Exploring the role of business relationships in start-ups’ life cycles Evidences from the Italian context

• Published in: IMP journal Vol. 12; no. 3; pp. 519 - 543
• Main Authors: Cantù, Chiara, Giorgia, Sepe, Tzannis, Alessandra
• Format: Journal Article
• Language: English
• Published: Bingley Emerald Group Publishing Limited 01-01-2018
• Subjects: Business plans; Collaboration; Commercialization; Customer services; Entrepreneurs; Evolution; Feedback; Innovations; Investigations; Knowledge; Literature reviews; Marketing; Researchers; Social networks; Startups; Italy
• ISSN: 2059-1403; 0809-7259; 2059-1403
• DOI: 10.1108/IMP-07-2017-0037

PurposeDifferently from previous works that focused on the entrepreneur and on his ability to manage social relationships, the purpose of this paper is to investigate the role of business relationships in the different stages of the life cycle of a start-up.Design/methodology/approachSince the paper aims to explore startups’ evolutionary phenomenon, it adopts a qualitative abductive methodology, presenting an in-depth study of two innovative Italian start-ups. The research is based on two steps. In the first one, the authors collected secondary data from start-ups’ reports and documents, financial indicators (when available) and processed them to understand their background. In the second one, the authors conducted ten semi-structured interviews, including face-to-face interviews, phone interviews and video conferences.FindingsThe paper presents a relationship-based life cycle model composed of four different stages, depending on the number and role of relationships developed. Indeed, since the beginning, start-ups adopt a relational approach and their evolution involves the shift from the focus on the entrepreneur to the centrality of a network approach based on interconnected relationships. The entering into a new stage of life cycle depends on relationships, mainly based on connected actors and resources shared and combined. Even if a key role is assumed by technology, the main resource is identified in the knowledge concerning the customer/user’s needs that require marketing competencies, human resources, relational capabilities. Thus, the shift from one stage to the next in the start-up’s life cycle is possible thanks to a parallel shift from a focus on the activities to a focus on those strategic and heterogeneous actors that ensure activities.Originality/valueIn a traditional perspective, the start-up’s life cycle depends on activities, financial resources and revenues, as stated by previous life cycle models. In a different perspective, as depicted in our analysis, the evolution of a start-up depends on the portfolio of their business relationships. The role of business relationships is hence to facilitate the interconnections within specialized key actors, which allow start-ups to access strategic resources. These resources are essential in order to develop the activities that characterize the specific stage of the life cycle.