Internationalization of Spin off From the Perspective of Its Client Capital

Abstract

This paper analyses in detail the influence of customer relationships on the internationalization of university spin-offs. Relational capital is a source of sustainable competitive advantage for these types of companies given the innovation and technological development they generate. From the background, a management model has been designed and implemented to conclude that customer relations exert a positive influence on the internationalization of university spin-off. The perceived satisfaction of customers has a special incidence, and moreover, it is important to have a wide portfolio of them establishing strong links. It will provide information about their needs and may affect their loyalty.