Advancing Research on Categories for Institutional Approaches of Organizations

Durand, Rodolphe; Boulongne, Romain

doi:10.2139/ssrn.2836098

Cited by 2 publications

(4 citation statements)

References 80 publications

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“…In this way, we depart from prior literature by emphasizing the need to consider not only the different actors involved in framing contests but also the content of their various frames. This study therefore answers calls for greater theorization and empirical examination of the impact of contestation on categorization (Bajpai & Weber, ; Cornelissen et al, ) and the consequences of these dynamics when multiple stakeholders advance various cognitive elements (Durand & Boulongne, ).…”

Section: Discussionmentioning

confidence: 68%

From farms to fuel tanks: Stakeholder framing contests and entrepreneurship in the emergent U.S. biodiesel market

Hiatt

Carlos

2018

Strategic Management Journal

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Research Summary Although scholarship has demonstrated that market categories offer important signals to entrepreneurs about which goods and services are valued, little research has considered how entrepreneurs make sense of and exploit opportunities when contestation over category meaning persists. Using the emergent U.S. biodiesel market as a context, we present a framework to explain how the salience of different stakeholder frames shapes entrepreneurs' perceptions of market opportunities and influences their market‐entry strategies. By showing how framing contests affect entrepreneurial outcomes, this study illuminates the underlying cognitive mechanisms that impact market meaning and offers important implications for the literatures on entrepreneurship, market‐category evolution, framing contests, and grand challenges. Managerial Summary Entrepreneurs entering new markets must consider how their products or services create value for customers. What customers value, however, is often shaped by competition between different stakeholders who seek to define problems and appropriate solutions. We argue and find that competing stakeholders influence what becomes valued in the market and shape the technologies and products developed by entrepreneurs. From the perspective of those promoting new markets, market growth requires a balancing act between maintaining control over market definitions and attracting new customers. In growing a new market, entrepreneurs and market pioneers may unintentionally attract other stakeholders who seek to alter or redefine market meanings, which can drive demand away from initial producers, foster the development and adoption of unforeseen technologies, and facilitate market entry of diverse organizations.

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Section: Discussionmentioning

confidence: 68%

From farms to fuel tanks: Stakeholder framing contests and entrepreneurship in the emergent U.S. biodiesel market

Hiatt

Carlos

2018

Strategic Management Journal

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“…In contrast, for goal-based categories, the principle of valuation is goal-based attribution, which involves the iterative addition and deletion of categorical features based on their perceived value in the pursuit of particular goals. Fundamentally, categories are conceptual markers that provide information to actors related to the pursuit of particular goals (Durand & Boulongne, 2017); these different principles of valuation suggest that researchers should examine the classification system more broadly to further develop a dynamic account of how market actors use categories to structure transactions and determine value.…”

Section: Discussionmentioning

confidence: 99%

“…This goal-based perspective has advanced categories research by enabling scholars to develop theory for contexts that they have struggled to explain from the prototypical perspective (Durand et al, 2017; Paolella & Sharkey, 2017). For instance, Durand and Boulongne (2017) argued that some groups such as entrepreneurs are more likely to use goal-based categories to pursue idealized objectives (see also Delacour & Leca, 2017; Delmestri & Goodrick, 2017; Delmestri & Greenwood, 2016). Additionally, Paolella and Durand (2016) suggested that market actors are more likely to use goal-based categories when objectives are complex, while Pontikes and Kim (2017) argued that goal-based categories form the basis for strategic categorization (see also Montauti & Wezel, 2016).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

“…To illustrate, the goal-based category “things to pack in a suitcase” might include dissimilar items such as clothes, toiletries, and gifts, rendering a goal-based approach quite different from a prototypical approach that tends to group entities based on family resemblance (e.g., Rosch & Mervis, 1975). Thus, from the goal-based perspective, categories are concepts that actors dynamically combine in ad hoc and individually idiosyncratic ways to pursue goals, rather than stable concepts reflecting socially shared meanings (Durand & Boulongne, 2017).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

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Goal-Based Categorization: Dynamic Classification in the Display Advertising Industry

Glaser

Atkinson

Fiss

2019

Organization Studies

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Goal-based categories have recently emerged as an alternative perspective to the dominant account of prototypical market categories. However, key questions remain regarding the mechanisms that would enable stable market exchanges to form around ad hoc and idiosyncratic goal-based categories. Thus, we sought to answer the following question: How can goal-based categorization enable stable market transactions? Through an inductive study drawing on industry discourse, participant observation, and interview data from the online advertising industry, we describe the category infrastructure that enables buyers and sellers to engage in market exchanges using goal-based categorization. Three mechanisms are integral to goal-based categorization in market exchanges: dimensioning (establishing a possibility space in which valuation can take place through the identification, addition, and/or deletion of product features), scoping (selecting particular features in the possibility space), and bracketing (excluding certain actors from participating in market transactions). Moreover, the fundamental principle of valuation in goal-based categorization is goal-based attribution, which involves iteratively adding and deleting features to accommodate evolving goals. Our findings suggest novel directions for work on goal-based categorization as an important element of valuation in modern markets.

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Advancing Research on Categories for Institutional Approaches of Organizations

Cited by 2 publications

References 80 publications

From farms to fuel tanks: Stakeholder framing contests and entrepreneurship in the emergent U.S. biodiesel market

From farms to fuel tanks: Stakeholder framing contests and entrepreneurship in the emergent U.S. biodiesel market

Goal-Based Categorization: Dynamic Classification in the Display Advertising Industry

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