Description
The aim of this paper is to explore and describe how and why young technology firms communicate their innovations, especially the way they communicate with journalists and different media outlets. Young firms are aware of the need to influence potential stakeholders around them such as customers, venture capitalists, suppliers that their business is innovative and has a commercial interest.
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-240\fs24\par\sl-240\fs24\par\pard\pard\sl-508 \li5 \ri1576 \expndtw-7
\b \f10 \fs43 Media Communication as a
\plain\par
\pard\sl-508 \li5 \ri146 \expndtw-6 \b \f10 \fs43 Marketing Strategy for Technol
ogy
\plain\par
\pard\sl-503 \li5 \ri3978 \expndtw-11 \b \f10 \fs43 Start-up Firms
\par
\plain\sl-118\fs12\par\sl-240\fs24\par\par\pard\pard\sl-230 \li5 \ri44 \expndtw0
\b \f10 \fs19 Young firms are aware of the need to influence potential stakehol
ders around
\plain\expndtw0 \b \f10 \fs19 them such as customers, venture capitalists, suppl
iers that their business is
\plain\expndtw0 \b \f10 \fs19 innovative and is of commercial importance. Resear
chers have called this to
\plain\par
\pard\sl-225 \li5 \ri47 \expndtw1 \b \f10 \fs19 bridge the credibility gap. Gett
ing one actor committed to the project will
\plain\par
\pard\sl-230 \li5 \ri47 \expndtw0 \b \f10 \fs19 help establishing credibility to
reach out to other actors (Birley and Norburn
\plain\expndtw0 \b \f10 \fs19 1985). Further research has proven that personal r
elationships are often the
\plain\expndtw1 \b \f10 \fs19 factor that enables the first transactions and the
founders of the firm are
\plain\expndtw0 \b \f10 \fs19 using their prior credibility in the new firm (Kow
alkowski et al 2005). From
\plain\expndtw2 \b \f10 \fs19 case studies and interviews with different stakeho
lders we found that
\plain\expndtw2 \b \f10 \fs19 companies using media as a strategy to launch thei
r new concept, and
\plain\expndtw1 \b \f10 \fs19 managing to get good coverage, equals this to havi
ng prior relationships
\plain\expndtw0 \b \f10 \fs19 with customers and other stakeholders. It even inc
reases the understanding
\plain\expndtw0 \b \f10 \fs19 of the new concept, and the firm does not need to
explain their business idea
\plain\expndtw0 \b \f10 \fs19 and model every time the meet a new customer/stake
holder. Furthermore,
\plain\par
\pard\sl-225 \li5 \ri50 \expndtw1 \b \f10 \fs19 coverage inhibits second entrant
s of getting media coverage because the
\plain\par
\pard\sl-230 \li5 \ri50 \expndtw1 \b \f10 \fs19 newness is gone. On the other ha
nd, media coverage might help create
\plain\expndtw0 \b \f10 \fs19 exaggerated expectations or alert response from co
mpetitors. Therefore it is
\plain\expndtw0 \b \f10 \fs19 not always clear whether news media coverage is he
lpful or not. We suggest
\plain\expndtw0 \b \f10 \fs19 that it will often be a plausible strategy to get
media coverage in very early
\plain\expndtw3 \b \f10 \fs19 stages of a project, when the credibility gap is l
arge and the risk of
\plain\expndtw1 \b \f10 \fs19 exaggerating expectations are low. This will also
help to develop media
\plain\expndtw-1 \b \f10 \fs19 relations that will be useful as the firm develop
s.
