A new relational business model for start-ups. evidences from Italian context

Chiara Luisa Cantu', Giorgia Sepe, Alessandra Tzannis

Risultato della ricerca: Contributo in libroContributo a convegno


The purpose of this paper is to investigate the main drivers of a start-up evolution in its development stages. In particular, our attention is focused on the role of relationships in the different evolutionary phases of a start-up. The entrepreneur’s perspective has been for long considered the critical success factor for the start-up genesis and evolution. Differently from previous works focused on entrepreneur and entrepreneurial ability to manage social relationships, this paper investigates the perspective of business relationships in different stages of start-up life cycle. The paper presents an in depth qualitative analysis based on two innovative Italian start-ups. The findings show the emergence of interconnected relationships that allow a start up to access to different kind of resources in order to develop its business. This process of evolution requires a network embedded approach that suggests start-ups to consider users’ needs and preferences, as well as the relevant role of different business partners.
Lingua originaleEnglish
Titolo della pubblicazione ospite32nd- IMP Conference Proceedings
Numero di pagine35
Stato di pubblicazionePubblicato - 2016
Evento32nd- IMP Conference - Poznan (Poland)
Durata: 30 ago 20163 set 2016


Convegno32nd- IMP Conference
CittàPoznan (Poland)


  • business model
  • business relationships
  • network approach
  • start up life cycle


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