More than words! How narrative anchoring and enrichment help to balance differentiation and conformity of entrepreneurial products

Vossen, Alexander; Ihl, Christoph

doi:10.1016/j.jbusvent.2020.106050

Cited by 21 publications

(12 citation statements)

References 62 publications

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“…Our study contributes to scholarship on the strategic mobilization of language (Giorgi, 2017; Huang et al, 2021; Martens et al, 2007; Vossen & Ihl, 2020) by showing that innovators can use linguistic framing strategies to affect audience members' appreciation of their novel ideas. While growing evidence suggests that audiences may have different evaluative orientations that shape their disposition toward novelty (Cattani, Ferriani, & Allison, 2014; Goldberg, Hannan, & Kovács, 2016; Pontikes, 2012), language‐oriented organizational research has not yet studied how “the value of abstract vs. concrete language” (Pan et al, 2018, p. 2220) might vary across different types of audiences.…”

Section: Introductionmentioning

confidence: 57%

“…Several scholars have drawn attention to the role played by language, communication, and narratives not only in reducing audience members' perception of the risk associated with the exploitation of novel entrepreneurial opportunities, but also in motivating them to commit capital to a venture idea (Clarke et al, 2019; Garud, Schildt, & Lant, 2014; Huang et al, 2021; Martens et al, 2007; Snihur et al, 2021; van Werven et al, 2015; van Werven, Bouwmeester, & Cornelissen, 2019). Studies in this line of scholarship have elucidated how innovators acquire symbolic and material resources by means of narratives that borrow terms and categories from the dominant discourse that will help them persuade the audiences controlling those resources (Lounsbury & Glynn, 2001; Navis & Glynn, 2011; Vossen & Ihl, 2020). Yet, no research in this area has attended to the structural properties of novel idea framings (i.e., abstract why vs. concrete how framings) and their influence on the response of different audiences, even though “devising linguistic operations attending to different audiences is of strategic significance” (Pan et al, 2020, p. 12).…”

Section: Theory and Hypothesesmentioning

confidence: 99%

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Start with “Why,” but only if you have to: The strategic framing of novel ideas across different audiences

Falchetti

Cattani

Ferriani

2021

Strategic Management Journal

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Research Summary Building on social psychology research and entrepreneurship work on linguistic framing, we argue that the appreciation of novel ideas varies with the mental construal that members of different audiences use to evaluate them. Specifically, we theorize that the congruency between idea framing and audiences' mental construals depends on audiences' level of expertise in evaluating novel ideas. In four experiments, we found that innovators benefit from deploying framing strategies congruent with audiences' mental construals: novices (e.g., lay people, crowdfunders) appreciate more novel ideas framed in abstract why terms, while experts (e.g., professional investors, innovation managers) novel ideas framed in concrete how terms. Integrating the strategic framing of novel ideas with construal level theory and audience heterogeneity contributes to research on entrepreneurship, innovation, and impression management. Managerial Summary One of the critical challenges that innovators (e.g., entrepreneurs) face is to persuade relevant audiences (e.g., users, crowdfunders, professional investors, and innovation managers) to support their novel ideas. This article integrates various literatures concerned with the evaluation of novelty to examine the impact of different framing strategies on the reception of novel ideas by different audiences. By demonstrating that the framing of a novel business idea affects audience members' evaluation, and that the effectiveness of different frames (why vs. how) varies with the target audiences (novices vs. experts), we offer actionable insights into how innovators can strategically use linguistic framing to increase the likelihood of eliciting favorable evaluations and resource commitment for their ideas.

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Section: Introductionmentioning

confidence: 57%

Section: Theory and Hypothesesmentioning

confidence: 99%

Start with “Why,” but only if you have to: The strategic framing of novel ideas across different audiences

Falchetti

Cattani

Ferriani

2021

Strategic Management Journal

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“…Thus, many deep-tech startups are spin-offs or collaborators in facilities and research infrastructure (Scarrà & Piccaluga, 2020). However, as deep technology is difficult for many investors to understand, these entrepreneurs must find early supporters to secure funding for their innovative projects (Fisher, Kotha, & Lahiri, 2016; Vossen & Ihl, 2020).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Identifying necessary conditions to deep-tech entrepreneurship

Dionísio

Júnior

Morini

et al. 2023

RAUSP

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Purpose This paper aims to address which resources provided by an entrepreneurial ecosystem (EE) are necessary for deep technology entrepreneurship. Design/methodology/approach The authors used a novel approach known as necessary condition analysis (NCA) to data on EEs and deep-tech startups from 132 countries, collected in a global innovation index and Crunchbase data sets. The NCA makes it possible to identify whether an EEs resource is a necessary condition that enables entrepreneurship. Findings Necessary conditions are related to political and business environment; education, research and development; general infrastructure; credit; trade; diversification and market size; and knowledge absorption capacity. Research limitations/implications The results show that business and political environments are the most necessary conditions to drive deep-tech entrepreneurship. Practical implications Policymakers could prioritize conditions that maximize entrepreneurial output levels rather than focusing on less necessary elements. Social implications Some resources require less performance than others. So, policymakers should consider allocating policy efforts to strengthen resources that maximize output levels. Originality/value Studies on deep-tech entrepreneurship are scarce. This study provides a bottleneck analysis that can guide the formulation of policies to support deep-tech entrepreneurship, as it allows to identify priority areas for resource allocation.

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“…Early work on entrepreneurial narratives focused on how they enable the social legitimation and stakeholder buy-in of a new venture idea (Garud & Giuliani, 2013;Garud et al, 2014aGarud et al, , 2014bGarud et al, , 2017Lounsbury & Glynn, 2001;Martens et al, 2007;Suddaby & Greenwood, 2005). Much of this research has focused on the idea's ''optimal distinctiveness''-the maximal level of novelty that sufficiently distinguishes the new value proposition from familiar products while maintaining a level of sufficient familiarity to permit social legitimation (Barlow et al, 2019;Navis & Glynn, 2011;Taeuscher et al, 2021;Van Werven et al, 2015;Vossen & Ihl, 2020).…”

Section: Tools and Techniques To Flip The Assessment Contextmentioning

confidence: 99%

Rogue Entrepreneurship

McBride

Packard

Clark

2023

Entrepreneurship Theory and Practice

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We suggest a new category of “rogue entrepreneurship,” that describes entrepreneurial activity where the core business idea violates established or expert consensus, to be contrasted with “conforming entrepreneurship,” where it does not. There are large entrepreneurial rents hidden behind a bulwark of expert consensus that predicts doom for a venture based upon a rogue and unlikely claim. The “rogue” cases, where the predominant assessment context is different from the entrepreneur’s, result in broad skepticism against the entrepreneurial claim. We explain what rogue entrepreneurship is and how it works.

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More than words! How narrative anchoring and enrichment help to balance differentiation and conformity of entrepreneurial products

Cited by 21 publications

References 62 publications

Start with “Why,” but only if you have to: The strategic framing of novel ideas across different audiences

Start with “Why,” but only if you have to: The strategic framing of novel ideas across different audiences

Identifying necessary conditions to deep-tech entrepreneurship

Rogue Entrepreneurship

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