Startups that partner concurrently with a large corporation must compete for the latter's attention. We extend the attention-based view from an intraorganizational to an interorganizational context, exploring how startups differ in the amount of attention they receive, their actions to attract and sustain attention, and the impact of attention dynamics on the relational outcome of the partnership. Our research uncovers two separate contests for attention involving corporate and divisional managers, highlighting the distributed nature of attention. Reflecting these, our findings reveal how startups' responsiveness to the respective cognitive schemas and corresponding stimuli of corporate and divisional managers is critical to understanding their distinct relational trajectories and disparate outcomes. Our focus on attention is complementary to the focus on trust that has hitherto dominated research on relational dynamics.

中文翻译：

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企业与初创企业合作：探索不对称环境中的注意力动态和关系结果

与大公司同时合作的初创公司必须争夺后者的注意力。我们将基于注意力的观点从组织内扩展到组织间环境，探讨初创企业在获得的注意力数量、吸引和维持注意力的行为以及注意力动态对合作伙伴关系结果的影响方面有何不同。我们的研究揭示了涉及公司和部门经理的两场不同的注意力争夺战，凸显了注意力的分散性。反映这些，我们的研究结果揭示了初创公司对公司和部门经理各自的认知模式和相应刺激的反应对于理解他们独特的关系轨迹和不同的结果至关重要。我们对注意力的关注与迄今为止主导关系动态研究的对信任的关注是互补的。