Leena Aarikka-Stenroos

Start-ups initiating business relationships: process and asymmetry

Purpose The purpose of this paper is to develop an understanding of how start-ups initiate business relationships and to identify the subprocesses that characterise business-relationship initiations in a start-up context. Design/methodology/approach The paper builds on business-relationship initiation models, develops a theoretical framework of relationship initiation and its subprocesses and, in a multiple-case study, applies this framework to seven relationship initiations by start-ups. Findings The key findings of this study describe the process of business-relationship initiation by start-ups, which comprise six subprocesses. The authors’ detailed and structured initiation-process analyses show how the initiation process occurs in a start-up context and how start-ups develop their relationships. The authors’ analyses also reveal typical patterns and critical issues, such as asymmetry, that characterise start-ups’ business-relationship initiations, particularly with bigger players. Research limitations/implications This paper develops a model of the relationship-initiation process, uses it in a start-up context and identifies the critical characteristics, including asymmetry, of start-up initiations; these contributions address both the literature on start-ups and the literature on relationship initiation and development. Originality/value This paper is the first to focus on how start-ups initiate business relationships; previous studies of business-relationship initiation have focussed on mature firms. Using the industrial marketing and purchasing approach, the paper contributes to shifting the focus from interactions between resource entities to relationship-initiation processes in the context of start-ups.

Ecosystem approach on medical game development: the relevant actors, value propositions and innovation barriers

This paper explores the medical game ecosystem and reveals the reciprocal value propositions of the relevant actors of medical game ecosystems, as well as barriers that may be complicating or hindering realization of the value propositions. The case comprises an emerging medical game ecosystem in Finland in the traumatic brain injury (TBI) rehabilitation context. This study presents 12 actor groups, their value propositions, and the barriers between the actors. This paper gives a comprehensive view of the actual medical game ecosystem that is needed to utilize the full potential of gamification and serious games in the health care sector.

Sustainable Business Model Ideation and Development of Early Ideas for Sustainable Business Models: Analyzing a New Tool Facilitating the Ideation Process

This chapter presents an early ideation tool, the Impact Canvas® (IC), that has been specifically designed to involve different kinds of stakeholders in the early stages of the business and research ideation process. The authors discuss how a tool can support the ideation process and how the IC tool has been designed to incorporate different elements for the development of sustainable and impactful ideas. The usefulness of the tool when cooperating in a multidisciplinary team is described. The authors report feedback from users of the tool that supports the perception of the user-friendliness and usefulness of the tool. The chapter concludes with a description of how the IC tool is being further developed to support a more multidisciplinary approach to research and business ideation.

Institutionalization Process of Service Innovation: Overcoming Competing Institutional Logics in Service Ecosystems

Service science is concerned with the question of how systems can co-create value in an optimal way. In essence, innovations aim at enabling better value co-creation; but at the same time, cause disruption and tensions in the service ecosystem by challenging prevailing practices. This chapter examines the development and diffusion of a broad scale heath care service innovation—the Electronic Prescription system (eRX)—as a process of institutionalization within a service ecosystem. This case represents an innovation process that attempts to solve a major societal challenge, rationalization of medication and reduction of medication errors and abuse. This change requires commitment and adaptation by diverse actors in multiple service systems affected by the eRX, but is nearly disabled by these actors’ competing and even conflicting institutional logics. We examine how diverse stakeholders slowly move towards a convergent institutional logic as the innovation is gradually institutionalized in the broader service ecosystem, and discuss the major challenges along this process. This chapter highlights the dilemma of change in service ecosystems and highlights the role of institutions therein.