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What do business models do? Narratives, calculation and market exploration

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  • Liliana Doganova

    (CSI - Centre de sociologie de l'innovation - CNRS : UMR7185 - MINES ParisTech - École nationale supérieure des mines de Paris)

  • Marie Eyquem-Renault

    (CSI - Centre de sociologie de l'innovation - CNRS : UMR7185 - MINES ParisTech - École nationale supérieure des mines de Paris, ESDES - École de management de Lyon - Université Catholique de Lyon)

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    Abstract

    Building on a case study of an entrepreneurial venture, we investigate the role played by business models in the innovation process. Rather than debating their accuracy and efficiency, we adopt a pragmatic approach to business models -- we examine them as market devices, focusing on their materiality, use and dynamics. Taking into account the variety of its forms, which range from corporate presentations to business plans, we show that the business model is a narrative and calculative device that allows entrepreneurs to explore a market and plays a performative role by contributing to the construction of the techno-economic network of an innovation.WP abstract: Analyzes the uses and functions of business models through original, qualitative case studies focused on research-based spin-offs.

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    Bibliographic Info

    Paper provided by HAL in its series Post-Print with number halshs-00347615.

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    Date of creation: 2009
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    Publication status: Published, Research Policy, 2009, 38, 10, 1559-1570
    Handle: RePEc:hal:journl:halshs-00347615

    Note: View the original document on HAL open archive server: http://halshs.archives-ouvertes.fr/halshs-00347615
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    Related research

    Keywords: Business models; spin-offs; innovation; commercialization; calculation; exploration; R&D; entrepreneurship;

    References

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    1. Mike Wright & Ajay Vohora & Andy Lockett, 2004. "The Formation of High-Tech University Spinouts: The Role of Joint Ventures and Venture Capital Investors," The Journal of Technology Transfer, Springer, vol. 29(3_4), pages 287-310, 08.
    2. Jonathan T. Eckhardt & Scott Shane & Frédéric Delmar, 2006. "Multistage Selection and the Financing of New Ventures," Management Science, INFORMS, vol. 52(2), pages 220-232, February.
    3. Scott Shane & Toby Stuart, 2002. "Organizational Endowments and the Performance of University Start-ups," Management Science, INFORMS, vol. 48(1), pages 154-170, January.
    4. Daniel Beunza & David Stark, 2004. "Tools of the trade: the socio-technology of arbitrage in a Wall Street trading room," Industrial and Corporate Change, Oxford University Press, vol. 13(2), pages 369-400, April.
    5. Birley, Sue, 1985. "The role of networks in the entrepreneurial process," Journal of Business Venturing, Elsevier, vol. 1(1), pages 107-117.
    6. Donckels, Rik & Lambrecht, Johan, 1995. " Networks and Small Business Growth: An Explanatory Model," Small Business Economics, Springer, vol. 7(4), pages 273-89, August.
    7. Delmar, Frederic & Shane, Scott, 2004. "Legitimating first: organizing activities and the survival of new ventures," Journal of Business Venturing, Elsevier, vol. 19(3), pages 385-410, May.
    8. Mustar, Philippe & Renault, Marie & Colombo, Massimo G. & Piva, Evila & Fontes, Margarida & Lockett, Andy & Wright, Mike & Clarysse, Bart & Moray, Nathalie, 2006. "Conceptualising the heterogeneity of research-based spin-offs: A multi-dimensional taxonomy," Research Policy, Elsevier, vol. 35(2), pages 289-308, March.
    9. Teece, David J., 1993. "Profiting from technological innovation: Implications for integration, collaboration, licensing and public policy," Research Policy, Elsevier, vol. 22(2), pages 112-113, April.
    10. Scott Shane & Daniel Cable, 2002. "Network Ties, Reputation, and the Financing of New Ventures," Management Science, INFORMS, vol. 48(3), pages 364-381, March.
    11. Alexander Osterwalder & Yves Pigneur, 2002. "An e-Business Model Ontology for Modeling e-Business," Industrial Organization 0202004, EconWPA.
    12. Garud, Raghu & Karnoe, Peter, 2003. "Bricolage versus breakthrough: distributed and embedded agency in technology entrepreneurship," Research Policy, Elsevier, vol. 32(2), pages 277-300, February.
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