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Exploring the role of trust in the deal-making process for early-stage technology ventures

Scarbrough, H., Swan, J., Amaeshi, K. & Briggs, T. (2013). Exploring the role of trust in the deal-making process for early-stage technology ventures. Entrepreneurship: Theory and Practice, 37(5), pp. 1203-1228. doi: 10.1111/etap.12031


The deal-making process requires entrepreneurial actors to create and maintain wide networks of weak ties while simultaneously developing stronger collaborative ties that will enable opportunities to be realized. We currently lack an adequate account of how these activities are integrated by deal-makers under conditions of risk and uncertainty. In an empirical study of deal making in early-stage technology ventures, we find that deal-makers rely on different forms of trust in the early and later phases. Based on this study, we develop a process model and propositions on the role of trust in integrating strong and weak ties in deal making.

Publication Type: Article
Additional Information: This is the peer reviewed version of the following article: Scarbrough, H., Swan, J., Amaeshi, K. and Briggs, T. (2013), Exploring the Role of Trust in the Deal-Making Process for Early-Stage Technology Ventures. Entrepreneurship Theory and Practice, 37: 1203–1228., which has been published in final form at This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Self-Archiving.
Subjects: H Social Sciences > HB Economic Theory
Departments: Bayes Business School > Management
Text - Accepted Version
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