hh.sePublications
Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Entrepreneurs Searching for Scalable Business Models: The Barriers of the Customer Development Process
Halmstad University, School of Business, Engineering and Science, Centre for Innovation, Entrepreneurship and Learning Research (CIEL).
Chalmers University of Technology, Gothenburg, Sweden.
Chalmers University of Technology, Gothenburg, Sweden.
Chalmers University of Technology, Gothenburg, Sweden.
Show others and affiliations
2015 (English)In: Australian Centre for Entrepreneurship Research Exchange Conference 2015, 3-6 February 2015 Adelaide, South Australia: Conference Proceedings / [ed] Per Davidsson, Queensland, Australia: Queensland University of Technology , 2015, 396-411 p.Conference paper, Published paper (Refereed)
Abstract [en]

This paper identifies and analyzes barriers startups encounter when following the Lean Startup approach, i.e. the Customer Development process during the initial phase of identifying and validating a business model. In an action research setting, we mentored and interviewed eleven startups enrolled in a business development program called “Born Global” running 7-10 months. For the barrier prior experience, entrepreneurs who had previously encountered failure, had a long period of unsuccessful work, or had heard about Customer Development previously were more likely to follow the process. A main finding was that the entrepreneurs were busy and lacked time and/or money. Deeper reasons included team conflicts, lock-in to an earlier business model by means of a business plan and boards intent of following the old business plan. The lock-in to the old business model can be explained that several startups had gotten a first round of funding based on a flawed business plan.

Place, publisher, year, edition, pages
Queensland, Australia: Queensland University of Technology , 2015. 396-411 p.
Keyword [en]
Lean startup, customer development, real world entrepreneurs
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hh:diva-30127ISBN: 978-0-646-93378-8 OAI: oai:DiVA.org:hh-30127DiVA: diva2:890339
Conference
Australian Center for Entrepreneurship Exchange (ACERE) 2015, 3-6 February 2015, Adelaide Australia
Projects
Born Global
Available from: 2016-01-03 Created: 2016-01-03 Last updated: 2016-12-01Bibliographically approved

Open Access in DiVA

No full text

Other links

Download proceeding

Search in DiVA

By author/editor
Holmén, Magnus
By organisation
Centre for Innovation, Entrepreneurship and Learning Research (CIEL)
Business Administration

Search outside of DiVA

GoogleGoogle Scholar

isbn
urn-nbn

Altmetric score

isbn
urn-nbn
Total: 383 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf