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dc.contributor.authorCalignano, Giuseppe
dc.contributor.authorDe Siena, Luca
dc.coverage.spatialItalynb_NO
dc.date.accessioned2018-10-11T07:49:09Z
dc.date.available2018-10-11T07:49:09Z
dc.date.created2018-02-09T09:13:55Z
dc.date.issued2018-02
dc.identifier.citationCalignano, G(2018), “I want to shake your hand before …”: The role of clients, knowledge exchange and market dynamics in southern Italian software firms. Cogent Social Sciences. 4(1435604), pp. 1-18.nb_NO
dc.identifier.issn2331-1886
dc.identifier.urihttp://hdl.handle.net/11250/2567518
dc.description.abstractThis study aims to assess the importance of clients in multi-scalar networks leading to learning competence and knowledge exchange. Furthermore, the difficulties encountered by firms located in a peripheral and marginally innovative area in signing commercial agreements with partners located in distant regions are tackled. Our findings, based on qualitative interviews, reveal that clients are considered to be the most important partners by the founders, owners and professionals of software firms located in the marginally innovative province of Lecce (southeastern Italy). Furthermore, being located in a peripheral area is not seen as a limitation from the technical–infrastructural viewpoint thanks to the opportunity offered by new technologies (e.g. the Internet) and computer-mediated communications. Conversely, the contracting of business agreements with partners located in distant markets is negatively influenced by the geographical distance from potential clients due to the need for previous acquaintance or face-to-face contact engendering trust.nb_NO
dc.language.isoengnb_NO
dc.publisherCogent OAnb_NO
dc.relation.urihttps://www.cogentoa.com/article/10.1080/23311886.2018.1435604.pdf
dc.rightsNavngivelse 4.0 Internasjonal*
dc.rights.urihttp://creativecommons.org/licenses/by/4.0/deed.no*
dc.subjectøkonominb_NO
dc.subjectfinansnb_NO
dc.subjectinnovasjonnb_NO
dc.subjectItalianb_NO
dc.subjectknowledge flowsnb_NO
dc.subjectproximitynb_NO
dc.subjectperipheral areasnb_NO
dc.subjectICT sectornb_NO
dc.subjectsoftware firmsnb_NO
dc.title“I want to shake your hand before …”: The role of clients, knowledge exchange and market dynamics in southern Italian software firmsnb_NO
dc.typeJournal articlenb_NO
dc.typePeer reviewednb_NO
dc.description.versionpublishedVersionnb_NO
dc.rights.holder© 2018 The Author(s).nb_NO
dc.subject.nsiVDP::Samfunnsvitenskap: 200::Økonomi: 210nb_NO
dc.source.pagenumber1-18nb_NO
dc.source.volume4nb_NO
dc.source.journalCogent Social Sciencesnb_NO
dc.source.issue1435604nb_NO
dc.identifier.doi10.1080/23311886.2018.1435604
dc.identifier.cristin1563488
cristin.unitcode217,14,0,0
cristin.unitnameHandelshøgskolen ved UiS
cristin.ispublishedtrue
cristin.fulltextoriginal
cristin.qualitycode1


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