From supply to demand-driven opportunities : unravelling the role of the customer in opportunity identification processes

Salunke, Sandeep & Burgers, Henri (2012) From supply to demand-driven opportunities : unravelling the role of the customer in opportunity identification processes. In The Joint ACERE-DIANA International Entrepreneurship Conference, 31 January – 3 February 2012, University of Notre Dame, Fremantle, WA.

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Successful identification and exploitation of opportunities has been an area of interest to many entrepreneurship researchers. Since Shane and Venkataraman’s seminal work (e.g. Shane and Venkataraman, 2000; Shane, 2000), several scholars have theorised on how firms identify, nurture and develop opportunities. The majority of this literature has been devoted to understanding how entrepreneurs search for new applications of their technological base or discover opportunities based on prior knowledge (Zahra, 2008; Sarasvathy et al., 2003). In particular, knowledge about potential customer needs and problems that may present opportunities is vital (Webb et al., 2010). Whereas the role of prior knowledge of customer problems (Shane, 2003; Shepherd and DeTienne, 2005) and positioning oneself in a so-called knowledge corridor (Fiet, 1996) has been researched, the role of opportunity characteristics and their interaction with customer-related mechanisms that facilitate and hinder opportunity identification has received scant attention.

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ID Code: 48720
Item Type: Conference Paper
Refereed: Yes
Keywords: Supply Opportunities, Demand-driven Opportunities, Customer, Opportunity Identification Processes
ISBN: 9780646572673
Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > BUSINESS AND MANAGEMENT (150300) > Entrepreneurship (150304)
Divisions: Current > Research Centres > Australian Centre for Entrepreneurship
Current > QUT Faculties and Divisions > QUT Business School
Copyright Owner: Copyright 2012 [please consult the authors]
Deposited On: 16 Feb 2012 23:08
Last Modified: 17 Jul 2017 14:43

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