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Meaning is in the eye of the beholder: Reconciling business model design with customer meaning-making 意义在眼中:商业模式设计与客户意义创造之间的协调
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-10-31 DOI: 10.1016/j.lrp.2024.102484
Silvia Sanasi , Federico Artusi , Emilio Bellini , Antonio Ghezzi
To remain competitive in a shifting sociocultural landscape, firms often introduce new meanings—new reasons why customers use their products or services—that must be embedded into their strategy. However, customers are active participants in value creation processes, rather than passive recipients. This is especially true in services, where value is created in the interaction between provider and consumer. When designing business models, firms must thus consider customers’ meaning-making activities, which are highly subjective and influenced by cultural frames and personal characteristics. Yet, the business model literature has largely overlooked how firms design business models to articulate new meanings and shape customer perceptions. In this study, we explore the role of business model design in determining how firms articulate new meanings that customers subsequently perceive. We present a comparative case study of two store concepts developed by the same entrepreneur, both introducing the same new meanings. Through in-depth interviews with the founder and CEO, in-store observations, and archival data, we analyze their strategy for introducing new meanings. Additionally, we apply topic modeling to online reviews to examine how customers interpreted these new meanings. Our findings suggest that firms can shape customer perceptions of new meanings through business model design, particularly by leveraging value creation mechanisms tied to value delivery. This study enriches the business model design literature and connects it to the innovation of meaning discourse. It also offers practitioners insights into how to use firm strategy to convey intended meanings to customers.
为了在不断变化的社会文化环境中保持竞争力,企业往往会引入新的意义--客户使用其产品或服务的新理由--这些意义必须融入企业的战略之中。然而,客户是价值创造过程的积极参与者,而不是被动的接受者。这一点在服务业尤为明显,因为价值是在服务提供商与消费者之间的互动中创造的。因此,在设计商业模式时,企业必须考虑客户的意义创造活动,这些活动具有高度主观性,并受到文化框架和个人特征的影响。然而,商业模式文献在很大程度上忽视了企业如何通过设计商业模式来表达新的意义和塑造顾客的认知。在本研究中,我们探讨了商业模式设计在决定企业如何表达客户随后感知到的新意义中的作用。我们对同一企业家开发的两个商店概念进行了比较案例研究,这两个概念都引入了相同的新含义。通过对创始人和首席执行官的深入访谈、店内观察和档案数据,我们分析了他们引入新含义的策略。此外,我们还对在线评论进行了主题建模,以研究顾客是如何解释这些新含义的。我们的研究结果表明,企业可以通过商业模式设计,特别是利用与价值交付相关的价值创造机制,来塑造顾客对新含义的认知。这项研究丰富了商业模式设计文献,并将其与意义创新论述联系起来。它还为从业者提供了如何利用企业战略向客户传达预期意义的见解。
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引用次数: 0
Too much of a good thing: Addressing the shape of relationship between positive media sentiment and IPO performance 好事多磨:探讨媒体正面情绪与 IPO 表现之间的关系形式
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-10-20 DOI: 10.1016/j.lrp.2024.102483
Jiaju Yan , Lei Xu , Rhonda K. Reger , Codou Samba
The influence of mass media sentiment on the IPO performance of newly listed firms has received increasing research attention in management and entrepreneurship research. However, prior literature assumes the beneficial role of positive media sentiment in investors’ evaluation of the firm yet overlooks the potential downside of too much positive media sentiment. Based on two theories, dual processing theory and celebrity theory, we develop and test a curvilinear relationship between positive media sentiment and newly listed firms’ IPO performance. Further, we suggest that IPO market conditions, offering an important information cue, moderate this curvilinear relationship. Drawing a representative sample of newly listed U.S. firms in recent decades, we find support for the proposed inverted U-shape relationship and a moderating effect of market conditions.
