New business development processes in small and medium-sized enterprises : A multiple case study about new business development processes in two different companies.

Gijsberts, S. (2016) New business development processes in small and medium-sized enterprises : A multiple case study about new business development processes in two different companies.

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Abstract:Abstract It is crucial to develop new business opportunities in order to compete with other firms and to survive in the market. The process of new business development (NBD) can be systematic with the use of systematic business models. On the other hand, NBD can also be a non-systematic process. In this case firms rely on non-systematic methods such as bricolage or even gut feeling. Especially SME’s are not able to use a systematic approach in order to develop new opportunities and rely on bricolage which can be defined as making do by applying combinations of resources at hand to new problems and opportunities. Therefore, the main focus of this study is on NBD in SMEs when the systematic tools are not available. For the execution of this study a multiple case study is applied to observe two NBD practices at two different SME’s have been studied and documented. The research has led to conclusion that the process of NBD used in both firms can be characterized as typical bricolage. Both companies use an approach uses all available resources disregarding major limitations. Also, they use existing resources combined and even recombine in order to solve problems. The firms as well use resources at hand, such as skills and ideas. Comparing the process of the two firms in NBD leads to the conclusion that the bricolage approach is not effective for all NBD opportunities. The typical bricolage characteristics, do job with resources at hand were seen in both cases. In both cases all available resources were used disregarding major limitations. Comparing the process of NBD in both cases lead to the conclusion that the bricolage approach is not effective for all NBD opportunities. In both cases the bricolage approach resulted in different outcomes. One of the companies involved in this study was more successful in NBD while using the bricolage approach than the other.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:http://purl.utwente.nl/essays/72106
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