A Dynamic Perspective
Edited by Alain Fayolle, Sarah L. Jack, Wadid Lamine and Didier Chabaud
In order to contribute to research on the process aspect of entrepreneurial networks, the present chapter addresses how start-ups can overcome the loss of all their customer relationships through repositioning. The chapter is based on a qualitative case-study methodology and, from the case study, a pattern of repositioning is observed. Repositioning occurs through looking backwards and forwards. It is the combination of utilizing similar structural networking patterns as earlier, together with updated projections of the future, that enables the start-up firm to see opportunities for relationship initiation and repositioning in the present.
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