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The Design Logic of New Business Models: Unveiling Cognitive Foundations of Managerial Reasoning

Author

Listed:
  • Dirk Schneckenberg

    (ESC [Rennes] - ESC Rennes School of Business)

  • Vivek Velamuri

    (Leipzig Graduate School of Management)

  • Christian Comberg

    (Leipzig Graduate School of Management)

Abstract

Despite the importance of managerial reasoning in designing business models to handle exogenous change, little is known about its cognitive foundations. We address this gap with a comparative analysis of how managers rethink business model configurations to provide value in the emerging collaborative consumption economy. As customer behaviors shift from owning to sharing possessions, they challenge firms' established business model logics. Using data from in‐depth interviews with managers from 22 sharing ventures, we find six cognitive processes to influence reasoning in new business model design. Furthermore, we find that these processes fall into distinctive dimensions of dominant and emerging logics. Ultimately, they combine into a design logic that explains how managerial reasoning results in conceptually different value creation and value capture configurations. Overall, our findings provide insights for theorizing business model design, and they enhance understanding of the foundations of managerial cognition in innovation contexts.

Suggested Citation

  • Dirk Schneckenberg & Vivek Velamuri & Christian Comberg, 2019. "The Design Logic of New Business Models: Unveiling Cognitive Foundations of Managerial Reasoning," Post-Print hal-02290186, HAL.
    • Handle: RePEc:hal:journl:hal-02290186
    DOI: 10.1111/emre.12293
    as

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    Cited by:

    1. Daniela Andreini & Cristina Bettinelli & Nicolai J. Foss & Marco Mismetti, 2022. "Business model innovation: a review of the process-based literature," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 26(4), pages 1089-1121, December.
    2. Artamoshina, Polina & Shirokova, Galina & Osiyevskyy, Oleksiy & Bodolica, Virginia, 2023. "ADHD symptoms of CEOs and business model innovation in the SME context," Technovation, Elsevier, vol. 128(C).
    3. Michael Sturm & Jörg Weking & Markus Böhm & Maximilian Schreieck & Helmut Krcmar, 2023. "How two leading partners learn to tango: The case of IoT-based business model co-innovation between a retailer and an electronics supplier," Electronic Markets, Springer;IIM University of St. Gallen, vol. 33(1), pages 1-17, December.

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