Customer Value Propositions in Declining Industries: Differences between Industry Representative and High-Growth Firms

Chandler, Gaylen N.; Broberg, J. Christian; Allison, Thomas H.

doi:10.1002/sej.1181

Cited by 32 publications

(18 citation statements)

References 68 publications

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“…market positioning), this is often from a high-level strategic perspective rather than a more 'hands on' approach focused on operationalisable sales methodologies and customer engagement mechanisms. Research has shown that the most successful companies have a strong customer orientation and can communicate their value propositions more clearly and aggressively than industry representative firms (Chandler et al, 2014), but this understanding needs to be fostered throughout the acceleration process so that customers -and the creation of unique value for customers (Barringer et al, 2005) -remain at the heart of the growth business during its development. Improving the sales capacity of firms is therefore crucial because 'high growth firms are sales-oriented rather than innovation oriented' (O'Regan et al, 2006: 39).…”

Section: Programme Interventionsmentioning

confidence: 99%

Targeted support for high growth firms: Theoretical constraints, unintended consequences and future policy challenges

Brown

Mawson

2016

Environ Plann C Gov Policy

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High growth firms are now a major focus within enterprise policy. This paper provides a theoretically informed analysis of the rationale and effectiveness of targeted public sector support designed to develop these firms. Drawing on empirical research undertaken in the UK, this paper challenges the appropriateness of the theoretical assumptions embodied in these state-backed support instruments. It outlines the nature of these programmes and provides a critique of some of their inherent weaknesses, revealing that the assumptions underpinning these programmes are often flawed. The paper examines the limitations of their selection procedures, the thematic nature of support and exit dynamics. It found that offering early stage firms intensive levels of resources may have important (and detrimental) unintended consequences previously overlooked by policy makers. The paper offers some suggestions for how policy instruments could be better attuned to the needs of these growth-oriented firms.

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Section: Programme Interventionsmentioning

confidence: 99%

Targeted support for high growth firms: Theoretical constraints, unintended consequences and future policy challenges

Brown

Mawson

2016

Environ Plann C Gov Policy

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“…High-growth firms in declining industries have been shown to have different value propositions (a central component of a business model) than incumbent firms (Chandler, Broberg, & Allison, 2014). High-growth firms are able to grow in spite of adverse conditions by creating one of the three unique value propositions: meeting the needs of an underserved market segment, identifying a new market segment by focusing on product/service characteristics that appeal to that segment, or providing a total customer solution.…”

Section: Strategymentioning

confidence: 99%

New Venture Growth: Current Findings and Future Challenges

Župič¹,

Giudici²

2018

The SAGE Handbook of Small Business and Entrepreneurship

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“…CATA can be used to collect data relevant to testable hypotheses from an assortment of narratives. Management research has used web sites, social media, press releases, letters from managers, business plans, and policy documents as sources of content analytic data (e.g., Buttner, 2001;Chandler, Broberg, & Allison, 2014;Short et al, 2010). The data gathered from these sources can be used to further define, develop, and test the theoretical relationships and boundaries of social entrepreneurship.…”

Section: Opportunities For Future Researchmentioning

confidence: 99%

The Role of Charismatic Rhetoric in Crowdfunding: An Examination with Computer-Aided Text Analysis

Anglin¹,

Allison²,

McKenny³

et al. 2014

Research Methodology in Strategy and Management

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services. ABSTRACTPurpose À Social entrepreneurs often make public appeals for funding to investors who are motivated by nonfinancial considerations. This emerging research context is an opportunity for researchers to expand the bounds of entrepreneurship theory. To do so, we require appropriate research tools. In this chapter, we show how computer-aided text analysis (CATA) can be applied to advance social entrepreneurship research. We demonstrate how CATA is well suited to analyze the public appeals for resources made by entrepreneurs, provide insight into the rationale of social lenders, and overcome challenges associated with traditional survey methods.Implications À Data collection and sample size are important challenges facing social entrepreneurship research. This chapter demonstrates how CATA techniques can be used to collect valuable data and increase sample size. This chapter also examines how the rhetoric used by entrepreneurs impacts their fundraising efforts.

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Customer Value Propositions in Declining Industries: Differences between Industry Representative and High-Growth Firms

Cited by 32 publications

References 68 publications

Targeted support for high growth firms: Theoretical constraints, unintended consequences and future policy challenges

Targeted support for high growth firms: Theoretical constraints, unintended consequences and future policy challenges

New Venture Growth: Current Findings and Future Challenges

The Role of Charismatic Rhetoric in Crowdfunding: An Examination with Computer-Aided Text Analysis

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