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: Contribution to conference › Paper › Academic › peer-review

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

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.",

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AU - Harms, Rainer

AU - Schiele, Holger

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N2 - 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.

AB - 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.

KW - Entrepreneurship

KW - Customer attractiveness

KW - Liability of newness

M3 - Paper

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ER -

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

Abstract

Conference

Keywords

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

Cite this