TY  - CHAP
AB  - Abstract Despite increasing interest in business model innovation (BMI), there is only limited scholarship that examines how business model (BM) innovators present and explain their innovations to various stakeholders. As BMI often involves the creation of a new ecosystem, understanding how innovators can gain support of future ecosystem members is important. Based on a longitudinal case study of Salesforce, a pioneer in cloud computing, the authors show how the innovator’s skillful framing to different audiences fosters the emergence of an ecosystem around the new BM. The authors suggest that effective framing constitutes an important strategic process that enables BM innovators to shape new ecosystems due to the performative power of words.
VL  - 3
SN  - 978-1-78769-432-3, 978-1-78769-431-6/2397-5210
DO  - 10.1108/978-1-78769-431-620181002
UR  - https://doi.org/10.1108/978-1-78769-431-620181002
AU  - Snihur Yuliya
AU  - Thomas Llewellyn D. W.
AU  - Burgelman Robert A.
ED  - Kristian J. Sund
ED  - Robert J. Galavan
ED  - Stefano Brusoni
PY  - 2018
Y1  - 2018/01/01
TI  - The Performative Power of Words: How Business Model Innovators Use Framing for Strategic Advantage
T2  - Cognition and Innovation
T3  - New Horizons in Managerial and Organizational Cognition
PB  - Emerald Publishing Limited
SP  - 13
EP  - 44
Y2  - 2024/04/18
ER  -