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Exploring the role of trust in the deal-making process for early-stage technology ventures
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Scarbrough, Harry, Swan, Jacky, Amaeshi, Kenneth and Briggs, Tony (2013) Exploring the role of trust in the deal-making process for early-stage technology ventures. Entrepreneurship Theory and Practice , Volume 37 (Number 5). pp. 1203-1228. doi:10.1111/etap.12031
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Official URL: http://dx.doi.org/10.1111/etap.12031
Abstract
The deal-making process requires entrepreneurial actors to create and maintain wide networks of weak ties while simultaneously developing stronger collaborative ties that will enable opportunities to be realized. We currently lack an adequate account of how these activities are integrated by deal-makers under conditions of risk and uncertainty. In an empirical study of deal making in early-stage technology ventures, we find that deal-makers rely on different forms of trust in the early and later phases. Based on this study, we develop a process model and propositions on the role of trust in integrating strong and weak ties in deal making.
| Item Type: | Journal Article | ||||
|---|---|---|---|---|---|
| Divisions: | Faculty of Social Sciences > Warwick Business School | ||||
| Journal or Publication Title: | Entrepreneurship Theory and Practice | ||||
| Publisher: | Wiley-Blackwell Publishing Ltd. | ||||
| ISSN: | 1042-2587 | ||||
| Official Date: | September 2013 | ||||
| Dates: |
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| Volume: | Volume 37 | ||||
| Number: | Number 5 | ||||
| Page Range: | pp. 1203-1228 | ||||
| DOI: | 10.1111/etap.12031 | ||||
| Status: | Peer Reviewed | ||||
| Publication Status: | Published | ||||
| Access rights to Published version: | Restricted or Subscription Access |
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