IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v189y2025ics0148296325000025.html

Growth hacking adoption in focus: Developing scale and enhancing the nomological network of its antecedents

Author

Listed:
  • Bani-Melhem, Shaker
  • Akhtar, Muhammad Waheed
  • Zahoor, Nadia
  • Khalid, Adeel
  • Usman, Muhammad

Abstract

Given the importance of growth hacking for the long-term success of businesses and the lack of empirical research, we draw on dynamic capability theory to propose a model that explicates how and when entrepreneurial leadership leads to growth hacking adoption in the startup context. Two studies were conducted to test the proposed model. Specifically, in Study 1, we developed a 15-item scale (five dimensions) of growth hacking adoption based on 207 responses from the owners of various startups in Morocco. Study 2 was based on time-lagged data from 305 owners of startups in China. Our results reveal that entrepreneurial leadership positively impacts growth hacking adoption directly and via big data capability and organizational learning ambidexterity. Further, leader conscientiousness moderates the effects of entrepreneurial leadership on big data capability. We provide actionable insights for owners/managers of start-ups to foster learning ambidexterity and drive growth hacking.

Suggested Citation

  • Bani-Melhem, Shaker & Akhtar, Muhammad Waheed & Zahoor, Nadia & Khalid, Adeel & Usman, Muhammad, 2025. "Growth hacking adoption in focus: Developing scale and enhancing the nomological network of its antecedents," Journal of Business Research, Elsevier, vol. 189(C).
    • Handle: RePEc:eee:jbrese:v:189:y:2025:i:c:s0148296325000025
    DOI: 10.1016/j.jbusres.2025.115179
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296325000025
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2025.115179?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to

    for a different version of it.

