Entering and developing a service network

Sheena Leek, Louise Canning

Research output: Contribution to journalArticle

7 Citations (Scopus)


Purpose - This paper seeks to investigate the role of social capital in facilitating the entry of new business ventures into service networks. Design/methodology/approach - The empirical work is undertaken via case study-based research, featuring three service businesses, each entering and operating in a different marketplace. Findings - Results show that new service businesses are not necessarily able to draw on existing social capital in order to enter a business network and build relationships with potential customers and suppliers. Research limitations/implications - Future empirical work should re-examine the distinctions between the role and nature of social capital for new service businesses. Practical implications - The paper suggests how the new service entrepreneur might invest personal resources in networking to initiate relationships and build a network of customers and suppliers. Originality/value - The paper presents the little researched area of networking and relationship initiation as a means of developing social capital for new service businesses.
Original languageEnglish
Pages (from-to)58-66
Number of pages9
JournalJournal of Services Marketing
Issue number1
Publication statusPublished - 1 Jan 2011


  • Social networks
  • Entrepreneurs
  • Business formation
  • Channel relationships


Dive into the research topics of 'Entering and developing a service network'. Together they form a unique fingerprint.

Cite this