{"title":"The ambivalent influence of a business developer's social ties in a multinational company","authors":"F. Simon, A. Tellier","doi":"10.1504/IJEIM.2018.10010674","DOIUrl":null,"url":null,"abstract":"The aim of this article is to determine how business developers overcome the challenge of developing new opportunities in multinationals by using their personal networks. Our study addresses a new activity development project that began in 2005 at the French R&D centre of NXP, one of the leading producers of semiconductors. In 2011, this project was established in a new company. By using primary and secondary data, we describe the resources a business developer managed to access through his personal and professional network between 2006 and 2014 and the obstacles that hampered his efforts. We demonstrate that the business developer's personal network was useful in acquiring new ideas and getting people involved in the project. However, the MNC may have prevented the business developer from developing a network adequate to secure financing for the project.","PeriodicalId":52480,"journal":{"name":"International Journal of Entrepreneurship and Innovation Management","volume":"22 1","pages":"166-187"},"PeriodicalIF":0.0000,"publicationDate":"2018-02-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"International Journal of Entrepreneurship and Innovation Management","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1504/IJEIM.2018.10010674","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q3","JCRName":"Economics, Econometrics and Finance","Score":null,"Total":0}
引用次数: 0
Abstract
The aim of this article is to determine how business developers overcome the challenge of developing new opportunities in multinationals by using their personal networks. Our study addresses a new activity development project that began in 2005 at the French R&D centre of NXP, one of the leading producers of semiconductors. In 2011, this project was established in a new company. By using primary and secondary data, we describe the resources a business developer managed to access through his personal and professional network between 2006 and 2014 and the obstacles that hampered his efforts. We demonstrate that the business developer's personal network was useful in acquiring new ideas and getting people involved in the project. However, the MNC may have prevented the business developer from developing a network adequate to secure financing for the project.
期刊介绍：
IJEIM provides a refereed and authoritative source of information and international forum in the field of entrepreneurship and innovation management and related topics. It offers an interface between entrepreneurship and innovation, as well as business corporate strategy and government economic policy. The journal is supported by the International Society for Professional Innovation Management (ISPIM). Topics covered include Corporate innovation restructuring Managing/leading fast-paced high-tech start-ups Intrapreneurship/corporate venturing International aspects of entrepreneurship Entrepreneurship in economic development New business incubators, networks, technology parks, etc Government policies Venture capital, government funds/grants Technological/organisational innovation Strategic cooperation among SMEs Case studies, lessons learnt Strategy development/implementation where high-tech/market risk Innovation, technopreneurship, licensing/franchising Marketing of innovations/by entrepreneurs Cross-cultural management.
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