    References listed on IDEAS

    as
    1. Stock, Ruth Maria & von Hippel, Eric & Gillert, Nils Lennart, 2016. "Impacts of personality traits on consumer innovation success," Research Policy, Elsevier, vol. 45(4), pages 757-769.
    2. Lin, Canchu & Kunnathur, Anand, 2019. "Strategic orientations, developmental culture, and big data capability," Journal of Business Research, Elsevier, vol. 105(C), pages 49-60.
    3. Yuanzhu Zhan & Kim Hua Tan & Yina Li & Ying Kei Tse, 2018. "Unlocking the power of big data in new product development," Annals of Operations Research, Springer, vol. 270(1), pages 577-595, November.
    4. Mayowa T. Babalola & Michelle C. Bligh & Babatunde Ogunfowora & Liang Guo & Omale A. Garba, 2019. "The Mind is Willing, but the Situation Constrains: Why and When Leader Conscientiousness Relates to Ethical Leadership," Journal of Business Ethics, Springer, vol. 155(1), pages 75-89, March.
    5. Behl, Abhishek & Gaur, Jighyasu & Pereira, Vijay & Yadav, Rambalak & Laker, Benjamin, 2022. "Role of big data analytics capabilities to improve sustainable competitive advantage of MSME service firms during COVID-19 – A multi-theoretical approach," Journal of Business Research, Elsevier, vol. 148(C), pages 378-389.
    6. Usman, Muhammad & Khalid, Adeel & Saeed, Munazza & Shafique, Shoaib & Babalola, Mayowa T. & Ren, Shuang, 2024. "Invigorating the spirit of being adaptive: Examining the role of spiritual leadership in adaptive selling," Journal of Business Research, Elsevier, vol. 177(C).
    7. David J. Teece, 2007. "Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance," Strategic Management Journal, Wiley Blackwell, vol. 28(13), pages 1319-1350, December.
    8. Mark Casson & Nigel Wadeson, 2007. "The Discovery of Opportunities: Extending the Economic Theory of the Entrepreneur," Small Business Economics, Springer, vol. 28(4), pages 285-300, April.
    9. Maija Renko & Ayman El tarabishy & Alan L. Carsrud & Malin Brännback, 2015. "Understanding and Measuring Entrepreneurial Leadership Style," Journal of Small Business Management, Taylor & Francis Journals, vol. 53(1), pages 54-74, January.
    10. Bargoni, Augusto & Santoro, Gabriele & Messeni Petruzzelli, Antonio & Ferraris, Alberto, 2024. "Growth hacking: A critical review to clarify its meaning and guide its practical application," Technological Forecasting and Social Change, Elsevier, vol. 200(C).
    11. Kumar, Vikas & Ayodeji, Ogunmola Gabriel, 2021. "E-retail factors for customer activation and retention: An empirical study from Indian e-commerce customers," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    12. Chung, Henry F.L. & Yang, Zhilin & Huang, Pei-How, 2015. "How does organizational learning matter in strategic business performance? The contingency role of guanxi networking," Journal of Business Research, Elsevier, vol. 68(6), pages 1216-1224.
    13. Lütjen, Heiner & Schultz, Carsten & Tietze, Frank & Urmetzer, Florian, 2019. "Managing ecosystems for service innovation: A dynamic capability view," Journal of Business Research, Elsevier, vol. 104(C), pages 506-519.
    14. Janssen, Marijn & van der Voort, Haiko & Wahyudi, Agung, 2017. "Factors influencing big data decision-making quality," Journal of Business Research, Elsevier, vol. 70(C), pages 338-345.
    15. Smail Benzidia & Omar Bentahar & Julien Husson & Naouel Makaoui, 2024. "Big data analytics capability in healthcare operations and supply chain management: the role of green process innovation," Annals of Operations Research, Springer, vol. 333(2), pages 1077-1101, February.
    16. Khalid, Adeel & Singh, Sanjay Kumar & Usman, Muhammad & Waqas, Muhammad & Ishizaka, Alessio, 2024. "Managerial latitude and adaptive selling: Important roles of salesperson perceived control and work centrality," Journal of Business Research, Elsevier, vol. 172(C).
    17. David J. Teece & Gary Pisano & Amy Shuen, 1997. "Dynamic capabilities and strategic management," Strategic Management Journal, Wiley Blackwell, vol. 18(7), pages 509-533, August.
    18. Stock, Ruth Maria & Hippel, Eric von & Gillert, Nils Lennart, 2016. "Impacts of Personality Traits on Consumer Innovation Success," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 77346, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    19. Akter, Shahriar & Wamba, Samuel Fosso & Gunasekaran, Angappa & Dubey, Rameshwar & Childe, Stephen J., 2016. "How to improve firm performance using big data analytics capability and business strategy alignment?," International Journal of Production Economics, Elsevier, vol. 182(C), pages 113-131.
