Title :
How can executives/entrepreneurs in small to medium sized software enterprises leverage partnerships with large firms?
Author :
Lee, Kyootai ; Joshi, Kailash
Author_Institution :
Sch. of Technol. Manage., UNIST, Ulsan, South Korea
Abstract :
The business partnerships between small to medium sized software enterprises (SMSEs) and large IT vendors are prevalent today. In this paper, we empirically identified the factors that improve SMSEs´ partnership performance and motivate them to retain their partnership based on interviews with and a survey of C level executives of SMSEs. We found that SMSEs´ partnership performance and intention to retain the partnership are influenced by normative, technological, and managerial factors. Based on these results, we provided a set of managerial guidelines that can be useful for executives and entrepreneurs in SMSEs.
Keywords :
DP industry; innovation management; small-to-medium enterprises; software houses; C level executives; IT vendors; business partnerships; entrepreneurship; managerial factors; normative factors; partnerships; small to medium sized software enterprises; technological factors; Companies; Interviews; Lead; Procurement; Software; Training;
Conference_Titel :
Technology Management Conference (ITMC), 2011 IEEE International
Conference_Location :
San Jose, CA
Print_ISBN :
978-1-61284-951-5
DOI :
10.1109/ITMC.2011.5995996
