The Design Logic of New Business Models: Unveiling Cognitive Foundations of Managerial Reasoning

Dirk Schneckenberg, Vivek Velamuri and Christian Comberg
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Dirk Schneckenberg: ESC [Rennes] - ESC Rennes School of Business
Vivek Velamuri: Leipzig Graduate School of Management
Christian Comberg: Leipzig Graduate School of Management

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Abstract: Despite the importance of managerial reasoning in designing business models to handle exogenous change, little is known about its cognitive foundations. We address this gap with a comparative analysis of how managers rethink business model configurations to provide value in the emerging collaborative consumption economy. As customer behaviors shift from owning to sharing possessions, they challenge firms' established business model logics. Using data from in‐depth interviews with managers from 22 sharing ventures, we find six cognitive processes to influence reasoning in new business model design. Furthermore, we find that these processes fall into distinctive dimensions of dominant and emerging logics. Ultimately, they combine into a design logic that explains how managerial reasoning results in conceptually different value creation and value capture configurations. Overall, our findings provide insights for theorizing business model design, and they enhance understanding of the foundations of managerial cognition in innovation contexts.

Keywords: design logic; business model design; managerial cognition; collaborative consumption; sharing economy; innovation theory (search for similar items in EconPapers)
Date: 2019-06-14
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Published in European Management Review, 2019, 16 (2), pp.427-447. ⟨10.1111/emre.12293⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02290186

DOI: 10.1111/emre.12293

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