The role of customer and user knowledge in internal corporate venturing: the viewpoint of the corporate entrepreneur
by Thomas Abrell; Markus Durstewitz
International Journal of Technology Management (IJTM), Vol. 71, No. 3/4, 2016

Abstract: To meet the challenge of continuous innovation, established corporations turn to entrepreneurial innovation, for which one of the success factors is working with customers and users and using their knowledge. This study contributes to the body of knowledge by addressing the role of customer knowledge and user knowledge in early internal corporate venturing projects in business-to-business (B2B) firms. We conducted a single case study with five sub-cases in a large European manufacturing corporation. Our contributions are two-fold: First, we show that the characteristics of the B2B manufacturing industry prevent tacit customer knowledge from being acquired in the early stage of internal corporate venturing, so corporate entrepreneurs must rely on explicit customer knowledge. Second, we find a difference between user corporate entrepreneurs with personal user backgrounds and developer corporate entrepreneurs, who do not consider user knowledge important. We find first evidence of user entrepreneurship in the early stage of internal corporate venturing.

Online publication date: Wed, 24-Aug-2016

The full text of this article is only available to individual subscribers or to users at subscribing institutions.

Existing subscribers:
Go to Inderscience Online Journals to access the Full Text of this article.

Pay per view:
If you are not a subscriber and you just want to read the full contents of this article, buy online access here.

Complimentary Subscribers, Editors or Members of the Editorial Board of the International Journal of Technology Management (IJTM):
Login with your Inderscience username and password:

    Username:        Password:         

Forgotten your password?

Want to subscribe?
A subscription gives you complete access to all articles in the current issue, as well as to all articles in the previous three years (where applicable). See our Orders page to subscribe.

If you still need assistance, please email