\plain\par
\pard\sl-352 \li5 \ri1140 \fi355 \expndtw-1 \b \f20 \fs19 Keywords\b0 : Innovati
on communication, credibility, journalism, start-ups
\par
\plain\sl-299\fs30\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4412 \expndt
w-3 \f10 \fs39 1 Introduction
\plain\par
\sl-247\fs25\par\pard\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 The aim of thi
s paper is to explore and describe how and why young technology
\plain\expndtw0 \f20 \fs21 firms communicate their innovations, especially the w
ay they communicate with
\plain\par
\pard\sl-254 \li5 \ri44 \expndtw1 \f20 \fs21 journalists and different media out
lets. Young firms are aware of the need to
\plain\expndtw0 \f20 \fs21 influence potential stakeholders around them such as
customers, venture capitalists,
\plain\par
\pard\sl-249 \li5 \ri44 \expndtw3 \f20 \fs21 suppliers that their business is in
novative and has a commercial interest.
\plain\par
\pard\sl-254 \li5 \ri45 \expndtw0 \f20 \fs21 Researchers have called this to bri
dge the credibility gap and that getting one actor
\plain\expndtw1 \f20 \fs21 committed to the project will help establishing credi
bility to reach out to other
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw2 \f20 \fs21 actors (Birley and Norburn 1985). F
urther research has proven that personal
\plain\par
\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 relationships are often the factor
that enables the first transactions and the founders
\plain\expndtw1 \f20 \fs21 of the firm are using their gained credibility or inh
erited ties in the new firm
\plain\expndtw1 \f20 \fs21 (Kowalkowski et al 2005). We will look into how commu
nication with media
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 about the firm's new concept, the i
nnovation, will be beneficial to establishing
\plain\par
\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 credibility and get the merry-go-ro
und to spin faster. Knowing that media coverage
\plain\par
\sl-297\fs30\par\sl-240\fs24\par\pard\pard\sl-216 \li5 \ri3309 \fi3633 \expndtw-
2 \f20 \fs21 3
\par
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
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\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
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\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri42 \expndtw1 \f2
0 \fs21 has a broader reach than only to the targeted relationship as within rel
ationship
\plain\expndtw0 \f20 \fs21 management building credibility through media might a
lso open up for competitors
\plain\expndtw-6 \f20 \fs21 to react.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri47 \expndtw1 \f20 \fs21 News media is
a key trigger of responses from competitors according to Mark
\plain\expndtw-1 \f20 \fs21 Kennedy (Kennedy 2005). He argues that "both efficie
ncy and legitimacy concerns
\plain\expndtw3 \f20 \fs21 lead firms to rely on media coverage of their competi
tors rather than on
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw1 \f20 \fs21 competitors' direct public statemen
ts" and shows in his study that "\expndtw-14{\field{\*\fldinst SYMBOL 188 \\f Sy
mbol }}being
\plain\par
\pard\sl-254 \li5 \ri49 \expndtw1 \f20 \fs21 referenced by rivals follows covera
ge rather than releases, but coverage itself
\plain\expndtw-2 \f20 \fs21 follows producers' influence attempts. Thus, the med
ia is behind the market mirror,
\plain\par
\pard\sl-249 \li5 \ri44 \expndtw2 \f20 \fs21 and its image of demand is refracte
d by properties of the reporter-source
\plain\par
\pard\sl-254 \li5 \ri5851 \expndtw-12 \f20 \fs21 interface."
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri5171 \expndtw-5 \f
10 \fs39 2 Theory
\par
\plain\sl-287\fs29\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri3129 \expndtw-27
\b \f10 \fs27 2.1
\plain\tx924 \tab \expndtw-5 \b \f10 \fs27 Social Network Theory
\par
\plain\sl-186\fs19\par\pard\pard\sl-249 \li5 \ri43 \expndtw0 \f20 \fs21 Personal
networks are important for an entrepreneur to successfully start up a new
\plain\expndtw1 \f20 \fs21 firm to potential customers, investors, authorities,
and suppliers (Birley 1996;
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw0 \f20 \fs21 Kowalkowski et al. 2005). Compared
to the resource base of the business network,
\plain\expndtw0 \f20 \fs21 the firm's internal resources are often scarce; for t
his reason drawing on resources
\plain\par
\pard\sl-249 \li5 \ri42 \expndtw0 \f20 \fs21 from network relationships is impor
tant (Gummesson 2004; Hammarkvist et al.
