Incumbent response to business model innovation: The role of CEO opportunity framing

Research Summary We explore how CEO sensegiving through framing influences incumbent firm response to business model innovation. Our historical analysis of Borders and Barnes & Noble (B&N) in the US bookselling industry after the entry of Amazon.com reveals that although both CEOs framed Ama...

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Autores: Snihur, Y. (Yuliya)|||/items/dc92da77-a61b-424b-976c-56fe08f414c7, Zott, C. (Christoph)|||/items/64efc2c1-f983-41ab-9138-b69aa91146d8, Kiss, A.N. (Andreea N.)|||/items/e36f66d4-395b-4884-8e09-2be5cd524383
Tipo de recurso: artículo
Fecha de publicación:2025
País:España
Institución:Consejo Superior de Investigaciones Científicas (CSIC)
Repositorio:Dadun. Depósito Académico Digital de la Universidad de Navarra
Idioma:inglés
OAI Identifier:oai:dadun.unav.edu:10171/117212
Acceso en línea:https://hdl.handle.net/10171/117212
Access Level:acceso abierto
Palabra clave:Business model
CEO
Historical case studies
Innovation
Opportunity framing
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spelling Incumbent response to business model innovation: The role of CEO opportunity framingSnihur, Y. (Yuliya)|||/items/dc92da77-a61b-424b-976c-56fe08f414c7Zott, C. (Christoph)|||/items/64efc2c1-f983-41ab-9138-b69aa91146d8Kiss, A.N. (Andreea N.)|||/items/e36f66d4-395b-4884-8e09-2be5cd524383Business modelCEOHistorical case studiesInnovationOpportunity framingResearch Summary We explore how CEO sensegiving through framing influences incumbent firm response to business model innovation. Our historical analysis of Borders and Barnes & Noble (B&N) in the US bookselling industry after the entry of Amazon.com reveals that although both CEOs framed Amazon's entry as an opportunity, they did so in strikingly different ways. Their opportunity framing differed on four dimensions—intensity, concreteness, future orientation, and inclusiveness—closely associated with specific patterns in the respective incumbent's response: separation between the old and new business model for Borders and blending of the old and new models for B&N. Our study highlights the role of multidimensional and sustained opportunity framing for blending actions contributing to business model innovation in established firms over time. Managerial Summary What role do CEOs play in how established firms react to new entrants with innovative business models? We examined how the CEOs at B&N and Borders framed the opportunity provided by the new online business model introduced by Amazon and found significant differences in their framing that influenced how the two firms adapted to it. The more intense, concrete, future-oriented, and inclusive framing by B&N's top managers contributed to a successful blending of the traditional store-based and the new online model, while at Borders the business models were kept separate. Our study shows the importance of multidimensional and sustained framing of digital opportunities over time for the successful integration of new business models.WileyDadun. Depósito Académico Digital Universidad de Navarra20252025-03-1720252025-03-17journal articlehttp://purl.org/coar/resource_type/c_6501info:eu-repo/semantics/articleapplication/pdfhttps://hdl.handle.net/10171/117212reponame:Dadun. Depósito Académico Digital de la Universidad de Navarrainstname:Consejo Superior de Investigaciones Científicas (CSIC)Inglésengopen accesshttp://purl.org/coar/access_right/c_abf2info:eu-repo/semantics/openAccessoai:dadun.unav.edu:10171/1172122026-06-21T12:47:57Z
dc.title.none.fl_str_mv Incumbent response to business model innovation: The role of CEO opportunity framing
title Incumbent response to business model innovation: The role of CEO opportunity framing
spellingShingle Incumbent response to business model innovation: The role of CEO opportunity framing
Snihur, Y. (Yuliya)|||/items/dc92da77-a61b-424b-976c-56fe08f414c7
Business model
CEO
Historical case studies
Innovation
Opportunity framing
title_short Incumbent response to business model innovation: The role of CEO opportunity framing
