Starting Up in Business Networks

Starting Up in Business Networks

Lise Aaboen Antonella La Rocca Frida Lind Andrea Perna Tommy Shih Editors Starting Up in Business Networks Why Relationships Matter in Entrepreneurship

Editors Lise Aaboen Norwegian University of Science and Technology Trondheim, Norway Antonella La Rocca Akershus University Hospital Lørenskog, Norway BI Norwegian Business School Oslo, Norway Andrea Perna Uppsala University Uppsala, Sweden Università Politecnica delle Marche Ancona, Italy Tommy Shih Lund University Lund, Sweden Frida Lind Chalmers University of Technology Gothenburg, Sweden ISBN 978-1-137-52714-1 ISBN 978-1-137-52719-6 (ebook) DOI 10.1057/978-1-137-52719-6 Library of Congress Control Number: 2016957391 The Editor(s) (if applicable) and The Author(s) 2017 Th e author(s) has/have asserted their right(s) to be identified as the author(s) of this work in accordance with the Copyright, Designs and Patents Act 1988. This work is subject to copyright. All rights are solely and exclusively licensed by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. Th e use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. Th e publisher, the authors and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, express or implied, with respect to the material contained herein or for any errors or omissions that may have been made. Printed on acid-free paper Th is Palgrave Macmillan imprint is published by Springer Nature The registered company is Macmillan Publishers Ltd. London

Notes on Contributors Lise Aaboen is Associate Professor of Technology-based Entrepreneurship at Norwegian University of Science and Technology (NTNU), Norway. Her research interests include incubators, NTBFs, commercialization of technologybased ideas and early customer relationships. She has published in for example Technovation, Industrial Marketing Management, IMP Journal, and Journal of Purchasing and Supply Management. Enrico Baraldi is a professor at the Division of Industrial Engineering & Management, Department of Engineering Sciences, Uppsala University. His research concerns strategies in business networks, innovation, product development and the commercialization of science. His works have been published in, among others, Industrial Marketing Management, California Management Review, Technovation and Journal of Business Research. Fabio Fraticelli is a postdoc research fellow at Università Politecnica delle Marche (Ancona, Italy). His primary research interest is in innovation and in new ventures development. Gian Luca Gregori is Professor of Marketing and Vice-Rector of Università Politecnica delle Marche, Italy. His research interests include innovation and internationalization of Small and Medium Enterprises (SME). He has published in Industrial Marketing Management, European Management Journal and IMP Journal. Debbie Harrison is an associate professor at BI Norwegian Business School, Oslo, Norway. Her interest is in the area of inter-organizational relationships v

vi Notes on Contributors and networks. She currently researches inter-organizational strategizing, sustainability in networks and the roles of users in markets. She has co-published several books and articles regarding markets, networks and relationships and teaches several courses in business networks and strategy. Malena Ingemansson Havenvid is Associate Professor of Strategy and Innovation at the Department of Industrial Economics and Technology Management at NTNU, Trondheim, Norway. With a focus on inter- organizational relationships, her research interests include innovation, science- based start ups and construction management. She has published in Technovation, Industrial Marketing Management, Construction Management and Economics and IMP Journal. Thomas Hoholm is an associate professor at BI Norwegian Business School and a senior researcher at Akershus University Hospital. With background in organization theory and industrial networks, he has been studying innovation processes. He has published in Journal of Business Research, Industrial Marketing Management, IMP Journal, Human Relations and Management Learning. Elsebeth Holmen is a professor at the Department of Industrial Economics and Technology Management, at the Norwegian University of Science and Technology, Trondheim, Norway. Her main research interests lie in the areas of inter-organizational cooperation, relationships and networks. She has published among others in Journal of Business Research and Industrial Marketing Management. Jens Laage-Hellman is an associate professor at the Department of Technology Management and Economics, Chalmers University of Technology, Gothenburg, Sweden. His research interests include technological innovation, business networks and start ups. He has published in Journal of Product Innovation Management, Small Business Economics, Journal of Business-to-Business Marketing and Industrial Marketing Management. Maria Landqvist is a PhD student at the Department of Technology Management and Economics at Chalmers University of Technology, Gothenburg, Sweden. Her research focuses on start ups and their relationships with external actors in the business network and how start ups contribute to innovation and change in already established network structures. Frida Lind is an associate professor at the Department of Technology Management and Economics at Chalmers University of Technology, Gothenburg, Sweden. Her research interests include innovation, start ups and

Notes on Contributors vii organizing in business networks. She has published in, for example, Journal of Business Research, Scandinavian Journal of Management and Industrial Marketing Management. Marcus Lindahl is Chair of Industrial Engineering & Management, Department of Engineering Sciences at Uppsala University. On a general level his research can be characterized as the study of organization and management in technology-intensive environments. He has recently published in Culture and Organization, Entrepreneurship & Regional Development and International Journal of Project Management. Åse Linné is a researcher at the Department of Engineering Sciences, Uppsala University (Sweden). Her research interest includes innovation, organizing in business networks and the commercialization of science. She has published in IMP Journal and the Industrial Marketing Management. Christina Öberg is Professor/Chair of Marketing at Örebro University, visiting professor at Leeds University and honorary associate professor at University of Exeter. Her research interests are acquisitions, customer relationships and innovation management. She has published in Journal of Business Research, European Journal of Marketing, International Marketing Review and Industrial Marketing Management. Tamara Oukes is a PhD student at the Centre for Entrepreneurship, Strategy, International Business and Marketing (NIKOS) at the University of Twente, Netherlands. Her research interests include start ups, business relationships, power asymmetry and innovation. She has published in the IMP Journal. Ann-Charlott Pedersen is a professor at the Department of Industrial Economics and Technology Management, at the Norwegian University of Science and Technology, Trondheim, Norway. She has published in the areas of supply networks, purchasing and supply management, strategizing in networks and resource development in journals such as Journal of Business Research and Industrial Marketing Management. Andrea Perna is a researcher at the Department of Engineering Sciences, Uppsala University (Sweden) and assistant professor the Department of Management, Università Politecnica delle Marche (Italy). His research interests include new business formation, innovation and CRM processes in B2B marketing. He has published in Industrial Marketing Management, Journal of Business Research and Journal of Business and Industrial Marketing.

