Client adaptiveness in entrepreneurship and its effect on sustained competitive advantage in project-orientated service firms

Salunke, Sandeep (2012) Client adaptiveness in entrepreneurship and its effect on sustained competitive advantage in project-orientated service firms. In Zacharakis, A., Carter , S., Gruber , M., leleux , B., Corbett , A., Honig, B., et al. (Eds.) Frontiers of Entrepreneurship Research : Proceedings of the 31st Annual Entrepreneurship Research Conference, Babson College, Arthur M. Blank Center for Entrepreneurship, Syracuse, New York, p. 622.

Published Version (PDF 87kB)
[img] Scholarly Evidence (PDF 494kB)
Administrators only | Request a copy from author

View at publisher (open access)


Important differences exist in how service firms operate in comparison with manufacturing firms (c.f. Johne & Storey, 1998; Tether, 2002). Despite these significant differences, not much is known whether these differences extrapolate to entrepreneurship in the services industry. This study seeks to address this gap by investigating how value creation occurs when project-oriented firms1 adopt client adaptiveness as part of their entrepreneurial posture. Specifically, we examine the effect of client adaptiveness on sustained competitive advantage. Client adaptiveness is conceptualized as the extent to which an organization engages in identifying and responding to perceived client needs and wants which reflects the service firm’s propensity to dynamically synchronize with the project/client requirements.

Impact and interest:

Search Google Scholar™

Citation counts are sourced monthly from Scopus and Web of Science® citation databases.

These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.

Citations counts from the Google Scholar™ indexing service can be viewed at the linked Google Scholar™ search.

Full-text downloads:

25 since deposited on 09 Oct 2012
5 in the past twelve months

Full-text downloads displays the total number of times this work’s files (e.g., a PDF) have been downloaded from QUT ePrints as well as the number of downloads in the previous 365 days. The count includes downloads for all files if a work has more than one.

ID Code: 54015
Item Type: Conference Paper
Refereed: No
Keywords: Adaptiveness, Competitive Advantage , Entrepreneurship, Project-orientated Service Firms
ISBN: 0910897344
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
Current > Schools > School of Management
Copyright Owner: Copyright 2012 [please consult the author]
Deposited On: 09 Oct 2012 04:38
Last Modified: 11 Oct 2012 04:11

Export: EndNote | Dublin Core | BibTeX

Repository Staff Only: item control page