An integrated view on managing business development in organizations
Authors: Jean-Paul Peronard
Issue: 2022, Vol. 8
Abstract
Although business development (BD) is a well-established industry concept and a prerequisite for the growth and competitiveness of firms, it has only attracted moderate scholarly attention over the years, and a comprehensive understanding of the BD concept is needed. The purpose of this paper is to review the concept of BD using different theoretical perspectives and integrating these into a logical and coherent framework that can successfully guide developers and researchers in making strategic decisions for resource allocation. It is shown that the theoretical understanding of BD is broad and fragmented and rest on different assumptions. To understand the full advantages and possible limits of the concept, this article draws on management and marketing theory to further develop the concept. More specifically, a framework is developed that consists of four strategic modes of development for better understanding the organization of BD. Furthermore, the implications for management and learning are discussed.
Keywords: Business development, conceptualizing, strategic framework, learning.
To download the article, please click on the PDF file or read on this page below:
Authors: Jean-Paul Peronard
Issue: 2022, Vol. 8
Abstract
Although business development (BD) is a well-established industry concept and a prerequisite for the growth and competitiveness of firms, it has only attracted moderate scholarly attention over the years, and a comprehensive understanding of the BD concept is needed. The purpose of this paper is to review the concept of BD using different theoretical perspectives and integrating these into a logical and coherent framework that can successfully guide developers and researchers in making strategic decisions for resource allocation. It is shown that the theoretical understanding of BD is broad and fragmented and rest on different assumptions. To understand the full advantages and possible limits of the concept, this article draws on management and marketing theory to further develop the concept. More specifically, a framework is developed that consists of four strategic modes of development for better understanding the organization of BD. Furthermore, the implications for management and learning are discussed.
Keywords: Business development, conceptualizing, strategic framework, learning.
To download the article, please click on the PDF file or read on this page below:

An integrated view on managing business development in organizations by Jean-Paul Peronard-paul_peronard.pdf |