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 ISSN 1042-2587.

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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:	Date Event September 2013 Published
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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