在管理学和创业学研究中,大众媒体情绪对新上市企业首次公开募股表现的影响越来越受到关注。然而,以往的文献都认为媒体的正面情绪对投资者评价公司有利,但却忽视了过多的媒体正面情绪可能带来的负面影响。基于双重处理理论和名人理论,我们提出并检验了媒体正面情绪与新上市公司 IPO 表现之间的曲线关系。此外,我们还认为,IPO 市场条件提供了重要的信息线索,可以缓和这种曲线关系。通过对近几十年来新上市的美国公司进行代表性抽样调查,我们发现所提出的倒 U 型关系以及市场条件的调节作用得到了支持。
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引用次数: 0
Opening up emotionally: How top managers use peripheral actors' emotional expressions during inclusive strategy formulation 情感开放:高层管理者如何在包容性战略制定过程中利用外围参与者的情感表达
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-10-12 DOI: 10.1016/j.lrp.2024.102482
Christopher Golding , Josh Morton , Aljona Zorina
In this paper, we build theory concerning how top managers can capture and use the emotional expressions of peripheral actors—actors who are not typically involved in strategy—to help them formulate strategy, using a real-time case. We show how the existence of emotional tumult amongst peripheral actors can force top managers to reassess strategy and engage in ‘emotion processing.’ Through three inter-related processes—canvassing, harnessing, and integrating—top managers are able to solicit emotional expressions from peripheral actors and understand them in such a way that they provide top managers with information regarding the appropriateness of their strategic decisions and directions, as they formulate strategy inclusively. Top managers consider the ‘emotional volume’ of issues that are raised by peripheral actors, in terms of how frequently and emotionally they are expressed, allowing them to determine which issues demand attention and action. When peripheral actors express positive emotions, it signals approval of and support for strategy, whereas expressions of negative emotion can indicate the existence of problems and a need for top managers to adjust the contents of strategy. This study has important implications for the literature on strategy formulation and emotion, elucidating how emotional expressions of those outside the organizational upper echelons can be used as an informational resource during strategy formulation.
在本文中,我们通过一个实时案例,建立了关于高层管理者如何捕捉和利用边缘行动者(通常不参与战略的行动者)的情绪表达来帮助他们制定战略的理论。我们展示了外围参与者的情绪波动如何迫使高层管理者重新评估战略并进行 "情绪处理"。通过三个相互关联的过程--收集、利用和整合--高层管理者能够从外围参与者那里收集情绪表达,并以这样一种方式理解它们,即在高层管理者制定包容性战略时,它们能够为高层管理者提供有关其战略决策和方向是否合适的信息。高层管理者会考虑外围行动者提出的问题的 "情感量",即这些问题的表达频率和情感表达程度,从而确定哪些问题需要关注和采取行动。当外围参与者表达积极情绪时,就表示对战略的认可和支持,而表达消极情绪则表示存在问题,需要高层管理者调整战略内容。这项研究对有关战略制定和情感的文献具有重要意义,它阐明了组织高层以外的情感表达如何在战略制定过程中被用作一种信息资源。
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引用次数: 0
To attack or not attack? The role of relative status, awareness, and motivation 攻击还是不攻击?相对地位、意识和动机的作用
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-10-01 DOI: 10.1016/j.lrp.2024.102481
Tejaswi Channagiri , Walter J. Ferrier , Rhonda K. Reger
Competitive dynamics research has often used the AMC framework—awareness, motivation, and capability—to explain how different factors influence the identification of specific other firms as competitors and the likelihood of future competitive interactions with them. However, this stream of research has largely overlooked the role of social evaluations in determining which firms are targeted. We study how a specific form of social evaluation—relative status—impacts the firm's awareness of specific competitors and the motivation to attack them. Whereas prior research has principally viewed the AMC framework as a Gestalt-like black box, our research setting enabled us to measure and explore the interrelationships that occur within the AMC framework. We pose our theory as competing logics: Awareness mediates the relationship between relative status and motivation versus relative status moderates the relationship between awareness and motivation. We tested these competing arguments using a unique dataset of food trucks in a mid-sized city in the U.S. We find that low-status firms exhibit a strong motivation to attack higher-status competitors primarily due to the greater attention the high-status firms garner. Further, we find no support for a moderation effect. Our study helps arrive at a better understand the interplay between awareness and motivation in the context of social evaluations.
