Abstract
When startups want to buy from large suppliers, they may find it challenging to establish a business relationship. As startups are new, small, have limited resources and scarce track record, they could be perceived as not attractive to start the relationship with large suppliers. Startups could benefit from understanding the challenges and opportunities from a customer attractiveness perspective. Therefore, we offer a systematic literature review and develop a framework for what makes a startup an attractive buyer from large suppliers.
Original language | English |
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Number of pages | 10 |
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 |
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Abbreviated title | IPSERA |
Country | 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