Entering and developing a service network

Entering and developing a service network Purpose – This paper seeks to investigate the role of social capital in facilitating the entry of new business ventures into service networks. Design/methodology/approach – The empirical work is undertaken via case study‐based research, featuring three service businesses, each entering and operating in a different marketplace. Findings – Results show that new service businesses are not necessarily able to draw on existing social capital in order to enter a business network and build relationships with potential customers and suppliers. Research limitations/implications – Future empirical work should re‐examine the distinctions between the role and nature of social capital for new service businesses. Practical implications – The paper suggests how the new service entrepreneur might invest personal resources in networking to initiate relationships and build a network of customers and suppliers. Originality/value – The paper presents the little researched area of networking and relationship initiation as a means of developing social capital for new service businesses. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Services Marketing Emerald Publishing

Entering and developing a service network

Journal of Services Marketing, Volume 25 (1): 10 – Feb 22, 2011

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Publisher
Emerald Publishing
Copyright
Copyright © 2011 Emerald Group Publishing Limited. All rights reserved.
ISSN
0887-6045
DOI
10.1108/08876041111107069
Publisher site
See Article on Publisher Site

Abstract

Purpose – This paper seeks to investigate the role of social capital in facilitating the entry of new business ventures into service networks. Design/methodology/approach – The empirical work is undertaken via case study‐based research, featuring three service businesses, each entering and operating in a different marketplace. Findings – Results show that new service businesses are not necessarily able to draw on existing social capital in order to enter a business network and build relationships with potential customers and suppliers. Research limitations/implications – Future empirical work should re‐examine the distinctions between the role and nature of social capital for new service businesses. Practical implications – The paper suggests how the new service entrepreneur might invest personal resources in networking to initiate relationships and build a network of customers and suppliers. Originality/value – The paper presents the little researched area of networking and relationship initiation as a means of developing social capital for new service businesses.

Journal

Journal of Services MarketingEmerald Publishing

Published: Feb 22, 2011

Keywords: Entrepreneurs; Social networks; Channel relationships; Business formation

References

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