\plain\par
\pard\sl-254 \li5 \ri46 \expndtw1 \f20 \fs21 1982; Johannisson 1998; Ostgaard an
d Birley 1996). The firm itself is a new
\plain\expndtw1 \f20 \fs21 phenomenon when it is created and has therefore no cr
edibility in itself. This is
\plain\expndtw0 \f20 \fs21 why the personal network and the credibility of prior
actions within the network is
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 an enabling factor that eases neces
sary transactions for the growth of the company
\plain\par
\pard\sl-254 \li5 \ri4519 \expndtw-2 \f20 \fs21 (Kowalkowski et al. 2005).
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 If the founder
s have no prior experience with industry it will be of interest to look
\plain\expndtw0 \f20 \fs21 at what networks and potential stakeholders they can
initiate a relationship with. In
\plain\expndtw2 \f20 \fs21 this case the firm needs according to Birley and Norb
urn (1985) to develop
\plain\par
\pard\sl-249 \li5 \ri46 \expndtw1 \f20 \fs21 relationships to different stakehol
ders and create a virtuous circle of credibility
\plain\par
\pard\sl-254 \li5 \ri5962 \expndtw-5 \f20 \fs21 building.
\par
\plain\sl-134\fs13\par\sl-240\fs24\par\par\par\par\par\par\par\par\par\par\par\p
ar\par\par\par\pard\pard\sl-216 \li3639 \ri3309 \expndtw-2 \f20 \fs21 4
\par
\sect\sectd\sbkpage\margtsxn1320\pard
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\plain\pard\sl-197 \li5 \ri66 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3656 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-240\fs24\par\sl-240\fs24\par\par\par\par\par\par\par\par\par\par\par\p
ar\par\par\par\pard\pard\sl-177 \li5 \ri65 \fi4752 \expndtw-1 \b \f20 \fs17 Sour
ce: Birley and Norburn, 1985
\plain\par
\sl-133\fs13\par\sl-240\fs24\par\par\pard\pard\sl-254 \li5 \ri65 \expndtw1 \f20
\fs21 Granovetter (1985) argues weak ties are more useful than strong ties. Alth
ough
\plain\expndtw1 \f20 \fs21 media is not building mutual ties, you might argue th
at media coverage creates
\plain\par
\pard\sl-249 \li5 \ri64 \expndtw0 \f20 \fs21 unilateral awareness or that might
be close to weak ties. Hallen (2006) is finding
\plain\par
\pard\sl-254 \li5 \ri63 \expndtw0 \f20 \fs21 three ways to establish credibility
in the literature. His research is about forming
\plain\expndtw2 \f20 \fs21 partnerships in uncertainty and the unit of study is
the transactions between
\plain\par
\pard\sl-249 \li5 \ri62 \expndtw1 \f20 \fs21 technology start-ups and venture ca
pital firms. In uncertainty transactions are
\plain\par
\pard\sl-254 \li5 \ri61 \expndtw0 \f20 \fs21 usually done with actors that have
done business before, or through the partners'
\plain\par
\pard\sl-254 \li5 \ri526 \expndtw0 \f20 \fs21 partners, but he also suggest that
the status of the uncertain actor is a variable.
