Small and medium enterprises' collaborations with universities for new product development : An analysis of the different phases

Purpose – The aim of this paper is to investigate how small and medium-sized enterprises (SMEs) can engage in collaborations with universities in different phases of the new product development process, taking into account the peculiarities of SMEs. Design/methodology/approach – This paper combines a qualitative methodology (five SME case studies) with a quantitative one (a survey of 28 SMEs). The quantitative data are used to support the preliminary results obtained through the qualitative analysis. Findings – SMEs engage in collaborations with universities following a progressive model; from the easiest collaborations during the testing phase to more complex collaborations during the research phase. In this way, SMEs establish a trust-based relationship with universities. Furthermore, technology management capabilities and project management capabilities are crucial prerequisites for managing complex forms of collaboration with universities. Practical implications – SME managers should be aware of the difficulties associated with complex collaborations. They can overcome such problems by adopting a progressive collaboration model as well by as developing project management and technology management capabilities. Originality/value – The paper offers new insights on how to deepen the important topic of how SMEs can manage and develop their relationships with universities.