Alexander Fust
Title
Dr.
Last Name
Fust
First name
Alexander
Email
alexander.fust@unisg.ch
ORCID
Phone
+41 71 224 71 44
Web Site
9 results
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Item type:Publication, Kundeninteraktionen und der Neuigkeitsgrad von Opportunitäten : Eine unternehmerische Perspektive auf die Frühphase des InnovationsprozessesType:journal articleJournal:Zeitschrift für KMU und EntrepreneurshipVolume:59Issue:2 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Innovative Behavior of Entrepreneurs : A Systematic Literature Review(2014-06-13)Research about innovative entrepreneurs and their behavior has a long tradition. This article intends to shed further light on the behavior of entrepreneurs to recognize and exploit opportunities with high degree of novelty. To sense the diversity of studies in this domain a systematic literature review was conducted. The results show that most studies have been recently published. Furthermore, this study presents aspects of innovative behavior and factors influencing this behavior.Type:conference paper - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Innovative Entrepreneurs in Handicraft Businesses : Unintentional Opportunity Discovery and Motivation for ExploitationAlthough entrepreneurial research focuses often on newly founded ventures, opportunity discovery is highly relevant in existing small- and medium sized businesses as well. Entrepreneurs are challenged by discovering a second, third or fourth opportunity to gain future competitive advantage. These entrepreneurs are embedded in networks with customers and suppliers which are important for the transfer of relevant information for opportunity discovery. In this respect, interactions with customers can lead to the transfer of information about their problems and needs which can be relevant for opportunity discovery. Innovative customers such as lead users (Lettl, Hienerth and Gemuenden, 2008; von Hippel, 1986) transfer their needs to existing firms due to their high motivation to find a solution to their problems. Although there is much research done analyzing the motivation of customers to transfer such information, only little studies could be found which research why entrepreneurs exploit specific customer requests and how they search for a technical solution to solve this indicated customer problem. This is especially relevant, when entrepreneurs have to make costly efforts to gain an immense amount of expertise and knowledge for opportunity exploitation. To answer these questions, I analyze two extreme cases of entrepreneurs in Swiss handicraft industry using case study methodology. This industry is characterized by a high proportion of small- and medium-sized enterprises and a strong competition often leading to low margins for companies in general.Type:conference paper - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Entrepreneurial information channels for early stage opportunity discovery : Empirical study of SMEsInformation channels are transfer media providing relevant information for discovering opportunities to entrepreneurs. In general, information channels have been researched in the context of entrepreneurial social network or strategic planning. However, research has neglected to investigate via which information channels entrepreneurs actually discover opportunities. Therefore, we analyze information channels of 61 opportunities. For this reason, we interview 16 small and medium-sized business owners in a semi structured manner in order to classify information channels used to discover these 61 opportunities. Regarding channel selection, our findings reveal some of the information channels discussed in the social network or strategic planning literature to be of relevance for opportunity recognition, too. Additionally, we find some channels not being discussed in current literature. Furthermore, we show some of the relevant information channels for opportunity discovery in the context of research about new ventures to be of less relevance when it comes to opportunity recognition in established organizations.Type:conference paperJournal:Academy of Management Annual Meeting ProceedingsVolume:Paper 725 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Customer-related Opportunity Discovery : An Entrepreneurial Perspective of Early-Stage Innovation Processes(Verlag KMU-HSG, 2010-09-06); ; ; Fueglistaller, UrsInnovation research claims that relationships with current customers influence early-stage innovation processes, shaping the discovery of opportunities with a potential to be new and disruptive to the market; in the perspective of entrepreneurship research, this focus can be reframed as customer-related opportunity discovery. Thereby, it is discussed controversially whether and how relationships with current customers enable or constrain the discovery of disruptive opportunities in early-stage innovation processes. It is argued that detailed knowledge, close relationships, and intense interactions with current customers lead to disruptive opportunities and successful innovation, due to a better understanding of customer needs or issues with current technologies; at the same time, close customer relationships can lead to a lock-in into a too narrow understanding of relevant needs, issues and opportunities. In this paper, we conceptually explore this important paradox in innovation and entrepreneurship research, by identifying a series of dimensions of customer relationships, their impact on the degree of disruptiveness of discovered opportunities, as well as the moderating effect of technological change and market turbulence on this impact. The exploration of this customer relationship paradox in innovation and entrepreneurship lies at the heart of the new strategic entrepreneurship research program, through the attempt of closely relating innovation processes, opportunity discovery, and strategic partnering between companies and their customers.Type:conference paper - Some of the metrics are blocked by yourconsent settings
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Item type:Publication, Customer interaction of small business owners and the discovery of disruptive opportunities : Is Knowledge Diversity the Missing Link?Interacting with customers is usually a central daily activity for small business owners caused by their operative involvement. It is thus argued that small business owners have a thorough understanding of their markets and the needs of their customers. However, there is limited understanding if customer interactions of small business owners are beneficial or detrimental for the discovery of opportunities: A profound understanding of customer needs is an essential base for opportunity discovery, but a too close focus on customer needs can inhibit small business owners from identifying really disruptive and radically new opportunities. In our conceptual paper, we intend to further explore this controversial issue concerning customer interactions and their impact on the discovery of disruptive opportunities by small business owners as we analyse under which conditions customer interactions lead to the discovery of disruptive entrepreneurial opportunities.Type:conference poster - Some of the metrics are blocked by yourconsent settings
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