The media are an integral part of how advanced societies are controlled. After almost a century of ‘broadcasting’, a new media logic can be seen to have emerged. It is not centralized, nor does it appear to depend on manipulative power (such as the priming and framing of news and thereby the agenda of political discussion; or ‘advertising’ as a way to influence consumers to buy particular products). It is the logic of ‘networking’ that is not about producers and consumers but about redaction and multipliers.1 Media content in this logic may in an archeological sense be seen as having an author or a point of origin – but the routes it takes and the way in which it spreads offers new means of community building, identity construction and meaning making which are of much greater interest. In this paper we take a double perspective (business and critical) to assess how the old and the new media logics are both relevant today and what terms are best used to work with and in the media, and to reflect on them. While producers and consumers are the senders and receivers of broadcasting in the age of the nation-state, networking logic has little use for these terms: it also moves away from marketing terms such as eyeballs and stickiness to terms such as spreadability and multiplication and redaction. The perspective of what used to be known as ‘qualitative audience research’ can prove useful to innovative and sustainable marketing and to critical reflection on media culture. Here its restyled form will be called participant design. It suggests that strong marketing respects and co-opts potential customers in much the same way that relevant media criticism is, not given from an external and possibly paternalist but from an inside perspective that highly values self-reflexivity.2
Social media has become a prolific tool for companies to build their brands. An effective way to interact with stakeholders on social media has been the relatively new discipline of ‘influencer marketing’. Here, companies engage social media stars to use their large fan-base to promote products and services on their brand’s behalf. While related to the promotional tactic of word-of-mouth marketing, influencer marketing lacks a theoretical foundation in the academic discourse. This paper aims to fill this gap by offering a conceptualisation to operationalize the new discipline in practice. The conceptualisation proposes brand owners a methodology to choose the right influencers for their brands and guides influencers to perform optimally with their fan base. Lastly, a consumer perspective is taken to the discussion to emphasize the relevance of influencer marketing in the consumer purchase decision-making process.
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Recent economic crises, environmental problems and social challenges have urged us to drastically change our consumption and production patterns and transform organisations to contribute to socio-technical transitions that positively impact these challenges. Therefore, sustainable development and the transition towards a circular economy are gaining increased attention from academics and are being widely adopted by national and local governments, companies and other organisations and institutions. Since the implementation of more sustainable solutions lags behind expectations and technological possibilities, scholars and practitioners are increasingly seeing sustainable business model innovation as the key pathway to show the value potential of new sustainable technology and stress the importance of integrating the interests of multiple stakeholders and their economic, environmental and social value goals in the business model’s development. However, there is limited research that elucidates which stakeholders are actively involved, how they interact and what the effect is on the collaborative business modelling process for sustainability. This thesis addresses this research gap by building on the notion of business models as boundary-spanning activity-systems and studies stakeholder interaction from the level of a focal firm, as well as from the level of cross-sector actors collaborating in innovation ecosystems. Through four independent studies, three empirical studies and a design science study, this thesis aims to provide a better understanding of how stakeholder interaction affects collaborative business modelling for sustainability.The first study (Chapter 2) took a process perspective on interaction with network ties from the perspective of a focal firm. Based on two case studies of SMEs successfully introducing sustainable technology in the market, value shaping was identified as the operative mechanism describing the relation between networking and business modelling, from ideation to growth of the business. A stage model with five successive forms of value shaping describes how, in each stage, interaction with network ties help firms to clarify the types of economic, environmental and social value that a sustainable technology can deliver and who possible beneficiaries are. In return, changes in the business model clarify what other network ties are needed, demonstrating how the boundary-spanning function of business models spurs firms to expand and strengthen the value network.The second study (Chapter 3) focused on the commercialisation stage, in which a cognitive change in the manager’s mind was found during the development of a sustainable business model. Based on three empirical cases of business model innovations for sustainability, the study explored how stakeholder interaction may trigger and support managerial cognitive change and hence business model innovation. The findings suggest that the influence of stakeholders on the manager’s understanding of the business runs via three interrelated shaping processes: market approach shaping, product and/or service offering shaping and credibility shaping. In these shaping processes, new or latent stakeholders are found to have a bigger impact than existing ones. A research agenda is presented to further unravel the role of stakeholders affecting managerial cognition around business model innovation for sustainability.The third study (Chapter 4) examined innovation ecosystems’ processes of developing a collaborative business model for sustainability. Based on a study of four sustainably innovative cross-sector collaborations, this chapter studied how innovation ecosystems resolve the tensions that emerge from the collaborating actors’ divergent goals and interests. This study finds that innovation ecosystems engage in a process of valuing value that helps the actors to manage the tensions and find a balance of environmental, social and economic value creation and capture that satisfies all involved actors. The findings reveal that valuing value occurs in two different patterns – collective orchestration and continuous search – that open up a research agenda that can shed further light on the conditions that need to be in place in order for an innovation ecosystem to develop effective sustainable business models. The final study (Chapter 5) used a design science approach, developing a tool for innovation ecosystems’ actors to manage the degree to which stakeholders are involved throughout the process of collaborative business modelling for sustainability. The resulting ‘degree of engagement diagram’ and accompanying stepwise approach makes it possible to identify stakeholders from six cross-sector stakeholder groups that represent economic, social and environmental aspects of sustainable value and visualise their roles. By discriminating between four concentric and permeable circles of engagement, the tool integrates different degrees of involvement of stakeholders and enables users of the DoE diagram to accommodate changes that may occur in the evolving business model and its context. The tool enables innovation ecosystems’ actors to keep the collaboration manageable during the development of a joint and viable sustainable business model. Overall, this thesis extends the understanding of the dynamics of collaborative business modelling for sustainability and the role of stakeholder interaction therein. The research makes three key contributions to the sustainable business model innovation literature. First, it extends the literature by exploring the interplay between stakeholder interaction and business modelling over time. It establishes that stakeholder interaction and business modelling have a reciprocal relationship and contributes with two frameworks – value shaping and valuing value – that explain this reciprocal relationship for firms and innovation ecosystems. Second, the thesis unravels the micro-processes and mechanisms that elucidate how stakeholder interaction actually influences the direction into which the sustainable business model develops. Third, this thesis enriches the scholarly understanding of stakeholder interaction by identifying the main contributors to business model innovation for sustainability, by differentiating between stakeholders and their roles and by providing a tool that accommodates this. The research contributes to practice by offering practitioners useful insights on how they can increase, improve and effectuate stakeholder interaction in order to develop viable business models for sustainability and hence contribute to the desired socio-technical transitions.
