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Article
Publication date: 26 March 2018

Jukka Ojasalo and Katri Ojasalo

The purpose of this study is to develop a service logic oriented framework for business model development. “Service logic” covers the basic principles of the three…

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9649

Abstract

Purpose

The purpose of this study is to develop a service logic oriented framework for business model development. “Service logic” covers the basic principles of the three contemporary customer value focused business logics: service-dominant logic, service logic and customer-dominant logic.

Design/methodology/approach

This study is based on an empirical qualitative research and deployed the focus group method. The data are generated in a series of interactive co-creative focus group workshops involving both practitioners and academics.

Findings

As the outcome, a new tool was developed, called Service Logic Business Model Canvas. The new canvas is a modified version of the original Business Model Canvas (Osterwalder and Pigneur, 2010).

Research limitations/implications

This study adopts service logic in business model thinking and increases knowledge on how to keep the customer needs in the centre of business model development.

Practical implications

The developed canvas makes the theory of service-dominant logic tangible and easily applicable in practice. It enables service innovation truly based on customer value by ensuring that the customer is in the centre of all the elements of a business model. It can function both as a rapid prototype of a new business model and as a communication tool that quickly illustrates the company’s current business model. It can also help in creating a customer-centred business culture. It is designed to be applied to each customer profile separately, thus enabling a deeper understanding of the customer logic of each relevant profile.

Originality/value

Earlier business model frameworks tend to be provider-centric and goods-dominant, and require further development and adaptation to service logic. This study adopts service logic in business model thinking. It embeds the true and deep customer understanding and customer value in each element of the business model, and contributes to both business model and service-dominant logic literature.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 20 no. 1
Type: Research Article
ISSN: 1471-5201

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Article
Publication date: 20 March 2018

Jesper C. Sort and Christian Nielsen

The purpose of this paper is to investigate how entrepreneurs market their business opportunities towards business angels in the investment process. This is achieved by…

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3683

Abstract

Purpose

The purpose of this paper is to investigate how entrepreneurs market their business opportunities towards business angels in the investment process. This is achieved by introducing the business model canvas as a mitigating framework to help entrepreneurs in communicating and structuring the information desired by business angels.

Design/methodology/approach

This paper mobilises a case study approach by following a series of investment processes and investment meetings between entrepreneurs and business angels through 27 semi-structured interviews as well as participant observation and qualitative participant feedback from 13 investment processes.

Findings

The findings illustrate how introducing a framework like the business model canvas helps alleviate the informational and communication challenges between entrepreneurs and business angels. However, some problems occurred when the entrepreneurs and the business angels did not fully agree on the value proposition of the investment opportunity.

Research limitations/implications

The findings show that entrepreneurs who market their business cases to investors obtain better feedback and a higher chance of funding using the business model canvas. Implications of this paper also relate to the preparation of the entrepreneurs and that matchmakers between entrepreneurs and investors can use the business model canvas to facilitate such processes.

Originality/value

This paper contributes to both the theory of the investment process as well as the application of the business model canvas.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 20 no. 1
Type: Research Article
ISSN: 1471-5201

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Article
Publication date: 26 March 2018

Ted Ladd

The purpose of this paper is to explore the efficacy of Osterwalder and Pigneur’s Business Model Canvas for 271 teams competing in a venture pitch competition during a…

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2340

Abstract

Purpose

The purpose of this paper is to explore the efficacy of Osterwalder and Pigneur’s Business Model Canvas for 271 teams competing in a venture pitch competition during a cleantech accelerator program.

Design/methodology/approach

It uses competition results and data from a website used by participants to track their hypothesis construction and testing.

Findings

Teams that used the elements of customer segment, value proposition, key activities or key partnerships performed significantly better in the competition. Yet of all nine elements in the Canvas, only customer segmentation showed a significant linear bivariate correlation between the number of validated hypotheses and performance. Finally, teams that heavily used a triumvirate of elements composed of customer segmentation, value proposition and channel performed two times better than teams that barely used these elements.

Research limitations/implications

The findings of this exploratory analysis imply that the components of a business model that explain and predict early success might be different than those for a more mature firm.

Practical implications

These results suggest that practitioners could improve early performance by narrowing their scrutiny to just the triumvirate, because the Canvas may contain components that are unhelpful for entrepreneurs as they form a business model for their nascent venture.

