What do business models do? Narratives, calculation and market exploration

http://www.csi.ensmp.fr/Items/WorkingPapers/Download/DLWP.php?wp=WP_CSI_012.pdfCSI WORKING PAPERS SERIES 012International audienceBuilding on a case study of an entrepreneurial venture, we investigate the role played by business models in the innovation process. Rather than debating their accuracy and efficiency, we adopt a pragmatic approach to business models -- we examine them as market devices, focusing on their materiality, use and dynamics. Taking into account the variety of its forms, which range from corporate presentations to business plans, we show that the business model is a narrative and calculative device that allows entrepreneurs to explore a market and plays a performative role by contributing to the construction of the techno-economic network of an innovation.<br/>WP abstract: Analyzes the uses and functions of business models through original, qualitative case studies focused on research-based spin-offs.Analyse des usages et fonctions des "business models" à partir d'études de cas originaux dans le domaine des entreprises innovantes issues de la recherche