Blind date? Intermediaries as matchmakers on the way to start-up-industry coopetition

被引:26
作者
Blanka, Christine [1 ]
Traunmueller, Verena [1 ]
机构
[1] Johannes Kepler Univ Linz, Inst Entrepreneurship & Org Dev, Altenberger Str 69, A-4040 Linz, Austria
关键词
Coopetition; Start-ups; Industry; Intermediaries; Network theory; Trust; CRITICAL SUCCESS FACTORS; PARTNER SELECTION; INNOVATION NETWORKS; BUSINESS NETWORKS; TRUST; PERSPECTIVE; KNOWLEDGE; BROKERAGE; BALANCE; YOUNG;
D O I
10.1016/j.indmarman.2020.05.031
中图分类号
F [经济];
学科分类号
02 ;
摘要
This article explores intermediaries as a missing link in initiating coopetition between established industry firms and start-ups. Research establishes that partner search and compatibility are critical success factors from the very beginning of coopetition. As many relationships fail owing to the absence of partner fit, knowledge on facing the challenge at this early stage is highly relevant. By applying a network perspective, we propose that intermediaries can bridge partners and hence overcome this initial hurdle. Based on a case study of an intermediary high-tech incubator, we examine the triad of start-ups, incubator, and established industry firms. Findings show how the involvement of an intermediary can facilitate the initiation of coopetition. The key contribution is an inductive model illustrating the interaction of the dimensions of incubator-initiated start-up-industry coopetition. We highlight an incubator's quality filter function evolving from bridging matchmaker and initial broker and demonstrate the added value to the initial partner search and compatibility. We enrich coopetition with network theory and provide implications on how incubators can provide an important foundation for establishing coopetition between start-ups and industry firms.
引用
收藏
页码:1 / 13
页数:13
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