Originality/value

This paper fills a gap by empirically testing the prediction that application of the Business Model Canvas drives venture success and providing a revise definition for a business model that is more appropriate for start-up ventures.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 20 no. 1
Type: Research Article
ISSN: 1471-5201

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Book part
Publication date: 30 November 2020

Tassilo Henike and Katharina Hölzle

Great uncertainty accompanies entrepreneurs’ processes of designing promising business models (BMs). Therefore, stabilising factors act as important means in this process…

Abstract

Great uncertainty accompanies entrepreneurs’ processes of designing promising business models (BMs). Therefore, stabilising factors act as important means in this process. In this study, we examined the impact of cognitive dispositions and visual BM frameworks on the BM process and outcomes. By using partial-least-square structural equation modelling (PLS-SEM) and an experimental setting, our results show that the stabilising function of BM frameworks depends on entrepreneurs’ cognitive dispositions. This finding contributes to the cognitive BM perspective and explains how cognitive dispositions and visual framing effects act as boundary conditions for the theory of stabilising factors. This also has important implications for applying frameworks in practice.

Details

Business Models and Cognition
Type: Book
ISBN: 978-1-83982-063-2

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Article
Publication date: 12 February 2018

Nuraeni Kadir

This paper aims to investigate the entrepreneurship perception and business developmental strategy of silk business in Wajo Regency, South Sulawesi Province, Indonesia.

Abstract

Purpose

This paper aims to investigate the entrepreneurship perception and business developmental strategy of silk business in Wajo Regency, South Sulawesi Province, Indonesia.

Design/methodology/approach

The study subject was the silk industry located in Wajo Regency, South Sulawesi Province. The study population was 544 silk weavers running the business of silk weaving. The study sample consisted of 235 respondents. To prove the hypothesis stated by the author, the canvas business model analysis method was used to identify entrepreneurship perception, and SWOT (strength, weaknesses, opportunities and threats) analysis was conducted to understand the potential of the strategy of weaving business development in Wajo Regency, South Sulawesi Province, Indonesia.

Findings

Business model canvas (BMC) is a complex business model that becomes simple through a canvas approach, drawing a sheet of the canvas containing a map of nine elements (box), allowing businessmen to identify the business potential. The nine elements of the canvas that should be understood and considered for running a business are customer segment, value proportion, channel, customer relationship, revenue steam, key resource, key activities, key partnership and cost structure. To improve farmers’ entrepreneurship perception, it would be nice for the weavers who run the silk business should constantly consider the nine elements of BMCso that in running their businesses, they can understand different considerations and create a progressive and developing silk industry.

Originality/value

This research is about merger two concept of business development in entrepreneurship to increase revenues, with the location of study as originality (no previous research for this relationship): Auditor in Wajo regency South Sulawesi Province in Indonesia. Based on the background stated above, this study aims to analyze entrepreneurship perception and silk industry developmental strategy in Wajo Regency, South Sulawesi Province, Indonesia.

Details

International Journal of Law and Management, vol. 60 no. 1
Type: Research Article
ISSN: 1754-243X

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Article
Publication date: 2 June 2021

Marcos Ferasso

This paper aims to present a tool for helping the mindset organization of graduate students and early career researchers in the process of scientific papers writing. The…

Abstract

Purpose

This paper aims to present a tool for helping the mindset organization of graduate students and early career researchers in the process of scientific papers writing. The canvas roadmap is proposed and summarizes the fundamental steps and main features of an academic paper in the business management field.

Design/methodology/approach

The adopted methodological procedures followed action research and focus groups precepts. Validation was applied in longitudinal and transversal procedures, with two early career researchers and with three groups of graduate students from different institutions. The validation procedures allowed the identification of 15 main features that were structured in a canvas format.

Findings

The conception of the canvas roadmap, influenced by the business model canvas, is a tool for easing researchers’ mindset when preparing a manuscript. Each of 15 features are explored according to main identified components along the paper writing process. Advices for early researchers are addressed, and key characteristics are presented. Further readings in academic writing literature are suggested as along with practical tips for developing the manuscript.

Research limitations/implications

Specifically, the canvas roadmap proposal intends to guide Iberoamerican/Latin American scholars to achieve their goals of publishing in top tier journals, relevant to their academic careers, and to improve research outcomes through a structured guidance for crafting scientific papers.

Originality/value

As main contribution and novelty, this paper intends to provide a canvas roadmap by identifying the main sections a scientific paper in the Business Management field must follow, and how to address specific features when writing these sections. This tool was conceived due the Business Management field needs a faster-to-address and easy-to-use tool and that summarizes main features of academic papers.

Propósito

Este artículo tiene como objetivo presentar una herramienta para ayudar a la organización de la mentalidad de los estudiantes de postgrados y los investigadores de carrera temprana en el proceso de redacción de artículos científicos. El mapa canvas es propuesto y resume los pasos fundamentales y las principales características de un artículo académico en el campo de la Gestión Empresarial.

Diseño/metodología/enfoque

Los procedimientos metodológicos adoptados siguieron los preceptos de la investigación-acción y los grupos focales. La validación se aplicó en procedimientos longitudinales y transversales, con dos investigadores en carrera inicial y con tres grupos de estudiantes de postgrados de diferentes instituciones. Los procedimientos de validación permitieron identificar quince características principales que se estructuraron en formato canvas.