    20. Siran Zhan & Marilyn A. Uy & Ying-yi Hong, 2022. "Missing the Forest for the Trees: Prior Entrepreneurial Experience, Role Identity, and Entrepreneurial Creativity," Entrepreneurship Theory and Practice, , vol. 46(6), pages 1469-1499, November.
    21. Ciampi, Francesco & Demi, Stefano & Magrini, Alessandro & Marzi, Giacomo & Papa, Armando, 2021. "Exploring the impact of big data analytics capabilities on business model innovation: The mediating role of entrepreneurial orientation," Journal of Business Research, Elsevier, vol. 123(C), pages 1-13.
    22. Wu, Lei-Yu, 2010. "Applicability of the resource-based and dynamic-capability views under environmental volatility," Journal of Business Research, Elsevier, vol. 63(1), pages 27-31, January.
    23. Zheng, Run & Li, Zhuyuan & Na, Sanggyun, 2022. "How customer engagement in the live-streaming affects purchase intention and customer acquisition, E-tailer's perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    24. Netemeyer, Richard G. & Krishnan, Balaji & Pullig, Chris & Wang, Guangping & Yagci, Mehmet & Dean, Dwane & Ricks, Joe & Wirth, Ferdinand, 2004. "Developing and validating measures of facets of customer-based brand equity," Journal of Business Research, Elsevier, vol. 57(2), pages 209-224, February.
    25. Hensellek, Simon & Kleine-Stegemann, Lucas & Kollmann, Tobias, 2023. "Entrepreneurial leadership, strategic flexibility, and venture performance: Does founders' span of control matter?," Journal of Business Research, Elsevier, vol. 157(C).
    26. Bohnsack, René & Liesner, Meike Malena, 2019. "What the hack? A growth hacking taxonomy and practical applications for firms," Business Horizons, Elsevier, vol. 62(6), pages 799-818.
    27. Hammad Bin Azam Hashmi & Chengli Shu & Syed Waqar Haider & Adeel Khalid & Yasin Munir, 2021. "Bridging the Gap Between Product Design and Customer Engagement: Role of Self-Determined Needs Satisfaction," SAGE Open, , vol. 11(4), pages 21582440211, November.
    28. Sushant Ranjan, 2018. "Entrepreneurial Leadership: A Review of Measures, Antecedents, Outcomes and Moderators," Asian Social Science, Canadian Center of Science and Education, vol. 14(12), pages 104-104, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Muhammad Usman & Manlio Giudice & Armando Papa & Sanjay Kumar Singh & Adeel Khalid, 2025. "The Role of Ethical Leadership’s CSR Initiatives and Leader’s Trait Mindfulness in Consumer Well-Being in Multinational Hotels," Management International Review, Springer, vol. 65(3), pages 591-614, June.
    2. Liu, Yulong & Kamal, Muhammad Mustafa & Zhang, Justin Zuopeng & Rahman, Mushfiqur & Aydin, Erhan, 2025. "Leveraging digital crowdfunding platforms for SME sustainability in emerging markets: The roles of entrepreneurial competency, social capital, and supply chain trust," Technovation, Elsevier, vol. 147(C).
    3. Zahoor, Nadia & Usman, Muhammad & Khalid, Adeel & Aboelmaged, Mohamed Gamal & Yasin, Naveed, 2025. "Green strategic intent, artificial intelligence capability and behavioral dynamics of achieving circular economy goals in the public sector," Technological Forecasting and Social Change, Elsevier, vol. 221(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Zahoor, Nadia & Usman, Muhammad & Khalid, Adeel & Aboelmaged, Mohamed Gamal & Yasin, Naveed, 2025. "Green strategic intent, artificial intelligence capability and behavioral dynamics of achieving circular economy goals in the public sector," Technological Forecasting and Social Change, Elsevier, vol. 221(C).
    2. Philipp Korherr & Dominik Kanbach, 2023. "Human-related capabilities in big data analytics: a taxonomy of human factors with impact on firm performance," Review of Managerial Science, Springer, vol. 17(6), pages 1943-1970, August.
    3. Joshi, Yatish & Bodhi, Rahul & Chatterjee, Sheshadri & Mariani, Marcello, 2025. "The impact of growth hacking on firm performance under environmental turbulence: A moderated-mediation analysis," Journal of Business Research, Elsevier, vol. 191(C).
    4. Sabeen Hussain Bhatti & Wan Mohd Hirwani Wan Hussain & Jabran Khan & Shahbaz Sultan & Alberto Ferraris, 2024. "Exploring data-driven innovation: What’s missing in the relationship between big data analytics capabilities and supply chain innovation?," Annals of Operations Research, Springer, vol. 333(2), pages 799-824, February.
