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Analyse pragmatique du business model et performations de marché dans l'entrepreneuriat technologique

Abstract : Despite its wide diffusion in techno-entrepreneurial practices, the business model remains weakly inserted in the management academic literature. If the vagueness of this notion does not hinder its use by practitioners, it fosters academic controversies. How to define a business model? In order to address this question, this thesis adopt an original approach and draws the business model definition upon what it performs (induces, provokes, establishes) in techno-entrepreneurial practices. The pragmatic analytical framework developed in the thesis characterizes three representations of the business model: start-up prototype, generic value creation logics and economic modeling of a venture. The thesis examines how these three representations are exploited by practitioners to explore the market for the technology, to insert the start-up in industrial architectures and to leverage financial resources. In fact, the thesis shows that the business model plasticity, initially considered as a weakness, supports the coordination among heterogeneous actors - entrepreneurs, customers, partners, investors, consultants - in an uncertain context.
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Contributor : Marie Eyquem-Renault Connect in order to contact the contributor
Submitted on : Monday, November 14, 2011 - 10:06:44 AM
Last modification on : Wednesday, November 17, 2021 - 12:33:09 PM
Long-term archiving on: : Monday, December 5, 2016 - 1:11:58 AM


  • HAL Id : pastel-00640685, version 1


Marie Eyquem-Renault. Analyse pragmatique du business model et performations de marché dans l'entrepreneuriat technologique. Gestion et management. École Nationale Supérieure des Mines de Paris, 2011. Français. ⟨pastel-00640685⟩



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