Resultados

La concepción del mapa canvas, influenciada por el modelo canvas para los modelos de negocios, es una herramienta para facilitar la mentalidad de los investigadores al preparar un manuscrito. Cada una de las quince características se explora de acuerdo con los principales componentes identificados a lo largo del proceso de escritura de los manuscritos. Se abordan consejos para los investigadores tempranos y se presentan las características clave. Se sugieren lecturas adicionales de literatura académica, así como consejos prácticos para desarrollar el manuscrito.

Originalidad/valor

Como principal aporte y novedad, este artículo pretende proporcionar un mapa canvas identificando las principales secciones que debe seguir un artículo científico en el campo de la Gestión Empresarial y cómo abordar las características específicas al escribir estas secciones. Esta herramienta fue concebida debido al campo de la Gestión Empresarial necesitar una herramienta más rápida de abordar y fácil de usar y que resume las principales características de los artículos académicos.

Implicaciones de la investigación

Específicamente, la propuesta del mapa canvas pretende orientar a los académicos iberoamericanos/latinoamericanos para lograr sus objetivos de publicación en revistas de primer nivel, relevantes para sus carreras académicas, y mejorar los resultados de la investigación a través de una guía estructurada para la elaboración de artículos científicos.

Objetivo

Este artigo tem como objetivo apresentar uma ferramenta que ajude a organizar a mentalidade de alunos de pós-graduação e pesquisadores em início de carreira no processo de redação de artigos científicos. O mapa canvas é proposto e sintetiza as etapas fundamentais e as principais características de um artigo acadêmico da área de Administração e Negócios.

Desenho/metodologia/abordagem

Os procedimentos metodológicos adotados seguiram os preceitos da pesquisa-ação e dos grupos focais. A validação foi aplicada em procedimentos longitudinais e transversais, com dois pesquisadores em início de carreira e com três turmas de alunos de pós-graduação de instituições diferentes. Os procedimentos de validação permitiram identificar quinze características principais que foram estruturadas em formato canvas.

Resultados

A concepção do mapa canvas, influenciada pelo modelo de negócios canvas, é uma ferramenta para facilitar a mentalidade dos pesquisadores na preparação de um artigo. Cada uma das quinze características é explorada de acordo com os principais componentes identificados ao longo do processo de redação dos artigos. Abordam-se dicas para pesquisadores iniciantes e apresentam-se características principais. Sugere-se leitura adicional da literatura acadêmica, bem como dicas práticas para o desenvolvimento do artigo.

Originalidade/valor

Como principal contribuição e novidade, este artigo visa fornecer um mapa canvas identificando as principais seções que um artigo científico deve seguir na área de Administração e Negócios e como abordar as características específicas na redação destas seções. Essa ferramenta foi concebida devido à área de Administração e Negócios necessitar de uma ferramenta de abordagem mais rápida e fácil de usar e que sintetiza as principais características dos artigos acadêmicos.

Implicações da pesquisa

Especificamente, a proposta do mapa canvas visa orientar os acadêmicos ibero-americanos/latino-americanos a atingirem seus objetivos de publicação em periódicos de alto nível, relevantes para suas carreiras acadêmicas, e a melhorar os resultados da pesquisa por meio de um guia estruturado para a preparação de artigos científicos.

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Article
Publication date: 9 March 2020

Michelle Carter and Chris Carter

Creative and cultural producers, like social enterprises, operate in a complex business environment where the value proposition is difficult to define, and the…

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2752

Abstract

Purpose

Creative and cultural producers, like social enterprises, operate in a complex business environment where the value proposition is difficult to define, and the organisational motivations are not always financially driven. In the case of Australian visual artists, low incomes and limited access to government funding magnify the importance of developing sustainable business models. This paper aims to present the Creative Business Model Canvas (CBMC), a reinterpretation of Osterwalder and Pigneur’s CBMC (2010), for the benefit of a visual artist’s business planning.

Design/methodology/approach

This qualitative study uses data from semi-structured interviews to analyse and evaluate the effectiveness of the Osterwalder and Pigneur’s BMC (2010) for use by creative artists to understand the value of their artwork beyond traditional profit-driven business models. A modified canvas is presented to capture a clearer snapshot of creative arts practice with a focus on value propositions that possess dimensions of symbolic value.

Findings

This study found that the symbolic value of an artist’s practice is difficult to capture using Osterwalder and Pigneur’s CBMC (2010). An artist value proposition is composed of the artifact, artistic services and the artist’s identity. The creative CBMC, as a modified CBMC, captures aspects of the artistic identity such as professional achievements, personal life and the artist’s authenticity.

Originality/value

This study builds on Osterwalder and Pigneur’s CBMC and reimagines it for use by visual artists and art-based social enterprise organisations where the notion of value can be challenging to articulate.

