Technology-Market Matching in High Technology Small Firms

Hanna L. Hellman, Casper Boks

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademic


The commercialisation of a very new technology involves a gradual co-evolution between a developmental technology and emerging markets. The manner in which high technology firms match their technology to market applications has not been described in detail. The firms face critical market application decisions, whilst market demand is difficult to identify and customer desires are not explicitly known. Therefore, this research aims to gain insight into the determinants of market application decisions in high technology small firms. First, this paper reviews literature on strategic decisions and success factors of commercialising new technologies in entrepreneurial firms. Subsequently, the novel and current case of fuel cell technology is examined in an empirical case study of four fuel cell firms. The findings suggest that experience with product and market applications as well as a firm’s supply chain position are determinant for the selection of market applications. Further research may contribute to understanding of firm experience as a source of competitive advantage.
Original languageEnglish
Title of host publicationProceedings of the 14th Annual High Technology Small Firms Conference and Doctoral Workshop 2006
EditorsGloria Rossini
Place of PublicationEnschede
PublisherUniversity of Twente
Number of pages15
ISBN (Print)9789081078412
Publication statusPublished - 2006
Externally publishedYes
Event14th Annual High Technology Small Firms Conference, HTSF 2006 - University of Twente, Enschede, Netherlands
Duration: 11 May 200613 May 2006
Conference number: 14


Conference14th Annual High Technology Small Firms Conference, HTSF 2006
Abbreviated titleHTSF


Dive into the research topics of 'Technology-Market Matching in High Technology Small Firms'. Together they form a unique fingerprint.

Cite this