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http://ssrn.com/abstract=1372328
 
 

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Catalyzing Strategies: How Entrepreneurs Accelerate Inter-Organizational Relationship Formation to Secure Professional Investments


Benjamin L. Hallen


London Business School

Kathleen M. Eisenhardt


Stanford University - Management Science & Engineering

May 5, 2008


Abstract:     
Although network ties are crucial for firm performance, the strategies by which executives actually form ties are relatively unexplored. In this study, we introduce a new construct, tie formation efficiency, and clarify its importance for superior network outcomes. Building on fieldwork in 9 Internet security ventures seeking investment ties, we unexpectedly identify two equifinal paths for how executives form ties efficiently. One relies on existing strong direct ties and is only available to privileged firms. The other relies on a second new concept, catalyzing strategy, by which executives advantageously shape opportunities and inducements to form ties, and is available to many firms. Overall, we add insights to the network and signaling literatures, and to the nascent literature on how strategic action, especially by low-power actors such as entrepreneurs, shapes critical network outcomes.

Keywords: Entrepreneurship, Venture Capital, Social Networks

JEL Classification: M13, G24

working papers series


Not Available For Download

Date posted: April 3, 2009 ; Last revised: January 23, 2012

Suggested Citation

Hallen, Benjamin L. and Eisenhardt, Kathleen M., Catalyzing Strategies: How Entrepreneurs Accelerate Inter-Organizational Relationship Formation to Secure Professional Investments (May 5, 2008). Available at SSRN: http://ssrn.com/abstract=1372328 or http://dx.doi.org/10.2139/ssrn.1372328

Contact Information

Benjamin L. Hallen (Contact Author)
London Business School ( email )
Sussex Place
Regent's Park
London, London NW1 4SA
United Kingdom
Kathleen M. Eisenhardt
Stanford University - Management Science & Engineering ( email )
473 Via Ortega
Stanford, CA 94305-9025
United States
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