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Article
Publication date: 16 December 2019

Tatiana Domingues Almeida, Marianne Costa Avalone and Diego Castro Fettermann

Previous studies have identified a variety of Internet of Things (IoT) business models and have recognised the complexity related to the application of IoT technologies in…

Abstract

Purpose

Previous studies have identified a variety of Internet of Things (IoT) business models and have recognised the complexity related to the application of IoT technologies in business, along with the potential of the modularity concept application in organisational design. The purpose of this paper is to identify the main building blocks for the development of a business model canvas for companies that adopt the IoT in their business.

Design/methodology/approach

First, the authors carried a systematic literature review to identify theoretical, experimental and practical IoT business model canvas recorded in the literature. Then, the authors identified and analysed the characteristics of the building blocks present in these canvas using a statistical cluster technique. Based on the outcomes, the authors proposed a framework with standard and optional modules to allow flexible arrangements and suit different IoT business goals.

Findings

The results revealed that the IoT business model canvas recorded in the literature had been grossly designed to attend two drivers: manufacture and service organisations. Therefore, based on the frequency of building blocks present in IoT business model canvas recorded in the literature, it has been proposed two flexible frameworks which can be tailored to accommodate the immense variety of possibilities offered by IoT technologies in manufacture and service business.

Practical implications

The business model frameworks proposed in this research can support entrepreneurs structuring new IoT businesses or upgrading existing businesses.

Originality/value

This research offers a comprehensive IoT business model framework with their respective building blocks built from an extensive literature review.

Details

Journal of Strategy and Management, vol. 13 no. 1
Type: Research Article
ISSN: 1755-425X

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Article
Publication date: 24 January 2020

Martin Rudnick, Jan Riezebos, Daryl John Powell and Annika Hauptvogel

A lean approach is frequently applied in the primary processes of a company, but less in after-sales service. Servitization leads to a change from pure product providers…

Abstract

Purpose

A lean approach is frequently applied in the primary processes of a company, but less in after-sales service. Servitization leads to a change from pure product providers to integrated product-service systems (PSS) providers. The after-sales services may benefit from a lean approach to effectively integrate usage data of the installed product base. This paper aims to develop a lean servitization canvas to open-up possibilities for additional revenue streams for organizations in the after-sales market.

Design/methodology/approach

This paper develops and proposes the use of a lean servitization canvas for effective after-sales services by drawing on insights from two industrial cases where physical goods are produced and serviced. Both cases are within the train maintenance and rail infrastructure sector in Central Europe. Based primarily on a literature review, a lean servitization canvas has been developed and further validated in the case studies.

Findings

The paper shows how value can be achieved for providers of integrated PSS by adopting the lean servitization canvas.

Research limitations/implications

The research focuses on industrial services for high-capital goods in the rail and infrastructure sectors. This can be seen as a limitation of the research, as the lean servitization canvas has not yet been tested in other sectors.

Practical implications

For companies, the use of a lean approach to servitization integrates primary processes and after-sales services and offers new opportunities to develop business.

Originality/value

This paper provides insights into how the current product range and customer base of a company may be included in an after-sales business model that benefits from a lean approach.

Details

International Journal of Lean Six Sigma, vol. 11 no. 5
Type: Research Article
ISSN: 2040-4166

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Article
Publication date: 3 June 2021

Yuran Jin, Shoufeng Ji, Li Liu and Wei Wang

More and more enterprises have realized the importance of business model innovation. However, the model tools for it are still scarce. There is a clear research gap in…

Abstract

Purpose

More and more enterprises have realized the importance of business model innovation. However, the model tools for it are still scarce. There is a clear research gap in this academic field. Therefore, the aim of this study is to put forward a visual business model innovation model.

Design/methodology/approach

The scientific literature clustering paradigm of grounded theory is used to design business model innovation theory model (BMITM). BMITM and the business model innovation options traced back from 870 labels in the grounded process are integrated into a unified framework to build the business model innovation canvas (BMIC).

Findings

BMIC composed of three levels and seven modules is successfully developed. 145 business model innovation options are designed in BMIC. How to use BMIC is explained in detail. Through the analysis of innovation hotspots, the potential business model innovation directions can be found. A new business model of clothing enterprises using 3D printing is innovated with BMIC as an example.

Research limitations/implications

Compared with the previous tools, BMIC owns a clearer business model innovation framework and provides a problem-oriented business model innovation process and mechanism.

Practical implications

BMIC provides a systematic business model innovation solution set and roadmap for business model innovation practitioners.

Originality/value

BMIC, a new tool for business model innovation is put forward for the first time. “Mass Selection Customization-Centralized Manufacturing” designed with BMIC for the clothing enterprises using 3D printing is put forward for the first time.

Details

European Journal of Innovation Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1460-1060

Keywords

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