\par
\plain\sl-221\fs22\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri610 \expndtw-26
\b \f10 \fs27 2.2
\plain\tx925 \tab \expndtw-3 \b \f10 \fs27 Innovation Adaptation and Diffusion T
heory
\par
\plain\sl-186\fs19\par\pard\pard\sl-249 \li5 \ri65 \expndtw1 \f20 \fs21 Looking
inside the firm of the buyer the adoption process of an innovation is
\plain\par
\pard\sl-249 \li5 \ri3168 \expndtw-1 \f20 \fs21 viewed as a five step process. (
Rogers 1983)
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri59 \fi360 \expndtw0 \f20 \fs21 1)\b K
nowledge\b0 is when the group within the company which is the decision-
\plain\par
\pard\sl-254 \li725 \ri65 \expndtw0 \f20 \fs21 making unit starts to understand
what the innovation is about and how that
\plain\expndtw-2 \f20 \fs21 relates to their needs.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri60 \fi359 \expndtw2 \f20 \fs21 2)\b P
ersuasion\b0 is when the decision-making unit develops a positive or
\plain\par
\pard\sl-254 \li725 \ri58 \expndtw0 \f20 \fs21 negative attitude towards this pa
rticular innovation. They try to evaluate if
\plain\par
\pard\sl-249 \li725 \ri1179 \expndtw-1 \f20 \fs21 the innovation could or could
not be useful for their business.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri64 \fi359 \expndtw0 \f20 \fs21 3)\b D
ecision\b0 is the third step and here the unit may try the product or a smaller
\plain\par
\pard\sl-249 \li365 \ri2908 \fi360 \expndtw-1 \f20 \fs21 version of it. After th
e trial they decide.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri68 \fi359 \expndtw0 \f20 \fs21 4)\b I
mplementation\b0 is vital for the adaptation. If something goes wrong here
\plain\par
\pard\sl-249 \li725 \ri63 \expndtw0 \f20 \fs21 and the start up firm is not able
to provide adequate information the buyer
\plain\par
\pard\sl-254 \li725 \ri1539 \expndtw-1 \f20 \fs21 may cancel the transaction or
just not use the innovation.
\plain\par
\pard\sl-431 \li5 \ri65 \fi359 \expndtw1 \f20 \fs21 5)\b Confirmation\b0 is th
e last step where the buyer needs to get feedback on
\plain\par
\pard\sl-254 \li5 \ri2602 \fi719 \expndtw-1 \f20 \fs21 that they are using the i
nnovation correctly.
\par
\plain\sl-263\fs26\par\sl-240\fs24\par\par\par\pard\pard\sl-216 \li3639 \ri3327
\expndtw-2 \f20 \fs21 5
\par
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}}\margt1400\margb300\margr2220\margl2260
\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri49 \expndtw0 \f2
0 \fs21 The decision making unit can also be described as the buying centre is t
he unit of
\plain\expndtw0 \f20 \fs21 people having different roles in the adaptation of an
innovation.(Biemans 1992)
\plain\expndtw0 \f20 \fs21 The roles are; users, gatekeepers, influencers, decid
ers, buyers. Gatekeepers control
\plain\expndtw1 \f20 \fs21 the information that the others in the DMU will get.
Influencers are informing
\plain\par
\pard\sl-249 \li5 \ri45 \expndtw1 \f20 \fs21 about other alternatives or set the
buying specifications. Deciders are actually
\plain\par
\pard\sl-254 \li5 \ri45 \expndtw1 \f20 \fs21 making the decision even if they do
not have the formal authority to do so and
\plain\expndtw2 \f20 \fs21 buyers are the ones having the formal authority and a
re responsible for the
\plain\par
\pard\sl-249 \li5 \ri45 \expndtw0 \f20 \fs21 implementation. (Webster and Wind 1
972) Bonoma (Bonoma 1982) later found a
\plain\par
\pard\sl-254 \li5 \ri385 \expndtw0 \f20 \fs21 sixth role, the initiator, who ide
ntifies the problem and start the buying process.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri47 \expndtw0 \f20 \fs21 It has also be
en suggested that the more capital expensive equipment that is being
\plain\par
\pard\sl-254 \li5 \ri973 \expndtw-1 \f20 \fs21 sold the more influence top-tier
management will have. (Biemans 1992)
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri44 \expndtw2 \f20 \fs21 Then looking a
t the diffusion process researchers have found that time is an
\plain\expndtw0 \f20 \fs21 important element. Time separates between early and l
ate adopters. The channels
\plain\expndtw0 \f20 \fs21 of communication are affecting the diffusion in two w
ays according to Biemans
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 (1992, p.54), marketing activities
where the industrial marketer sends information
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw1 \f20 \fs21 directly to the potential buyer and
other channels such as word-of-mouth and
\plain\expndtw-3 \f20 \fs21 opinion leadership.
