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The purpose of this paper is to explore the role of the entrepreneur in the knowledge transfer (KT) process of a start-up enterprise and the ways that role should change during the development phase to ensure mid-term business survival and growth.

An in-depth, qualitative case study of Birra Flea, an Italian Craft Brewery, is presented and analysed using Liyanage et al.’s (2009) framework to identify the key components of the KT process, including relevant knowledge, key actors, transfer steps and the criteria for assessing its effectiveness and success.

The entrepreneur played a fundamental and crucial role in the start-up process, acting as a selective and passionate broker for the KT process. As Birra Flea matures and moves into the development phase, the role of the entrepreneur as KT’s champion needs to be integrated and distributed throughout the organisation, with the entrepreneur serving as a performance controller.

This study enriches the knowledge management literature by applying a framework designed to provide a general description of KT, with some modifications, to a single case study to demonstrate its effectiveness in differentiating types of knowledge and outlining how KT can be configured to support essential business functions in an SME.

The analysis systematises the KT mechanisms that govern the start-up phase of an award-winning SME, with suggestions for how to manage KT during the development phase. Seldom are practitioners given insight into the mechanics of a successful SME start-up; this analysis serves as a practical guide for those wishing to implement effective KT strategies to emulate Birra Flea’s success.

The world’s economy thrives on SMEs, yet many fail as start-ups before they even have a chance to reach the development phase, presenting a motivation to study the early stages of SMEs. This study addresses that gap with an in-depth theoretical analysis of successful, effective KT processes in an SME, along with practical implications to enhance the knowledge, experience and skills of the actors that sustain these vital economic enterprises.

The outcome of this research is twofold. First of all, it gives the reader insight in the evolution of the main activities, and the growth pattern of two groups of surviving small and medium enterprise start‐ups: at the one hand “Vlerick”‐starters who have enjoyed management training at the Centre of SMEs at De Vlerick School voor Management (Belgium), and at the other hand a group of “Others” who have not. Second, some of the research findings reveal clear evidence for the relationship between entrepreneurial characteristics and managerial techniques, planning skills and the business growth pattern of the enterprises of both groups. Even so, certain combinations pointing towards the likely catalysing effect of management training on growth‐related entrepreneurial and managerial attitudes and towards the influence of those attitudinal differences on planning skills and the enterprise growth pattern were identified. Throughout the paper explanatory value of interrelations between : sets of entrepreneurial and managerial qualifications; planning attitudes; and business survival and growth rates of starting SMEs is sufficiently established.

A growing number of companies are measuring the sustainability performance of their businesses. Some companies are using pre‐existing sustainability indicator systems to assess their performance. Other companies are looking beyond measurement of impacts to create their own system of indicators to measure sustainability. Formulating relevant indicators of sustainability performance is a difficult task for any organization, but especially for small/medium enterprises (SMEs) that often lack financial, knowledge, and labor resources. The purpose of this paper is to consider two different sustainability assessment approaches undertaken by a single case study company, a start‐up SME.

The authors developed a method for an SME, Ecologic Designs, Inc., a self‐identified green business that reclaims materials to make bags and accessories, to create its own sustainability indicators without outside expert help. This research chronicles the struggles and triumphs of the SME in measuring its sustainability performance using a pre‐existing system and then using the developed method.

The SME's managers applied the developed method to create, select, and weight sustainability indicators to help answer a strategic planning decision – where to locate operations and facilities in an expanding supply chain.

The paper describes the struggles and triumphs of a start‐up SME in measuring its sustainability performance using a pre‐existing system and then using the developed method.

The purpose of this paper is to propose policy suggestions for the financing of small and medium enterprises (SMEs) in the Asia-Pacific region. Recent literature suggests that lack of capital is the most severe constraint for SME survival and growth. Enabling policymakers to assist SMEs in their search for financing will boost economic growth.

The methodology includes both quantitative and qualitative components. Current World Bank data on the strength of various financial institutions in the countries of interest is analyzed to discover areas of improvement. Additionally, 32 experts from East and South Asia were interviewed several times to determine areas of concern in financing SMEs. Their responses and the evidence from the World Bank data form the basis of the policy prescriptions in the paper.

