Accelerating Sales in Start‐Ups: A Domain Planning, Network Reliance, and Resource Complementary Perspective
研究高科技初创企业创始人如何通过不同领域的规划（市场规划与技术规划）以及依赖网络资源来加速首次销售成功，发现市场规划会延长销售时间，而技术规划则缩短销售时间，且网络依赖能同时补充两种规划并减少销售时间。
Business planning is central to entrepreneurship and of immense interest in explaining venture development. This study investigates how planning in different functional domains, and network reliance for domain planning, relate to speed of initial sales success. Drawing from a sample of founders in the high-technology sector, we find differential planning effects—market planning lengthens the time to sales whereas technology planning reduces time to sales. Further, we find that founders' reliance on network sources of help for market planning, relative to solo planning, simultaneously complements both market and technology planning and reduces time to sales. Our findings illustrate domain planning, network reliance, and resource complementarities as important to venture development.