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Identifying Start-Up Partners: Which Search Practices And Combination Strategies Are Effective?

Author

Listed:
  • FRANZ SIMON

    (University of Twente, Chair Technology Management and Supply, PO Box 217, 7500 AE Enschede, The Netherlands)

  • ALEXANDRA RESE

    (#x2020;University of Bayreuth, Chair of Marketing and Innovation, Universitätsstr. 30, 95447 Bayreuth, Germany)

  • FELIX HOMFELDT

    (#x2020;University of Bayreuth, Chair of Marketing and Innovation, Universitätsstr. 30, 95447 Bayreuth, Germany)

  • HOLGER SCHIELE

    (University of Twente, Chair Technology Management and Supply, PO Box 217, 7500 AE Enschede, The Netherlands)

  • RAINER HARMS

    (University of Twente, Chair Technology Management and Supply, PO Box 217, 7500 AE Enschede, The Netherlands‡Higher School of Economics, ISEEK, Myasnitskaya Ulitsa, 20, 10100 Moscow, Russia)

  • VINCENT DELKE

    (University of Twente, Chair Technology Management and Supply, PO Box 217, 7500 AE Enschede, The Netherlands)

Abstract

Start-ups are an important source of novel knowledge and product ideas for incumbents. We investigate which search strategies are positively related to the successful search for start-ups. We identify search instruments and their various uses: intensive or broad; stand-alone or combinatory. Finding 11 search practices in the literature, we evaluate how these practices were used by 97 respondents from a cross-industry and cross-national sample. Our results show that searching broadly and intensively is positively related to a successful search for start-ups and to firms’ radical innovation capability. Specific tools that are positively related to search success are online contacts, desk research, external scouting partners, and start-up pitch events. Decision tree analysis provides effective combinations of search practices that innovation managers and purchasing managers can use. Employing these search practice combinations, we make incumbents aware of the routines used in distant knowledge search. These practices are dynamic capabilities that help them to remain successful in high-velocity markets. In identifying these search practices, we contribute to the literature on innovation routines and dynamic capability research.

Suggested Citation

  • Franz Simon & Alexandra Rese & Felix Homfeldt & Holger Schiele & Rainer Harms & Vincent Delke, 2021. "Identifying Start-Up Partners: Which Search Practices And Combination Strategies Are Effective?," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 25(07), pages 1-33, September.
    • Handle: RePEc:wsi:ijimxx:v:25:y:2021:i:07:n:s1363919621500808
    DOI: 10.1142/S1363919621500808
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