Tag Archives: value proposition

Articulating Problems and Markets: A Translation Analysis of Entrepreneurs’ Emergent Value Propositions

In this qualitative study, the authors apply Callon’s sociology of translation to examine how new technology entrepreneurs enact material arguments that involve the first two moments of translation—problematization (defining a market problem) and interessement (defining a market and the firm’s …  More

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A Good Idea is Not Enough: Understanding the Challenges of Entrepreneurship Communication

This paper addresses a less-investigated issue of innovations: entrepreneurship communication. Business and marketing studies demonstrate that new product development processes do not succeed on good technical invention alone. To succeed, the invention must be appropriately communicated to a market and …  More

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Understanding the Value Proposition as a Co-Created Claim

In this paper, the authors examine five cases of technology commercialization in terms of how entrepreneurs advance a specific kind of claim: the value proposition. The value proposition can describe the characteristics of the innovation itself (Goods-Dominant Logic) or propose …  More

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