Search results

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.

We investigate how Salesforce’s key people used analogies and metaphors during the deployment of their (then) radical business model innovation. Our analysis shows how Salesforce’s entrepreneurial team skillfully used a mix of analogies and metaphors to communicate its innovations and differentiate the company from its competitors. We also show how business model innovators can weave together analogies and metaphors to create distinct meta-narratives that elicited strong emotions and helped construct a memorable organizational identity that galvanized stakeholders around the firm’s ecosystem appeal. We conclude by discussing the implications of our findings for business model and cognition research.

This chapter presents through a case study detailed concrete experiences of the implementation of an entrepreneurship-focused MBA within the United Arab Emirates (UAE).

Review of the UAE context, the formation of Abu Dhabi School of Management, the development of its MBA program and components, and the impact to date of the MBA program. An analysis of the challenges associated with the design and delivery of the MBA program is also presented.

Launching an entrepreneurship-specific MBA in an emerging market based upon an existing world-class entrepreneurship MBA program is feasible and desirable. Specific cultural norms and practices need to be taken into account to ensure that the program and its delivery are fit for the local country.

Provides insight into specific MBA program attributes that need to be customized for the UAE, including assessment, case study use, and delivery format. Furthermore, it also emphasizes the importance of having local faculty for effective program delivery and the risks of, and approaches to, using international faculty who are not based in the country of delivery.