Business model change: Managerial roles and tactics in decision-making

Koen van den Oever, Xavier Martin

Research output: Chapter in Book/Report/Conference proceedingChapterScientificpeer-review

Abstract

We study the decision-making process behind business model change, focusing specifically on the tactics managers employ to gain support for such changes. We first argue for the prominent role of middle management in business model change, and second, we revisit the literature on issue selling and championing as they may apply to business model change decision-making. We subsequently analyze the case of a business model change initiative in the Dutch water authority sector, revealing two specific tactics that middle management employed to obtain top management’s agreement to business model change: leveraging external agreements and continuously informing top management. We discuss how these findings extend and in some ways suggest a rethink of the literature on organizational change. Finally, we describe the specificities of business model change that distinguish it from other types of change. In sum, this paper demonstrates the interest of research at the nexus of business models and organizational change.
Original languageEnglish
Title of host publicationAdvances in Strategic Management
Subtitle of host publicationBusiness Models and Modelling
EditorsCharles Baden-Fuller, Vincent Mangematin
Place of PublicationBingley U.K.
PublisherEmerald
Pages387-420
Volume33
ISBN (Electronic)9781785604621
ISBN (Print)9781785604638
DOIs
Publication statusPublished - 2015

Fingerprint

Tactics
Business model
Managerial roles
Decision making
Organizational change
Middle management
Top management
Issue selling
Authority
Managers
Water
Decision-making process
Specificity

Keywords

  • Business models
  • decision-making
  • organizational change
  • middle management
  • issue selling
  • championing

Cite this

van den Oever, K., & Martin, X. (2015). Business model change: Managerial roles and tactics in decision-making. In C. Baden-Fuller, & V. Mangematin (Eds.), Advances in Strategic Management: Business Models and Modelling (Vol. 33, pp. 387-420). Bingley U.K.: Emerald. https://doi.org/10.1108/S0742-332220150000033010
van den Oever, Koen ; Martin, Xavier. / Business model change : Managerial roles and tactics in decision-making. Advances in Strategic Management: Business Models and Modelling. editor / Charles Baden-Fuller ; Vincent Mangematin. Vol. 33 Bingley U.K. : Emerald, 2015. pp. 387-420
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van den Oever, K & Martin, X 2015, Business model change: Managerial roles and tactics in decision-making. in C Baden-Fuller & V Mangematin (eds), Advances in Strategic Management: Business Models and Modelling. vol. 33, Emerald, Bingley U.K., pp. 387-420. https://doi.org/10.1108/S0742-332220150000033010

Business model change : Managerial roles and tactics in decision-making. / van den Oever, Koen; Martin, Xavier.

Advances in Strategic Management: Business Models and Modelling. ed. / Charles Baden-Fuller; Vincent Mangematin. Vol. 33 Bingley U.K. : Emerald, 2015. p. 387-420.

Research output: Chapter in Book/Report/Conference proceedingChapterScientificpeer-review

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van den Oever K, Martin X. Business model change: Managerial roles and tactics in decision-making. In Baden-Fuller C, Mangematin V, editors, Advances in Strategic Management: Business Models and Modelling. Vol. 33. Bingley U.K.: Emerald. 2015. p. 387-420 https://doi.org/10.1108/S0742-332220150000033010