竞争态势研究通常使用 AMC 框架--意识、动机和能力--来解释不同因素如何影响对其他特定企业作为竞争对手的识别,以及未来与这些企业进行竞争性互动的可能性。然而,这些研究在很大程度上忽视了社会评价在决定哪些企业成为目标方面所起的作用。我们将研究一种特定形式的社会评价--相对地位--如何影响企业对特定竞争对手的认识以及攻击它们的动机。以往的研究主要是将AMC框架视为一个类似于Gestalt的黑盒子,而我们的研究环境使我们能够衡量和探索AMC框架内发生的相互关系。我们提出的理论具有相互竞争的逻辑性:意识介导相对地位与动机之间的关系,而相对地位则调节意识与动机之间的关系。我们发现,地位低的公司表现出攻击地位高的竞争对手的强烈动机,这主要是因为地位高的公司获得了更多的关注。此外,我们没有发现调节效应。我们的研究有助于更好地理解社会评价中意识与动机之间的相互作用。
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引用次数: 0
An evolutionary perspective on capabilities for fluid product-markets: The contingent effects of routinization and renewal in marketing, R&D, and operations 从进化角度看流动产品市场的能力:营销、研发和运营中常规化和更新的权变效应
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-09-21 DOI: 10.1016/j.lrp.2024.102480
Kerry Hudson , V. Kumar , Robert E. Morgan
The performance benefits of functional capabilities in marketing, technology, and operations rely on their routinization in organizational processes, but these also require renewal in response to environmental change. This raises a fundamental tension: is it better to maximally develop functional capabilities that offer the highest contingent benefit in present market conditions, and/or to modify capabilities as conditions change? We propose two measures of a firm's ability to renew its functional capabilities to align with market conditions: capability heterogeneity (variation in extant capabilities) and capability adaptability (selection among these strategic options). In a 20-year panel of 771 firms, we find environmental change increases the importance of these aspects of how capabilities are managed relative to what capabilities a firm possesses: In stable product-markets, capability heterogeneity and adaptability incur significant costs whereas functional capabilities improve profitability. In contrast, functional capabilities can be detrimental in fluid product-markets whereas heterogeneity and adaptability increase profitability. Notably, marketing capability remains beneficial across environments, acting as a profitable alternative to capability heterogeneity and adaptability when future conditions are uncertain. This evolutionary perspective contributes to ongoing theoretical debates on the conceptualization and consequences of capabilities, with practical implications for mitigating the risks of excessive inertia or change.
营销、技术和运营等职能能力的绩效收益依赖于其在组织流程中的常规化,但这些能力也需要根据环境变化进行更新。这就产生了一个根本性的矛盾:在当前的市场条件下,最大限度地发展能提供最高或有收益的功能能力,和/或随着条件的变化而改变能力,是否更好?我们提出了两种衡量企业更新其职能能力以适应市场条件的方法:能力异质性(现有能力的变化)和能力适应性(在这些战略选择中的选择)。在一个由 771 家企业组成的长达 20 年的小组中,我们发现,相对于企业所拥有的能力而言,环境变化增加了能力管理方式这些方面的重要性:在稳定的产品市场中,能力的异质性和适应性会带来巨大的成本,而功能性能力则会提高盈利能力。与此相反,功能性能力在多变的产品市场中会产生不利影响,而异质性和适应性则会提高盈利能力。值得注意的是,营销能力在不同的环境中仍然是有益的,当未来条件不确定时,它可以作为能力异质性和适应性的盈利替代品。这种进化观点有助于当前关于能力的概念化和后果的理论辩论,对降低过度惯性或变化的风险具有实际意义。
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引用次数: 0
Acquisition integration capabilities and organizational design 采购整合能力和组织设计
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-09-18 DOI: 10.1016/j.lrp.2024.102479
Florian Bauer , David R. King , Martin Friesl , Svante Schriber , Qingxiong Weng
Research has yet to explain how firms with acquisition experience can improve their success with acquisitions. With a multi-national sample, we study how acquisition experience can lead to integration capabilities that impact acquisition outcomes. We argue that different types of knowledge (tacit or explicit) and organizational designs (more centralized vs. less centralized) influence the development of integration capabilities. We demonstrate that tacit and explicit knowledge provide multiple paths to acquisition success for acquiring firms, and this can explain conflicting findings in existing research. More specifically, less centralized organizational designs lower the effectiveness of tacit knowledge in developing an integration capability, but centralization is effective for explicit knowledge. Additional implications for management research and practice are provided.