Het vakgebied Biomimicry gebruikt principes uit de natuur als inspiratiebron voor het ontwerpen van productinnovaties. In de marketingpraktijk worden principes uit de natuur nog niet gebruikt. Het lectoraat New Marketing van het Expertisecentrum Sustainable Business van Avans is in 2021 gestart met een oriënterend onderzoek naar de toepassingsmogelijkheden van biomimicry binnen marketing. Uit dit onderzoek komt naar voren dat principes uit de natuur bedrijven en merken kunnen helpen om hun marketingaanpak te verduurzamen. Met name op het onderwerp ‘groei’ biedt biomimicry kansrijke aanknopingspunten en inzichten. Groei is een belangrijk thema voor bedrijven en marketeers waar ze tegelijkertijd mee worstelen: hoe kunnen zij op een groene manier groeien? Het reclamebureau Heldergroen volgt het lopende onderzoek van Avans met grote belangstelling. Ze wil principes uit de natuur graag gaan gebruiken om (potentiële) klanten te helpen om hun marketingaanpak te verduurzamen. Daarom gaat het lectoraat New Marketing in samenwerking met Heldergroen en haar klanten onderzoek doen om “een bruikbare methodiek te ontwikkelen om inzichten uit de natuurlijke wereld te benutten voor het versnellen van de transitie naar een groene economie via het vakgebied marketing.” Het lectoraat New Marketing gaat in het kader van dit verdiepend onderzoek op basis van deskresearch, interviews en actieonderzoek aan de slag om hiervoor een methodologie te ontwerpen.
This pre-study anticipates to a SIA call focussing on circular and bio-based economy in Brazil. It is linked to the Living Lab Brazil managed by Avans University of Applied Sciences. Although the dairy value chain will benefit from both circular and bio-based principles, this pre-study will be limited to circular systems. There is a vast potential for investment by the Dutch and Brazilian private sector in the dairy value chain in Minas Gerais (MG), Brazil. There is also ample room to improve production efficiency towards a more circular system. Notwithstanding the business opportunities in the Brazilian dairy sector, there are challenges in attracting and consolidating partnerships along the circular-based value chain. A better understanding of the demands, challenges and opportunities of the interested Dutch companies is highly relevant to develop sustainable circular-based dairy value chains. Therefore, the goal of our project proposal is the exploration of a potential Dutch business network that is interested to invest in the Brazilian circular dairy value chain, and an exploration of the potential business opportunities for the Dutch and Brazilian dairy sector. The consortium in our proposal is conformed as follows: (a) Van Hall Larenstein University of Applied Sciences (VHL). VHL is the leading knowledge institute. Vilentum University of Applied Sciences and the Federal University of Viçosa will participate through VHL. (b) Alta Genetics BV; (c) Groasis BV. To achieve our goal we focus on the following questions: What is the potential and what are the bottlenecks for the Dutch private sector (SME’s) to increase business opportunities in the dairy sector of MG? What are the business opportunities to develop and innovate circular-based dairy value chains through the Dutch and Brazilian private sector with dairy breeding and agro-silvopastoral farming as pilots? The outputs of this study will be: A list of potential Dutch private investors, both interested but hesitating and/or already successful. Basically we would like to identify “partners” and to build up a business network where we could match-make the Dutch companies with the Brazilian companies or clients; A pre-proposal including intentions for further collaboration; Three detailed reports with marketing and investment opportunities and/or research strategy in relation to circular-based economy in: general dairy chain, dairy breeding and agro-silvopastoral farming. The latter two topics must be considered as pilots for the entire dairy value chain.
The impacts of tourism on destinations and the perceptions of local communities have been a major concern both for the industry and research in the past decades. However, tourism planning has been mainly focused on traditions that promote the increase of tourism without taking under consideration the wellbeing of both residents and visitors. To develop a more sustainable tourism model, the inclusion of local residents in tourism decision-making is vital. However, this is not always possible due to structural, economic and socio-cultural restrictions that residents face resulting to their disempowerment. This study aims to explore and interpret the formal processes around tourism decision-making and community empowerment in urban settings. The research proposes a comparative study of three urban destinations in Europe (The Hague in the Netherlands, San Sebastian in Spain and, Ioannina in Greece) that experience similar degree of tourism growth. The proposed study will use a design-based approach in order to understand tourism decision-making and what empowers or disempowers community participation within the destinations. Based on the findings of primary and secondary data, a community empowerment model will be applied in one the destinations as a pilot for resident engagement in tourism planning. The evaluation of the pilot will allow for an optimized model to be created with implications for tourism planning at a local level that can contribute to sustainable destinations that safeguard the interests of local residents and tourists.
