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Managing corporate-startup relationships: what matters for entrepreneurs?

Author

Listed:
  • Franz Simon
  • Rainer Harms
  • Holger Schiele

Abstract

Startups have become an important part of corporations' external technology sourcing portfolio. Nonetheless, startups may be reluctant to enter in a relationship with a corporation. Prior research on corporate-startup relationships has primarily focused on the benefits for corporations and neglected the perspective of startups. In a multiple case study, we analyse the collaborations of 12 startups to 30 different corporations to address this gap. The findings show that complementary assets, risks as well as relational characteristics, influence the willingness of startups to enter such collaborations. We deduct nine propositions concerning, e.g., reputation and market access, misappropriation and the commitment of corporations. Further, our analysis highlights differences and similarities according to the maturity of startups. The study contributes to external technology sourcing literature and allows corporate managers to better understand the perspective of entrepreneurs in terms of engaging in strategic partnerships.

Suggested Citation

  • Franz Simon & Rainer Harms & Holger Schiele, 2019. "Managing corporate-startup relationships: what matters for entrepreneurs?," International Journal of Entrepreneurial Venturing, Inderscience Enterprises Ltd, vol. 11(2), pages 164-186.
    • Handle: RePEc:ids:ijeven:v:11:y:2019:i:2:p:164-186
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    Citations

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    Cited by:

    1. Corvello, Vincenzo & Felicetti, Alberto Michele & Ammirato, Salvatore & Troise, Ciro & Ključnikov, Aleksandr, 2024. "The rules of courtship: What drives a start-up to collaborate with a large company?," Technological Forecasting and Social Change, Elsevier, vol. 200(C).
    2. Nobari, Niloofar & Dehkordi, Ali Mobini, 2023. "Innovation intelligence in managing co-creation process between tech-enabled corporations and startups," Technological Forecasting and Social Change, Elsevier, vol. 186(PB).
    3. Eghbali, Mohammad-Ali & Rasti-Barzoki, Morteza & Safarzadeh, Soroush, 2022. "A hybrid evolutionary game-theoretic and system dynamics approach for analysis of implementation strategies of green technological innovation under government intervention," Technology in Society, Elsevier, vol. 70(C).
    4. Vincenzo Corvello & Annika Steiber & Sverker Alänge, 2023. "Antecedents, processes and outcomes of collaboration between corporates and start-ups," Review of Managerial Science, Springer, vol. 17(1), pages 129-154, January.
    5. Stefanie Weniger & Svenja Jarchow, 2023. "Between benefit and risk: how entrepreneurs evaluate corporate investors," Journal of Business Economics, Springer, vol. 93(5), pages 783-816, July.

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