目前的研究尚未解释具有收购经验的公司如何提高收购的成功率。我们以多国企业为样本,研究了并购经验如何产生影响并购结果的整合能力。我们认为,不同类型的知识(隐性知识或显性知识)和组织设计(集中化程度较高与较低的集中化程度)会影响整合能力的发展。我们证明,隐性知识和显性知识为收购企业提供了通往收购成功的多种途径,这可以解释现有研究中相互矛盾的结论。更具体地说,集中化程度较低的组织设计降低了隐性知识在发展整合能力方面的有效性,但集中化对显性知识却很有效。本文还提供了对管理研究和实践的其他启示。
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引用次数: 0
Home country institutions and nonmarket political strategy effects on EMNE foreign location choice 母国制度和非市场政治战略对新兴市场企业国外区位选择的影响
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-09-16 DOI: 10.1016/j.lrp.2024.102477
Cinara Gambirage , Jaison Caetano da Silva , Flavio Carvalho de Vasconcelos , Ronaldo Couto Parente

While the literature has generated impressive insights on why emerging market multinationals enterprises (EMNEs) select certain foreign locations over others, we still lack an understanding of how the home country institutional weakness affects EMNEs' foreign location choices and the mechanisms through which EMNEs overcome this effect. In this study, we investigate how the home country institutional weakness affects EMNEs' foreign location choices and how EMNEs can use home country nonmarket political strategy to address their liability of foreignness. We argue that EMNEs struggle with home country institutional weakness that are carried over in host countries and create barriers for EMNEs to enter developed or markets more institutionally distant from their home country. Thus, EMNEs are more likely to choose institutionally similar countries as their foreign direct investment (FDI) targets to help them offset the additional liability they carry. Thus, the nonmarket political strategy can serve as a response to address barriers and help EMNEs reach developed markets and those more distant from their home country institutions. On the other hand, the findings show limitations of the strategy to completely moderates the effects of home country institutional weakness on EMNEs’ foreign location choices.

尽管文献对新兴市场跨国企业(EMNEs)为何选择某些国外区位而非其他区位提出了令人印象深刻的见解,但我们仍然缺乏对母国制度缺陷如何影响新兴市场跨国企业国外区位选择以及新兴市场跨国企业克服这种影响的机制的了解。在本研究中,我们探讨了母国的制度缺陷如何影响新兴市场企业的国外区位选择,以及新兴市场企业如何利用母国的非市场政治策略来解决其对外责任。我们认为,新兴市场企业与母国的制度性弱点作斗争,这些弱点会在东道国延续,并为新兴市场企业进入发达国家或与母国制度性距离更远的市场制造障碍。因此,新兴市场企业更倾向于选择制度相似的国家作为其外国直接投资(FDI)目标,以帮助他们抵消所承担的额外责任。因此,非市场政治战略可以作为消除障碍的一种对策,帮助新兴市场企业进入发达市场和那些与其母国制度距离较远的市场。另一方面,研究结果表明,该战略在完全缓和母国制度薄弱对新兴市场企业国外区位选择的影响方面存在局限性。
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引用次数: 0
Addressing endogeneity in the relationship between early entry and performance: The case of foreign market expansion 解决早期进入与业绩关系中的内生性问题:国外市场扩张案例
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-09-14 DOI: 10.1016/j.lrp.2024.102478
Thijs Nacken , Bas Karreman , Enrico Pennings

Addressing endogeneity issues has been identified as a key priority for ensuring continued progress in the field of strategic management. We contribute to this research agenda by developing a generalized method of moments (GMM) estimation approach that accounts for endogeneity in dynamic models. To illustrate how endogeneity bias impedes reliable interpretation, we examine the relationship between early mover strategies and performance using data on multinational enterprises entering transition economies. Our empirical results demonstrate that early mover advantages are significantly greater after controlling for endogeneity. Additionally, we find evidence that the level of institutional development weakens the advantages of pursuing an early mover strategy in transition economies. After accounting for endogeneity, the negative moderating effect of institutional development is far more pronounced. The magnitude of these two biases underscore the necessity for scholars to adequately address endogeneity and how GMM estimation can facilitate in better understanding the performance implications of strategic choices.