\plain\par
\pard\sl-431 \li5 \ri46 \expndtw0 \f20 \fs21 Rogers (1983, p.271) defines opinio
n leadership as "the degree to which an actor
\plain\par
\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 (be it an individual, group or orga
nization) is able to informally to influence other
\plain\par
\pard\sl-249 \li5 \ri544 \expndtw-3 \f20 \fs21 actors' attitudes or overt behavi
our in a desired way with relative frequency".
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri51 \expndtw0 \f20 \fs21 Opinion leader
ship is thought not to have a great impact in industrial markets (Day
\plain\expndtw0 \f20 \fs21 and Herbig 1990; Webster 1970) but on the other hand
there is not much research
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw1 \f20 \fs21 being done in this field (Lancaster
and White 1976). Reasons why industrial
\plain\expndtw1 \f20 \fs21 markets would be less sensitive to opinion leadership
compared to consumer
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw0 \f20 \fs21 markets are; the seller gives more
information about their product and also informs
\plain\par
\pard\sl-254 \li5 \ri46 \expndtw0 \f20 \fs21 about the negative sides or limitat
ions to avoid misuse, consumer decision-making
\plain\expndtw0 \f20 \fs21 is more bound by the peers, motives for opinion leade
rship in consumer markets
\plain\expndtw0 \f20 \fs21 might be inhibited in companies due to their stricter
policies, competition restricts
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 the direct communication between bu
yers in the same industry. (Biemans, 1992
\plain\par
\pard\sl-254 \li5 \ri5903 \expndtw-6 \f20 \fs21 pp.60-61)
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri48 \expndtw0 \f20 \fs21 Contrary to th
ese findings Martilla (1971) and Foxall (1979) found that potential
\plain\expndtw0 \f20 \fs21 purchasers seek information from competing firms, esp
ecially if the purchase was
\plain\expndtw-1 \f20 \fs21 associated with innovativeness (Foxall 1980).
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4233 \expndtw-4 \f
10 \fs39 3 Methodology
\plain\par
\sl-247\fs25\par\pard\pard\sl-249 \li5 \ri44 \expndtw0 \f20 \fs21 Since the aim
is to explore a contemporary process in a real-life setting, a multiple
\plain\expndtw0 \f20 \fs21 case study approach was chosen as the research strate
gy, considered appropriate
\plain\par
\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 when investigating a contemporary p
henomenon within its real-life context where
\plain\expndtw0 \f20 \fs21 the boundaries between the phenomenon and context are
not clearly evident (Yin
\plain\par
\pard\sl-249 \li5 \ri6166 \expndtw-9 \f20 \fs21 1994).
\par
\plain\sl-182\fs18\par\sl-240\fs24\par\par\par\pard\pard\sl-216 \li3639 \ri3309
\expndtw-2 \f20 \fs21 6
\par
\sect\sectd\sbkpage\margtsxn1320\pard
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri46 \expndtw0 \f2
0 \fs21 Interviews were conducted in a semi-structured manner during 1 month tim
e with
\plain\expndtw0 \f20 \fs21 one or two representatives at two start-up firms. Als
o, internal and external written
\plain\expndtw2 \f20 \fs21 material and presentations supplemented the empirical
data. Interviewing
\plain\expndtw3 \f20 \fs21 representatives at other levels within the organisati
ons, as well as other
\plain\par
\pard\sl-249 \li5 \ri52 \expndtw1 \f20 \fs21 stakeholders, would have been desir
able from a validity point of view but was
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw3 \f20 \fs21 considered not possible during this
period of time. Due to the company
\plain\expndtw1 \f20 \fs21 representatives being the founders and that one of th
e authors has followed the
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw0 \f20 \fs21 firms from the start; high reliabil
ity is believed to have been achieved. We then
\plain\par
\pard\sl-254 \li5 \ri265 \expndtw0 \f20 \fs21 interviewed people at a public rel
ations firm to see if they validated our findings.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 The selection
of case firms was dependent on their age and expansion. The firms
\plain\expndtw2 \f20 \fs21 chosen are considered to well reflect various situati
ons where start-up firms
\plain\expndtw0 \f20 \fs21 struggle to convince the market of there credibility
as a supplier. One case is less
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw1 \f20 \fs21 technology driven and the other's o
ffering is based on complex technology.