Financing is a critical constraint for SMEs for several reasons. Many SME owners do not manage working capital effectively, information asymmetry between banks and SMEs retards the loan application and approval process, and underdeveloped equity markets deny SMEs future growth opportunities. Policymakers can ameliorate conditions by serving as facilitators and communicators; governments should not provide financing directly if possible.

It is hoped and expected that the policy prescriptions offered herein will enhance the growth and survival prospects of SMES, thereby creating more employment, innovation, and economic growth.

The main contribution of this work is its scope. While the financing of SMEs is a familiar topic, the review of issues and policies in East and South Asia, and their distillation into practical advice for officialdom, is what makes this manuscript unique.

The present article aims to investigate the quality of the relationships in a business partnership for a project in Medtech field and the components that most influence them, with special attention to relational capabilities (RCs). Dyadic relationships and mainly RCs are considered critical factors for the success of a partnership.

A case study was used to evaluate the influence of RC on the progress of an alliance between a start-up and a small and medium scale enterprise (SME). The evaluation is performed using a questionnaire. To highlight such progress, the same questions were asked at the start of the partnership and one year later. The results were compared to analyse the improvement of RC and draw conclusions on the correlation between RC and alliance performance.

The method adopted allowed for a clear identification of the criticalities of the partnership. The authors found evidence that poor RCs lead to confusion, a sense of exclusion and a lack of collaboration amongst members. Results confirmed that increased RC and aligning the allies' capabilities positively affect the alliance's performance.

Exogenous variables influencing the partnership's progress were not included in the present study. Future research may consider them.

Limited prior research is available on collaboration between SME and start-ups. The present authors aim to investigate the topic further, investigating RCs between firms. The article is also a starting point for future case study comparisons.

The purpose of this paper is to analyze the objectives, tenants, spaces and services of different business center concepts and test whether the existing classifications in literature and in the real estate market draw on significantly different concepts.

After a literature review, data on business centers were collected with a questionnaire among owners/mangers of 139 business centers in the Netherlands. The existing business center concepts are examined whether these concepts are significantly different, using bivariate analyses.

The findings of this study give insight into the business center market, the existing business center concepts and (dis)similarities between the concepts. Although many dissimilarities were found between the business center concepts, like offered services, social spaces and contractual agreements, findings show that the four business center concepts can be offered in similar objects.

New ideas about working and the work environment have caused the business center market to become more differentiated. Some studies have attempted to classify the business center market into several categories or analyzed in detail one specific business center concept. However, these studies did not describe in detail the differences between the concepts. Also there is hardly any empirical research on this sector. This paper addresses gaps in previous research on business centers and demonstrates that there are significant (dis)similarities between the existing business center concepts.

Entrepreneurship across sectors has been impacted by the paradigm of open innovation in the last few decades. Although Open Innovation is argued to impact firm performance the strategic building blocks of open innovation are not discussed in the prior literature. This study aims to conceptualize open innovation and identify the antecedents and outcomes of open innovation.

Using a qualitative study based on open-ended essays solicited from 47 SMEs and startups based out in Europe and the USA, the authors propose an overarching conceptual framework using a theoretical sampling approach adopted to establish data saturation and data analysis was carried out using thematic coding. Market place evidence was used for triangulation of the authors’ research framework and to establish the validity of the constructs.

Building on the entrepreneurial bricolage theory, this study proposes bricolage and Platformization of innovations as antecedents to open innovation. The study also conceptualizes open innovation by identifying three underlying dimensions for open innovation. Next, the study proposes a positive association between open innovation and firm performance. Finally, the authors discuss relevant implications with future research directions of the study.

The practical implication is the development of a sustained competitive advantage enhancing framework for entrepreneurial ventures with the help of open innovation.

With the application of the developed framework for the entrepreneurial ventures, a set of strategic activities related to open innovation can be proposed that would help these ventures to enhance their innovation and marketing capabilities, thereby helping them with a sustained competitive advantage. The present study would also help the policymakers to frame policies that help the firms with a shift toward open innovation.

The purpose of this research is to outline the preliminary results of an empirical investigation into access to finance and related issues, as experienced by SME owner/managers in the UK and in China.

The authors employed a telephone survey involving a sample of SME owner/managers operating in the UK and in China. A detailed, semi‐structured questionnaire was administered to a selected sample of 32 matched SMEs. The survey requested quantitative and qualitative information on sources of finance, both preferred and actually used by owner/managers, during three stages in their firm's business cycle: at start up, after two years and over the next five years.