解决内生性问题已被确定为确保战略管理领域持续进步的关键优先事项。我们开发了一种广义矩量法(GMM)估计方法,在动态模型中考虑了内生性,从而为这一研究议程做出了贡献。为了说明内生性偏差是如何阻碍可靠解释的,我们利用进入转型经济体的跨国企业数据研究了先行者战略与绩效之间的关系。我们的实证结果表明,在控制了内生性之后,先行者的优势明显增强。此外,我们还发现有证据表明,制度发展水平会削弱转型经济体实施先行者战略的优势。在考虑了内生性因素后,制度发展的负向调节作用要明显得多。这两个偏差的严重程度凸显了学者们充分解决内生性问题的必要性,以及 GMM 估计如何有助于更好地理解战略选择对绩效的影响。
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引用次数: 0
Political entrepreneurs and the perils of the top office 政治企业家和最高职位的危险
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-09-07 DOI: 10.1016/j.lrp.2024.102476
Susanne Espenlaub , Arif Khurshed , Thitima Sitthipongpanich
This case study examines whether politically connected entrepreneurs benefit from their political connections. We study the regulated Thai telecoms industry from its inception in the early 1980s. We examine the telecoms firms owned by an entrepreneur turned politician, who rose to the position of prime minister in 2001 and was deposed in 2006. We develop the concepts of the political entrepreneur and his/her political lifecycle. We show that the value of political entrepreneur's political activities and connections varies through this lifecycle. Political entrepreneurs are likely to benefit more from informal ties with politicians and less visible political involvement early in their lifecycle, while rising to higher-level political offices is less likely to benefit them. This is due to a range of internal and external limitations on the values political entrepreneurs derive from their political activities including the negative impact of greater visibility and scrutiny from media and political opposition. Also, the business model of political entrepreneurship is likely to be copied by business rivals, causing political rents to be shared or competed away. We also find that crises increase the value of political connections.
本案例研究探讨了与政治有关联的企业家是否能从其政治关系中获益。我们研究了自 20 世纪 80 年代初开始受到监管的泰国电信业。我们研究了由企业家转变为政治家的电信公司,他于 2001 年升任总理,2006 年被罢免。我们提出了政治企业家及其政治生命周期的概念。我们的研究表明,政治企业家的政治活动和政治关系的价值在整个生命周期中是不同的。政治企业家在其生命周期的早期可能会从与政治家的非正式关系和不太明显的政治参与中获益更多,而晋升到更高级别的政治职位则不太可能使他们受益。这是由于政治企业家从政治活动中获得的价值受到一系列内部和外部限制,包括更高的能见度以及媒体和政治反对派的监督所带来的负面影响。此外,政治企业家的商业模式很可能被商业对手效仿,导致政治租金被分享或竞争掉。我们还发现,危机会增加政治关系的价值。
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引用次数: 0
Scaling-up, opening-up? Using open strategizing for navigating rapid growth 扩大规模,扩大开放?利用开放式战略引领快速增长
IF 7.4 2区 管理学 Q1 BUSINESS Pub Date : 2024-08-16 DOI: 10.1016/j.lrp.2024.102467
Josh Morton , Rocío Iglesias Ruiz

This paper investigates the use of open strategizing within a high-technology new venture during rapid growth. Open strategy can facilitate growth but also presents a dilemma when increased managerial control becomes necessary, particularly with high-risk growth phases. Drawing on the work of Deleuze and Guattari, we distinguish between two forms of open strategizing - rhizomatic and arborescent - as organisations navigate rapid growth. Rhizomatic open strategizing is characterised by decentralisation and self-organisation, fostering exploration and accomplishment of growth opportunities both internally and externally. In contrast, arborescent open strategizing is centralised and management-driven, emerging in response to high-risk growth situations. Our study offers new insights into how open strategizing evolves with rapid growth, emphasising the balance between endurance and change in strategizing as organisations scale up.

本文研究了一家高科技新企业在快速发展过程中采用开放式战略的情况。开放式战略可以促进企业成长,但当需要加强管理控制时,尤其是在高风险的成长阶段,开放式战略也会带来困境。借鉴德勒兹和瓜塔里的研究成果,我们区分了两种形式的开放式战略--根植式和树状式--作为组织在快速发展过程中的导航。根植式开放战略的特点是权力下放和自我组织,有利于探索和实现内部和外部的发展机遇。与此相反,树状开放式战略是集中式的,以管理为导向,是在高风险增长情况下出现的。我们的研究为开放式战略如何随着快速增长而演变提供了新的见解,强调了在组织规模扩大的过程中,战略的持久性与变革之间的平衡。
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引用次数: 0
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Long Range Planning
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