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Get the show on the road: Go-to-market strategies for e-innovations of start-ups

Author

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  • Kuester, Sabine
  • Konya-Baumbach, Elisa
  • Schuhmacher, Monika C.

Abstract

Internet-enabled service innovations (e-innovations) are the latest trend in digital entrepreneurship. E-innovation adoption is associated with high levels of uncertainty for potential customers, particularly when e-innovations are launched by start-ups. Go-to-market strategies contain information suitable to convey valuable signals for adoption decisions. Based on a systematic literature review, a historical method analysis, and expert interviews, this study explores how start-ups should design go-to-market strategies to facilitate the adoption of e-innovations. Start-ups launching e-innovations apply the service marketing mix specifically adapted to the digital context. In line with signaling theory, the findings demonstrate that the design of e-innovation go-to-market strategies should primarily signal trustworthiness and usability. For start-ups, this study proposes that trust mediates the relationship between e-innovation trustworthiness signals and adoption and that usability signals moderate the uncertainty associated with e-innovation adoption. These findings offer important managerial implications for start-ups launching e-innovations.

Suggested Citation

  • Kuester, Sabine & Konya-Baumbach, Elisa & Schuhmacher, Monika C., 2018. "Get the show on the road: Go-to-market strategies for e-innovations of start-ups," Journal of Business Research, Elsevier, vol. 83(C), pages 65-81.
    • Handle: RePEc:eee:jbrese:v:83:y:2018:i:c:p:65-81
    DOI: 10.1016/j.jbusres.2017.09.037
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    References listed on IDEAS

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