Incumbents facing a digital transformation are confronted with digital trends, such as Internet o... more Incumbents facing a digital transformation are confronted with digital trends, such as Internet of Things, smart cities, and big data, that open up new customer segments, but simultaneously demand ...
New Horizons in Managerial and Organizational Cognition
We investigate how Salesforce’s key people used analogies and metaphors during the deployment of ... more We investigate how Salesforce’s key people used analogies and metaphors during the deployment of their (then) radical business model innovation. Our analysis shows how Salesforce’s entrepreneurial team skillfully used a mix of analogies and metaphors to communicate its innovations and differentiate the company from its competitors. We also show how business model innovators can weave together analogies and metaphors to create distinct meta-narratives that elicited strong emotions and helped construct a memorable organizational identity that galvanized stakeholders around the firm’s ecosystem appeal. We conclude by discussing the implications of our findings for business model and cognition research.
The study contributes to innovation ecosystem research and managerial practice by developing desi... more The study contributes to innovation ecosystem research and managerial practice by developing design theory for mapping, designing and analyzing (i.e., modeling) innovation ecosystems. In doing so, ...
Value propositions in the mobile app industry tend to converge. In such a leveled playing field, ... more Value propositions in the mobile app industry tend to converge. In such a leveled playing field, apps tap into the configuration of their revenue model as a way to distinguish themselves. App developers face intricate decisions concerning what to charge for and what not, and if charged, what configuration of the revenue model to use. They increasingly resort to revenue model configurations that involve perpetually free app distribution, either subsidized with the intention of enticing future customer expenditure on additional app functionalities, or by third-party-generated revenue from advertisement placings or affiliation. Using a weekly panel dataset on 808,866 mobile apps from the U.S. Apple App Store, we study how such revenue model configurations impact the number of downloads - a prerequisite for successful value appropriation. Our results account for endogeneity and show that apps with a revenue model generate more downloads as opposed to apps without a revenue model. Downlo...
Technologische vernieuwing in een bedrijfstak biedt nieuwe kansen maar dwingt bedrijven ook om hu... more Technologische vernieuwing in een bedrijfstak biedt nieuwe kansen maar dwingt bedrijven ook om hun businessmodel aan te passen. Voor een bedrijf in openbare verlichting werd onderzocht hoe de methode van ‘analogisch redeneren’ met behulp van verbal protocols daarbij kan helpen.
Incumbents often struggle and lag behind in terms of business model innovation. While these chall... more Incumbents often struggle and lag behind in terms of business model innovation. While these challenges with business model innovation are typically observed at the organizational level, they find their origins at the individual level. In the current study we analyze which role the cognitive process of analogical reasoning can play in business model innovation and how it can help overcome inertia within incumbents. By applying the verbal protocol method, we compare the analogical reasoning of participants from an incumbent with those from organizations in the incumbent’s ecosystem. Our qualitative and quantitative multi-level analyses of 681 statements reveal that the analogical reasoning process holds across both pools of participants, while their interpretations of influential business model aspects differ. Incumbent participants have more difficulties in transferring business model innovations. Our study is the first to explore the role of non-alignable differences and sources of ...
Although values and motivations of entrepreneurs are thought to impact key decisions and performa... more Although values and motivations of entrepreneurs are thought to impact key decisions and performance during business venturing, research in this field is still scarce. Organizational psychology and entrepreneurship literature has suggested that social value orientation (SVO) might affect entrepreneurial behavior. In this article, we hypothesized about the relationship between social value orientation and entrepreneurial performance in the context of entrepreneurial teams. We have developed preliminary insights through an entrepreneurial educational field experiment with students being sampled in teams based on proself and proother orientations. As hypothesized, prosocial teams performed better, yet surprisingly altruism in teams was related to worse performance. Our preliminary findings further indicate that team relationship conflict played a positive role in prosocial teams’ performance. Although preliminary, these findings may offer promising insights to the entrepreneurial team ...
Resource constraints can have positive and negative effects on identifying entrepreneurial opport... more Resource constraints can have positive and negative effects on identifying entrepreneurial opportunities. To explain the mixed effect of resource constraints, researchers have proposed that the relationship is curvilinear. Following an alternative approach, we distinguish between different types of constraints and between multiple sources of opportunities. We divide the resource constraints into liquid constraints, which can be solved quickly (e.g., financial constraints), and sticky constraints, which take more time to be overcome (e.g., human resource constraints). Opportunities are conceptualized as originating from either exogenous changes (e.g., policy changes) or from supply/demand misalignment (e.g., changes in competition). We explore the relationships between different constraints and specific opportunities the firms’ management teams identify, and consider the effect of the complementariness of the constrained domain and the opportunity domain.
