Inaugural lecture of newly appointed professors: “Selling” Business Models of Internet Start-Ups

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Prof. Dr. Jan Becker

Associate Professor of Marketing and Service Management & Dean of Research

Kühne Logistics University - KLU

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On Wednesday, 16 March, 2011, Jan Becker, Assistant Professor of Marketing and Service Management (THE KLU) will give a lecture on the topic “Selling” Business Models of Internet Start-Ups - An Experimental Study of Exit-Strategies. The lecture is open to the public. Space is limited, so please register ahead of time.

Abstract:

In certain industries, start-up companies can be observed implementing a new kind of business model which deliberately forgoes sustainable profits in order to threaten incumbents’ revenues. This results in a highly profitable exit for the investors when a threatened incumbent buys the entrant. In a series of experiments with students and managers, this study analyzes why this strategy is almost always successful, even after removing various strategic uncertainties. When start-ups demonstrate their ability to change the existing market by challenging incumbents and their traditional business models, incumbents start to bid for the entrant’s business to deal with the threat. The results indicate that there are two main reasons why incumbents compete for the entrant.

To register please send an email to: beate.linnenberg@the-klu.org

The Lecture Series

The KLU Lecture Series is a forum for scientists and practitioners to talk and discuss on state-of-the art topics related loosely to logistics and entrepreneurship.