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw-1 \f20 \fs21 Analysis of within-case data was m
ade initially, which corresponds to Eisenhardt's
\plain\expndtw0 \f20 \fs21 (1989) idea to firstly become familiar with each case
as a separate entity in order to
\plain\expndtw-1 \f20 \fs21 identify case specific patterns before making a cros
s-case comparison.
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4191 \expndtw-3 \f
10 \fs39 4 Data findings
\par
\plain\sl-287\fs29\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri3971 \expndtw-27
\b \f10 \fs27 4.1
\plain\tx925 \tab \expndtw-7 \b \f10 \fs27 The White Case
\par
\plain\pard\sl-430 \li5 \ri51 \expndtw0 \f20 \fs21 In 1997 an idea of a new proc
ess of being a coordinating middle man in the health
\plain\par
\pard\sl-254 \li5 \ri44 \expndtw0 \f20 \fs21 care industry was born. It reminded
of how travel agencies help their customers to
\plain\expndtw1 \f20 \fs21 get what they want when the customer is going somewhe
re he/she never been
\plain\par
\pard\sl-249 \li5 \ri42 \expndtw3 \f20 \fs21 before. Using IT communication as a
n enabling technology and targeting
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw1 \f20 \fs21 employers as their main customers w
ith their offering the firm open up a new
\plain\expndtw-4 \f20 \fs21 market space.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri46 \expndtw0 \f20 \fs21 They got a lot
of media exposure just from calling different news outlets and telling
\plain\expndtw-2 \f20 \fs21 them about this new concept.
\plain\par
\sl-182\fs18\par\pard\pard\sl-249 \li5 \ri47 \expndtw1 \f20 \fs21 "We were worki
ng with a well-known transportation company and the biggest
\plain\expndtw1 \f20 \fs21 business daily in the country wrote about it and afte
r that we never needed to
\plain\par
\pard\sl-254 \li5 \ri1686 \expndtw-2 \f20 \fs21 explain why we existed to anyone
in the business community."
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li58 \ri44 \expndtw0 \f20 \fs21 Suddenly you
do not need to explain who you are and why you call every time you
\plain\expndtw0 \f20 \fs21 call a potential customer, supplier, investor or any
other stakeholder. "If you are in
\plain\expndtw1 \f20 \fs21 the media as a new company you suddenly exist". It is
incredible how much
\plain\expndtw0 \f20 \fs21 legitimacy and credibility it gives you as a company
to have been in a newspaper,
\plain\par
\pard\sl-249 \li5 \ri50 \expndtw1 \f20 \fs21 on television and so on. Everyone i
s so critical about journalism nowadays but
\plain\par
\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 empirically I know that people beli
eve what they read and see, so therefore it is an
\plain\expndtw-1 \f20 \fs21 invaluable for a start-up to be in media if the cove
rage is good.
\par
\plain\sl-148\fs15\par\sl-240\fs24\par\par\par\par\par\pard\pard\sl-216 \li3639
\ri3309 \expndtw-2 \f20 \fs21 7
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\plain\pard\sl-197 \li5 \ri66 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3656 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri69 \expndtw0 \f2
0 \fs21 If you have a new concept, you need to take that space in the reporter's
mind, so
\plain\expndtw0 \f20 \fs21 when a similar company, product or service is out on
the market the journalist will
\plain\par
\pard\sl-254 \li5 \ri1531 \expndtw-3 \f20 \fs21 ask the competitor: "What is the
difference between X and you?"