viii Notes on Contributors Ariane von Raesfeld is a senior assistant professor at the Centre for Entrepreneurship, Strategy, International Business and Marketing at the University of Twente, Netherlands. Her research interests include university industry relationships and technology and business development in networks. She has published among others in Technovation, Creativity and Innovation Management and Industrial Marketing Management. Antonella La Rocca is a research fellow at Akershus University Hospital (Lørenskog, Norway) and visiting research fellow at BI Norwegian Business School (Oslo, Norway). Her research interests are in innovation, entrepreneurship and B2B Marketing. She is consultant for the university start up promotion center at Lugano (Switzerland) since 2006. She published in Industrial Marketing Management, Journal of Business and Industrial Marketing, Management Decision and IMP Journal, for which she is editorial assistant. Tommy Shih is a senior lecturer at the Department of Business Administration at Lund University. His research involves the study of business networks, government policy, start ups and innovation. He has previously published in The IMP Journal, Industrial Marketing Management, Journal of Strategy and Management, and Futures. Ivan Snehota is Professor of Marketing at Università della Svizzera italiana (Lugano, Switzerland). His research interests focus on market strategy development in B2B. He is co-author of several books on business networks and articles in Scandinavian Journal of Management, Industrial Marketing Management and Journal of Business Research. Alexandra Waluszewski is Professor of Business Studies and research director at Uppsala University s Centre for Science and Technology Studies (Uppsala STS). Her research concerns innovation and industrial renewal as well as how these processes are construed in economic theory and policy. She has presented her research in a number of international books and journal articles.

Contents Introduction: Starting Up in Business Networks Why Relationships Matter in Entrepreneurship 1 Lise Aaboen, Antonella La Rocca, Frida Lind, Andrea Perna, and Tommy Shih Part I Starting Up Business Relationships 17 1 Initiation of Business Relationships in Start Ups 19 Lise Aaboen, Elsebeth Holmen, and Ann-Charlott Pedersen 2 Third Actors Initiating Business Relationships for a Medical Device Start Up: Effect on Network Embedding and Venture Creation Processes 41 Tamara Oukes, Ariane von Raesfeld Part II Relationships Dynamics in New Business Development 75 3 Starting Up: Relating to a Context in Motion 77 Antonella La Rocca, Ivan Snehota, and Debbie Harrison ix

x Contents 4 When Start Ups Shift Network: Notes on Start Up Journey 107 Antonella La Rocca, Christina Öberg, and Thomas Hoholm Part III Start Ups and Technological Collaboration in Industrial Networks 137 5 R&D Collaboration and Start Ups 139 Jens Laage-Hellman, Maria Landqvist, and Frida Lind 6 Starting Up from Science: The Case of a University-Organised Commercialisation Project 171 Malena Ingemansson Havenvid Part IV Academic Spin-Offs and the Issue of Commercialising Science. Some Empirical Experiences 199 7 The Impact of a Start Up s Key Business Relationships on the Commercialization of Science: The Case of Nautes 201 Enrico Baraldi, Andrea Perna, Fabio Fraticelli, and Gian Luca Gregori 8 Start Ups as Vessels Carrying and Developing Science-Based Technologies: Starting and Restarting JonDeTech 225 Enrico Baraldi, Marcus Lindahl, and Andrea Perna

Contents xi Part V Start Ups and the Role of Policy Actors 253 9 The Challenging Life of University Start Ups: The Different View of Value Creation in a Policy Setting Compared to a Business Setting 255 Tommy Shih and Alexandra Waluszewski 10 The Coordinating Role of Chinese Policy Actors in Developing New Biotechnology Start Up Companies to Promote Industrial Development 279 Åse Linné and Tommy Shih Index 307

List of Figures Fig. 2.1 Network of the start up between 2007 and 2009 52 Fig. 2.2 Network of the start up between 2010 and 2012 52 Fig. 2.3 Network of the start up between 2013 and 2015 53 Fig. 2.4 Overview of key findings 69 Fig. 5.1 Illustration of RayPilot 156 Fig. 10.1 Illustration of the network of actors related to MAB. Policy actors highlighted in bold 293 Fig. 10.2 Illustration of the network of actors related to Wison Bioengineering. Policy actors highlighted in bold 297 xiii

List of Tables Table 2.1 The key findings regarding the third actors function and role in the relationship initiation process 50 Table 2.2 The key findings regarding the setting and level of network embedding of the start up s relationships as well as the effect on its business development 51 Table 5.1 Basic information about case companies 145 Table 5.2 Summary of R&D collaboration for Swedish Algae Factory 149 Table 5.3 Summary of R&D collaboration for Machine Says Hello 151 Table 5.4 Summary of R&D collaborations for Lamera 154 Table 5.5 Summary of R&D collaboration for Micropos Medical 158 Table 8.1 Financial contributions to SUMMIT from different partners, 1996 2005 (Million e uros) 234 Table 10.1 Identified differences between the sectors and the two cases 298 xv