Evidence suggests that there are similarities as well as differences between SME financing in the UK and in China. In terms of initial (start‐up) funding, a large proportion of respondents relied exclusively on financial support from their immediate family. After two years in business, respondents exhibited a higher reliance on own savings and the financial support of bank and other financial institutions. At the end of five years of uninterrupted economic activity, most of the owner/managers in the UK sample relied for their borrowing needs primarily on financial institutions and to a lesser extent upon their own savings. In contrast, owner/managers in China depended mainly upon financial support from their immediate family and to a lesser extent on financial institutions.

The sample for this research study is both small and selective. It is not meant to represent a random or statistically significant selection of either the UK or Chinese SME sectors.

The financing preferences of owner/managers in the sample have been influenced by their perception of the relative strength and weaknesses of domestic finance infrastructures. The results of this research study is indicative of SME owner/managers' financing needs, attitudes and perception. Future developments and the strengthening of the legal and financial infrastructure in China could significantly reduce the comparative gap between owner/manager preferences in these two countries.

The purpose of this paper is to explore the potential of a collaborative organisational development and learning (OD/L) programme for small and medium-sized enterprise’s (SME’s) and micro businesses (MB) to contribute towards business resilience and sustainability.

This is an ethnographic case study that utilised an iterative interpretative approach to data collection and analysis, which was conducted around key OD/L interventions.

The findings demonstrate that the provision of an OD/L programme that focused on collaboration and learning, had both an immediate positive effect on business owners and long term effect in relation to business confidence, clarity, and action.

The limitations of this study relate to the fact that the sample population is small so that the findings are not generalisable, and some of the challenges faced by SME business owners may be confined to socially deprived rural locations. Future research could focus on replicating the designed OD/L programme, or aspects of it, and a longitudinal study could be conducted over time.

The practical implications of this study are that it gives direction for those designing support for SME/MB’s to include tried and proven OD/L interventions.

The social implications include that by demonstrating targeted support to SME business owners in socially deprived areas, the potential for growth in terms of survival and flourishing are increased and economic regeneration is positively influenced.

There are few studies in this area, the OD/L programme highlights that collaboration, and sustainable actions to develop resilience, have a part to play in supporting the SME/MB population, and a contribution to make towards a more buoyant economy.

To understand the goals and key performance indicators of online social media marketing and the primary drivers of interaction in a social community. To analyze the challenges faced by the team during the launch of the new digital platform National Bank of Fujairah (NBF) Connect, interacting with an already online present small- and medium-sized enterprise (SME) community. To analyze the concept of community marketing in an emerging country and appreciate the value of digital platforms in customer relationship management. To identify and critically evaluate insights on which ideas for marketing communication activities for NBF Connect can be built upon. To build an operational plan for NBF Connect customer engagement on online social communities.

In 2020, NBF launched a new digital platform for SMEs in the United Arab Emirates (UAE) called “NBF Connect” with the purpose of redefining banking services for the small businesses sector. The digitalization wave in the UAE was revolutionizing various industry sectors. The global banking industry was already impacted by digitalization and some banks in the UAE, especially in the retail segment (Emirates NBD, 2017), had already introduced many technology-led innovations bringing more effectiveness in the processes and better customer experience. However, the SME banking segment was lagging in terms of innovation. In 2020, the COVID-19 pandemic situation, with compulsory lockdowns and social distancing, changed the way of doing business for entire industries and increased the pressure on banks for the provisioning of new digital products. Rose joined NBF in the first part of 2020 as Product Owner of the project NBF Connect. The new digital platform was ideated by NBF to be differentiated from other banking products. It was co-created with insights from and regular interaction with the SME community. After the deployment of the first version of the platform in April 2020, Rose realized that the user adoption and commercial results were below par. Over the next three months, only a few users were using the platform with shallow interactions. This case study looks at Rose’s journey as NBF refined and evolved its SME banking platform, including developing and positioning the digital platform in the market, identifying competitive advantages and developing the right commercial strategy to monetize NBF’s investment in the digital platform’s development.

Students are expected to have knowledge of the issues relevant to marketing and communication management, product management and business development.

Teaching Notes are available for educators only.

CSS 8: Marketing