Incumbents facing a digital transformation are confronted with digital trends, such as Internet o... more Incumbents facing a digital transformation are confronted with digital trends, such as Internet of Things, smart cities, and big data, that open up new customer segments, but simultaneously demand ...
New Horizons in Managerial and Organizational Cognition
We investigate how Salesforce’s key people used analogies and metaphors during the deployment of ... more We investigate how Salesforce’s key people used analogies and metaphors during the deployment of their (then) radical business model innovation. Our analysis shows how Salesforce’s entrepreneurial team skillfully used a mix of analogies and metaphors to communicate its innovations and differentiate the company from its competitors. We also show how business model innovators can weave together analogies and metaphors to create distinct meta-narratives that elicited strong emotions and helped construct a memorable organizational identity that galvanized stakeholders around the firm’s ecosystem appeal. We conclude by discussing the implications of our findings for business model and cognition research.
The study contributes to innovation ecosystem research and managerial practice by developing desi... more The study contributes to innovation ecosystem research and managerial practice by developing design theory for mapping, designing and analyzing (i.e., modeling) innovation ecosystems. In doing so, ...
Value propositions in the mobile app industry tend to converge. In such a leveled playing field, ... more Value propositions in the mobile app industry tend to converge. In such a leveled playing field, apps tap into the configuration of their revenue model as a way to distinguish themselves. App developers face intricate decisions concerning what to charge for and what not, and if charged, what configuration of the revenue model to use. They increasingly resort to revenue model configurations that involve perpetually free app distribution, either subsidized with the intention of enticing future customer expenditure on additional app functionalities, or by third-party-generated revenue from advertisement placings or affiliation. Using a weekly panel dataset on 808,866 mobile apps from the U.S. Apple App Store, we study how such revenue model configurations impact the number of downloads - a prerequisite for successful value appropriation. Our results account for endogeneity and show that apps with a revenue model generate more downloads as opposed to apps without a revenue model. Downlo...
Technologische vernieuwing in een bedrijfstak biedt nieuwe kansen maar dwingt bedrijven ook om hu... more Technologische vernieuwing in een bedrijfstak biedt nieuwe kansen maar dwingt bedrijven ook om hun businessmodel aan te passen. Voor een bedrijf in openbare verlichting werd onderzocht hoe de methode van ‘analogisch redeneren’ met behulp van verbal protocols daarbij kan helpen.
Incumbents often struggle and lag behind in terms of business model innovation. While these chall... more Incumbents often struggle and lag behind in terms of business model innovation. While these challenges with business model innovation are typically observed at the organizational level, they find their origins at the individual level. In the current study we analyze which role the cognitive process of analogical reasoning can play in business model innovation and how it can help overcome inertia within incumbents. By applying the verbal protocol method, we compare the analogical reasoning of participants from an incumbent with those from organizations in the incumbent’s ecosystem. Our qualitative and quantitative multi-level analyses of 681 statements reveal that the analogical reasoning process holds across both pools of participants, while their interpretations of influential business model aspects differ. Incumbent participants have more difficulties in transferring business model innovations. Our study is the first to explore the role of non-alignable differences and sources of ...
Although values and motivations of entrepreneurs are thought to impact key decisions and performa... more Although values and motivations of entrepreneurs are thought to impact key decisions and performance during business venturing, research in this field is still scarce. Organizational psychology and entrepreneurship literature has suggested that social value orientation (SVO) might affect entrepreneurial behavior. In this article, we hypothesized about the relationship between social value orientation and entrepreneurial performance in the context of entrepreneurial teams. We have developed preliminary insights through an entrepreneurial educational field experiment with students being sampled in teams based on proself and proother orientations. As hypothesized, prosocial teams performed better, yet surprisingly altruism in teams was related to worse performance. Our preliminary findings further indicate that team relationship conflict played a positive role in prosocial teams’ performance. Although preliminary, these findings may offer promising insights to the entrepreneurial team ...
Resource constraints can have positive and negative effects on identifying entrepreneurial opport... more Resource constraints can have positive and negative effects on identifying entrepreneurial opportunities. To explain the mixed effect of resource constraints, researchers have proposed that the relationship is curvilinear. Following an alternative approach, we distinguish between different types of constraints and between multiple sources of opportunities. We divide the resource constraints into liquid constraints, which can be solved quickly (e.g., financial constraints), and sticky constraints, which take more time to be overcome (e.g., human resource constraints). Opportunities are conceptualized as originating from either exogenous changes (e.g., policy changes) or from supply/demand misalignment (e.g., changes in competition). We explore the relationships between different constraints and specific opportunities the firms’ management teams identify, and consider the effect of the complementariness of the constrained domain and the opportunity domain.
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Papers by Ksenia Podoynitsyna