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The art of the pivot: how new ventures manage identification relationships with stakeholders as they change direction

Accepted version
Peer-reviewed

Type

Article

Change log

Authors

Hampel, C 
Weber, K 

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.

Description

Keywords

35 Commerce, Management, Tourism and Services, 3507 Strategy, Management and Organisational Behaviour

Journal Title

Academy of Management Journal

Conference Name

Journal ISSN

0001-4273
1948-0989

Volume Title

63

Publisher

Academy of Management

Rights

All rights reserved
Sponsorship
ESRC 1162930