The art of the pivot: How new ventures manage identification relationships with stakeholders as they change direction
Author(s)
Hampel, Christian E
Tracey, Paul
Weber, Klaus
Type
Journal Article
Abstract
Many new ventures have to pivot – radically transform what they are about – because their original approach has failed. However, pivoting risks disrupting relationships with key stakeholders, such as user communities, who identify with ventures. Stakeholders may respond by withdrawing support and starving ventures of the resources needed to thrive. This can pose an existential threat to ventures, yet it is unclear how they can manage this problem. To explore this important phenomenon, we conduct a qualitative process study of The Impossible Project, a photography venture which encountered significant resistance from its user community as it pivoted from an analog focus to an analog-digital positioning. We develop a process model of stakeholder identification management that reveals how ventures can use identification reset work to defuse tensions with stakeholders whose identification with the venture is threatened. A core finding is that ventures can remove the affective hostility of stakeholders and rebuild connections with many of them by exposing their struggles, thus creating a bond focused around these shared experiences. We offer contributions to scholarship on identification management, user community identification, and pivoting.
Date Issued
2020-04-01
Date Acceptance
2019-04-01
Citation
Academy of Management Journal, 2020, 63 (2), pp.440-471
ISSN
0001-4273
Publisher
Academy of Management
Start Page
440
End Page
471
Journal / Book Title
Academy of Management Journal
Volume
63
Issue
2
Copyright Statement
© 2019 Academy of Management.
Subjects
1503 Business and Management
1505 Marketing
Business & Management
Publication Status
Published
Date Publish Online
2019-04-04