annual IPSERA Conference 2020
Abbreviated title	IPSERA
Country/Territory	United States
City	Knoxville
Period	28/03/21 → 31/03/21
Other	(For the IPSERA 2020 conference, this means that we will postpone the event to 2021. The IPSERA 2021 Conference will be in Knoxville from 28th March to 31st March.)

Keywords

Entrepreneurship
Customer attractiveness
Liability of newness

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Tessaro2020startupsFinal published version, 350 KB

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@inproceedings{d8d3e98d81044f8a8bbb28641824c2de,

title = "Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework",

abstract = "This paper will analyze the startup as a buying firm in the buyer-supplier relationship. When trying to become an interesting customer to large suppliers, startups may have limitations to establish a business relationship. As startups are new and small, they could be perceived as not attractive, or do not have enough attractiveness to start the relationship. Therefore, a literature-based framework for explaining startup attractiveness will be proposed.",

keywords = "Entrepreneurship, Customer attractiveness, Liability of newness",

author = "Juliano Tessaro and Rainer Harms and Holger Schiele",

year = "2020",

language = "English",

pages = "27--27",

booktitle = "IPSERA 2020 Conference Proceedings",

publisher = "International Purchasing and Supply Education and Research Association (IPSERA)",

note = "29th Annual IPSERA Conference 2020, IPSERA ; Conference date: 28-03-2021 Through 31-03-2021",

}

Tessaro, J, Harms, R & Schiele, H 2020, Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework. in IPSERA 2020 Conference Proceedings., WP27, International Purchasing and Supply Education and Research Association (IPSERA), Knoxville, Tennessee, USA, pp. 27-27, 29th Annual IPSERA Conference 2020, Knoxville, Tennessee, United States, 28/03/21.

Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework. / Tessaro, Juliano; Harms, Rainer ; Schiele, Holger .
IPSERA 2020 Conference Proceedings. Knoxville, Tennessee, USA: International Purchasing and Supply Education and Research Association (IPSERA), 2020. p. 27-27 WP27.

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › Academic › peer-review

TY - GEN

T1 - Startups in the buyer-supplier relationship, limitations to be an attractive customer

T2 - 29th Annual IPSERA Conference 2020

AU - Tessaro, Juliano

AU - Harms, Rainer

AU - Schiele, Holger

N1 - Conference code: 29

PY - 2020

Y1 - 2020

N2 - This paper will analyze the startup as a buying firm in the buyer-supplier relationship. When trying to become an interesting customer to large suppliers, startups may have limitations to establish a business relationship. As startups are new and small, they could be perceived as not attractive, or do not have enough attractiveness to start the relationship. Therefore, a literature-based framework for explaining startup attractiveness will be proposed.

AB - This paper will analyze the startup as a buying firm in the buyer-supplier relationship. When trying to become an interesting customer to large suppliers, startups may have limitations to establish a business relationship. As startups are new and small, they could be perceived as not attractive, or do not have enough attractiveness to start the relationship. Therefore, a literature-based framework for explaining startup attractiveness will be proposed.

KW - Entrepreneurship

KW - Customer attractiveness

KW - Liability of newness

M3 - Conference contribution

SP - 27

EP - 27

BT - IPSERA 2020 Conference Proceedings

PB - International Purchasing and Supply Education and Research Association (IPSERA)

CY - Knoxville, Tennessee, USA

Y2 - 28 March 2021 through 31 March 2021

ER -

Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework

Abstract

Conference

Keywords

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Research output

Startups in the buyer-supplier relationship, limitations to be an attractive customer: definitions and theoretical framework

Cite this