Dynamic capability emergence in the venture creation process

This article explores dynamic capability formation in new ventures examining technology commercialization at the microlevel of entrepreneurs' actions and decisions. The research reflects a longitudinal, qualitative, multi-case study design to build theory. Findings reveal two interdependent micro-level patterns that reflect dynamic entrepreneurial capabilities. First, prospecting problems or the capacity to identify problems in industrial settings that a commercially untried technology might solve. Second, openly sharing technological features with prospective customers in order to jointly design prototype products. Revealing technology helped ensure new venture survival in contrast with conventional wisdom that links firm survival to the insulation and protection of technology. Moreover, micro-level patterns shaped macro-level change in venture/customer dyads and in related customer' industries.