    5. Huynh, Minh-Tay & Nippa, Michael & Aichner, Thomas, 2023. "Big data analytics capabilities: Patchwork or progress? A systematic review of the status quo and implications for future research," Technological Forecasting and Social Change, Elsevier, vol. 197(C).
    6. Samuel Fosso Wamba & Maciel M. Queiroz & Lunwen Wu & Uthayasankar Sivarajah, 2024. "Big data analytics-enabled sensing capability and organizational outcomes: assessing the mediating effects of business analytics culture," Annals of Operations Research, Springer, vol. 333(2), pages 559-578, February.
    7. Tugba Karaboga & Cemal Zehir & Ekrem Tatoglu & H. Aykut Karaboga & Abderaouf Bouguerra, 2023. "Big data analytics management capability and firm performance: the mediating role of data-driven culture," Review of Managerial Science, Springer, vol. 17(8), pages 2655-2684, November.
    8. Shamim, Saqib & Zeng, Jing & Khan, Zaheer & Zia, Najam Ul, 2020. "Big data analytics capability and decision making performance in emerging market firms: The role of contractual and relational governance mechanisms," Technological Forecasting and Social Change, Elsevier, vol. 161(C).
    9. Li, Lei & Lin, Jiabao & Ouyang, Ye & Luo, Xin (Robert), 2022. "Evaluating the impact of big data analytics usage on the decision-making quality of organizations," Technological Forecasting and Social Change, Elsevier, vol. 175(C).
    10. Jean-Sébastien Lacam & David Salvetat, 2023. "Influence of the CEO's personality traits of SME on the orchestration of big data," Post-Print hal-03972993, HAL.
    11. Shah, Tushar R., 2022. "Can big data analytics help organisations achieve sustainable competitive advantage? A developmental enquiry," Technology in Society, Elsevier, vol. 68(C).
    12. Shore, Adam & Tiwari, Manisha & Tandon, Priyanka & Foropon, Cyril, 2024. "Building entrepreneurial resilience during crisis using generative AI: An empirical study on SMEs," Technovation, Elsevier, vol. 135(C).
    13. Yina Zhang & Jiancheng Long & Wu Zhao, 2023. "Building dynamic capabilities of small and medium-sized enterprises through relational embeddedness: evidence from China," Electronic Commerce Research, Springer, vol. 23(4), pages 2859-2906, December.
    14. Efpraxia D. Zamani & Anastasia Griva & Kieran Conboy, 2022. "Using Business Analytics for SME Business Model Transformation under Pandemic Time Pressure," Information Systems Frontiers, Springer, vol. 24(4), pages 1145-1166, August.
    15. Scheuer, Luca Joachim & Thaler, Julia, 2023. "How do dynamic capabilities affect performance? A systematic review of mediators," European Management Journal, Elsevier, vol. 41(6), pages 914-931.
    16. Bingqin Dai & Wenquan Liang, 2022. "The Impact of Big Data Technical Skills on Novel Business Model Innovation Based on the Role of Resource Integration and Environmental Uncertainty," Sustainability, MDPI, vol. 14(5), pages 1-16, February.
    17. Khalid Mehmood & Pradeep Kautish & Sachin Kumar Mangla & Ahsan Ali & Yigit Kazancoglu, 2024. "Navigating a net‐zero economy future: Antecedents and consequences of net‐zero economy‐based green innovation," Business Strategy and the Environment, Wiley Blackwell, vol. 33(5), pages 4175-4197, July.
    18. Shamim, Saqib & Zeng, Jing & Shafi Choksy, Umair & Shariq, Syed Muhammad, 2020. "Connecting big data management capabilities with employee ambidexterity in Chinese multinational enterprises through the mediation of big data value creation at the employee level," International Business Review, Elsevier, vol. 29(6).
    19. Ashrafi, Amir & Zareravasan, Ahad, 2022. "An ambidextrous approach on the business analytics-competitive advantage relationship: Exploring the moderating role of business analytics strategy," Technological Forecasting and Social Change, Elsevier, vol. 179(C).
    20. Aboobucker Ilmudeen, 2022. "Leveraging IT-enabled dynamic capabilities to shape business process agility and firm innovative capability: moderating role of turbulent environment," Review of Managerial Science, Springer, vol. 16(8), pages 2341-2379, November.

    More about this item

    Keywords

    ;
    ;
    ;
    ;
    ;
    ;

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:189:y:2025:i:c:s0148296325000025. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.