title_full Incumbent response to business model innovation: The role of CEO opportunity framing
title_fullStr Incumbent response to business model innovation: The role of CEO opportunity framing
title_full_unstemmed Incumbent response to business model innovation: The role of CEO opportunity framing
title_sort Incumbent response to business model innovation: The role of CEO opportunity framing
dc.creator.none.fl_str_mv Snihur, Y. (Yuliya)|||/items/dc92da77-a61b-424b-976c-56fe08f414c7
Zott, C. (Christoph)|||/items/64efc2c1-f983-41ab-9138-b69aa91146d8
Kiss, A.N. (Andreea N.)|||/items/e36f66d4-395b-4884-8e09-2be5cd524383
author Snihur, Y. (Yuliya)|||/items/dc92da77-a61b-424b-976c-56fe08f414c7
author_facet Snihur, Y. (Yuliya)|||/items/dc92da77-a61b-424b-976c-56fe08f414c7
Zott, C. (Christoph)|||/items/64efc2c1-f983-41ab-9138-b69aa91146d8
Kiss, A.N. (Andreea N.)|||/items/e36f66d4-395b-4884-8e09-2be5cd524383
author_role author
author2 Zott, C. (Christoph)|||/items/64efc2c1-f983-41ab-9138-b69aa91146d8
Kiss, A.N. (Andreea N.)|||/items/e36f66d4-395b-4884-8e09-2be5cd524383
author2_role author
author
dc.contributor.none.fl_str_mv Dadun. Depósito Académico Digital Universidad de Navarra
dc.subject.none.fl_str_mv Business model
CEO
Historical case studies
Innovation
Opportunity framing
topic Business model
CEO
Historical case studies
Innovation
Opportunity framing
description Research Summary We explore how CEO sensegiving through framing influences incumbent firm response to business model innovation. Our historical analysis of Borders and Barnes & Noble (B&N) in the US bookselling industry after the entry of Amazon.com reveals that although both CEOs framed Amazon's entry as an opportunity, they did so in strikingly different ways. Their opportunity framing differed on four dimensions—intensity, concreteness, future orientation, and inclusiveness—closely associated with specific patterns in the respective incumbent's response: separation between the old and new business model for Borders and blending of the old and new models for B&N. Our study highlights the role of multidimensional and sustained opportunity framing for blending actions contributing to business model innovation in established firms over time. Managerial Summary What role do CEOs play in how established firms react to new entrants with innovative business models? We examined how the CEOs at B&N and Borders framed the opportunity provided by the new online business model introduced by Amazon and found significant differences in their framing that influenced how the two firms adapted to it. The more intense, concrete, future-oriented, and inclusive framing by B&N's top managers contributed to a successful blending of the traditional store-based and the new online model, while at Borders the business models were kept separate. Our study shows the importance of multidimensional and sustained framing of digital opportunities over time for the successful integration of new business models.
publishDate 2025
dc.date.none.fl_str_mv 2025
2025-03-17
2025
2025-03-17
dc.type.none.fl_str_mv journal article
http://purl.org/coar/resource_type/c_6501
dc.type.openaire.fl_str_mv info:eu-repo/semantics/article
format article
dc.identifier.none.fl_str_mv https://hdl.handle.net/10171/117212
url https://hdl.handle.net/10171/117212
dc.language.none.fl_str_mv Inglés
eng
language_invalid_str_mv Inglés
language eng
dc.rights.none.fl_str_mv open access
http://purl.org/coar/access_right/c_abf2
dc.rights.openaire.fl_str_mv info:eu-repo/semantics/openAccess
rights_invalid_str_mv open access
http://purl.org/coar/access_right/c_abf2
eu_rights_str_mv openAccess
dc.format.none.fl_str_mv application/pdf
dc.publisher.none.fl_str_mv Wiley
publisher.none.fl_str_mv Wiley
dc.source.none.fl_str_mv reponame:Dadun. Depósito Académico Digital de la Universidad de Navarra
instname:Consejo Superior de Investigaciones Científicas (CSIC)
instname_str Consejo Superior de Investigaciones Científicas (CSIC)
reponame_str Dadun. Depósito Académico Digital de la Universidad de Navarra
collection Dadun. Depósito Académico Digital de la Universidad de Navarra
repository.name.fl_str_mv
repository.mail.fl_str_mv
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