Opportunities for value-based selling in an economic crisis: Managerial insights from a firm boundary theory

Keränen, Joona; Salonen, Anna; Terho, Harri

doi:10.1016/j.indmarman.2020.05.029

Cited by 22 publications

(35 citation statements)

References 29 publications

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“…Further research could enhance organizational boundary thinking by inquiring the typical boundary indicators and boundary reconfigurations in specific contexts and for specific actors, advancing recent research [23][24][25]72]. This research would enable further customization per strategic application [66] and per type of boundary work, such as identity work [46], or power work [39,47,61], but also enable a more independent use of the boundary tool by practitioners.…”

Section: • Converting a General Ambition Into Concrete Interventions External Runsmentioning

confidence: 96%

“…On the architectural side, SBMI affects organizational boundaries of identity, power, competence and efficiency [23][24][25]. On the identity dimension, typical boundary reconfigurations are the integration of a social and environmental objective in the normative orientations of the organization (e.g.…”

Section: A Boundary Work Approach To Sustainable Business Model Innovationmentioning

confidence: 99%

“…1 Framework for organizational boundary alignment in SBMI. Based on [23][24][25] example, producers experiment with recycled materials), skills (for example, recyclers need different processing methods), roles (for example, the role of system orchestrater, or service provider in addition to an existing role) and sometimes even a modified identity, by integrating a social purpose in the mission and vision of the organization. These changes all have to do with changes in organizational boundaries.…”

Section: A Boundary Work Approach To Sustainable Business Model Innovationmentioning

confidence: 99%

“…We focus on the changing organizational boundaries of identity (the choice of ‘who we are’), power (the ability to control relationships), competence (resources, capabilities, knowledge) and efficiency (activities and transactions). These types of boundaries have been identified as critical elements in processes of sustainable business model innovation [ 23 , 25 ].…”

Section: Introductionmentioning

confidence: 99%

“…To address this gap, the goal of this paper is to present a practical tool designed to support companies (or other organizations) in sustainable business model innovation based on a multistakeholder approach. The tool draws on boundary work, as a suitable perspective that supports exploring, negotiating and implementing multi-stakeholder interactions on organizational boundaries [23][24][25]. We focus on the changing organizational boundaries of identity (the choice of 'who we are'), power (the ability to control relationships), competence (resources, capabilities, knowledge) and efficiency (activities and transactions).…”

Section: Introductionmentioning

confidence: 99%

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A Boundary Tool for Multi-stakeholder Sustainable Business Model Innovation

2021

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Sustainable business model innovation cannot reach its full sustainability potential if it neglects the importance of multi-stakeholder alignment. Several studies emphasize the need for multi-stakeholder collaboration to enable sustainable business model innovation, but few studies offer guidance to companies for engaging in such a collaborative process. Based on the concept of boundary work, this study presents a tested process tool that helps companies engage with multiple stakeholders to innovate sustainable business models. The tool was developed in three iterative phases, including testing and evaluation with 74 participants in six sustainable business model innovation cases. The final process tool consists of five steps to facilitate multi-stakeholder alignment for sustainable business model innovation: (1) defining a collective ambition, (2) mapping and negotiating the changing organizational boundaries, (3) exploring opportunities and tensions for aligning stakeholders, (4) defining first interventions and (5) developing a collaboration pitch. We found that the tool enables discussions and negotiations on sensitive topics, such as power reconfigurations and mutual responsibilities to help stakeholders align. For companies, the boundary tool enriches sustainable business model innovation by offering guidance in the process of redesigning their multi-stakeholder system, assessing their own organizational boundaries, exploring, negotiating and prioritizing strategic actions based on organizational boundary changes and kick-starting new partnerships.

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