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri63 \expndtw0 \f20 \fs21 You will also
teach the market what your product is about. That is in particular true
\plain\expndtw0 \f20 \fs21 for concepts that are easy to copy. In the end it is
like the old saying "No one gets
\plain\expndtw2 \f20 \fs21 fired buying from IBM", therefore is the credibility
building by coverage
\plain\par
\pard\sl-249 \li5 \ri5821 \expndtw-5 \f20 \fs21 invaluable.
\par
\plain\sl-221\fs22\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri3919 \expndtw-27
\b \f10 \fs27 4.2
\plain\tx925 \tab \expndtw-7 \b \f10 \fs27 Global IP Sound
\par
\plain\sl-181\fs18\par\pard\pard\sl-254 \li5 \ri69 \expndtw0 \f20 \fs21 GIPS, vo
ice over IP company, started in October 1999 in Stockholm, Sweden, and
\plain\expndtw2 \f20 \fs21 closed their first financial round in beginning of 20
00. The founders are all
\plain\par
\pard\sl-249 \li5 \ri428 \expndtw0 \f20 \fs21 engineers and previously worked at
companies such as Ericsson and Bell Labs.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri64 \expndtw0 \f20 \fs21 They establish
ed themselves early on in the Bay Area mainly due most of potential
\plain\expndtw1 \f20 \fs21 customers stemming from the vicinity. But also becaus
e one nascent co-worker
\plain\par
\pard\sl-254 \li5 \ri68 \expndtw0 \f20 \fs21 already living on the West Coast. 2
006 GIPS employs 40 people, and has gathered
\plain\expndtw0 \f20 \fs21 experts of speech processing and IP telephony and has
open offices in Boston and
\plain\par
\pard\sl-249 \li5 \ri5717 \expndtw-5 \f20 \fs21 Hong Kong.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri65 \expndtw1 \f20 \fs21 GIPS has 3 pat
ents and 7 pending patents around embedded voice processing
\plain\expndtw0 \f20 \fs21 solutions for real-time communications on packet netw
orks. One business model is
\plain\par
\pard\sl-254 \li5 \ri66 \expndtw1 \f20 \fs21 to make business directly with the
companies serving the users (Skype, Google
\plain\expndtw0 \f20 \fs21 Talk, Yahoo). Here GIPS use a revenue sharing model s
o that GIPS will be forced
\plain\par
\pard\sl-249 \li5 \ri65 \expndtw0 \f20 \fs21 to help the clients to improve thei
r technology in order to receive more revenue.
\plain\par
\pard\sl-254 \li5 \ri64 \expndtw0 \f20 \fs21 GIPS get paid for their first insta
llments as a consultancy firm. The other model is
\plain\expndtw0 \f20 \fs21 to sell the software to chip manufacturers, which in
turn sell to ODMs, which sell
\plain\expndtw0 \f20 \fs21 to OEMs. The chip manufacturers pay a software licens
e to use GIPS products.
\plain\par
\sl-182\fs18\par\pard\pard\sl-249 \li5 \ri57 \expndtw1 \f20 \fs21 There are othe
r companies selling Voip products. But the market looks like the
\plain\expndtw0 \f20 \fs21 home video industry and the customers can either try
to find the best products and
\plain\par
\pard\sl-254 \li5 \ri63 \expndtw0 \f20 \fs21 assemble it by themselves or with s
ome help or they buy a whole package. The big
\plain\expndtw0 \f20 \fs21 players want to pick and choose and therefore they tu
rn to GIPS, which is leading
\plain\expndtw0 \f20 \fs21 in some parts of the package. Jan Linden at GIPS sees
themselves as a classical
\plain\par
\pard\sl-249 \li5 \ri62 \expndtw0 \f20 \fs21 engineering driven company. So ther
e was no effort to contact media and a lot of
\plain\par
\pard\sl-254 \li5 \ri63 \expndtw1 \f20 \fs21 concentration on the product. GIPS
uses embedded software so there is no real
\plain\expndtw0 \f20 \fs21 need to market themselves to the ordinary users. Alth
ough they realize now that a
\plain\par
\pard\sl-249 \li5 \ri58 \expndtw-2 \f20 \fs21 strategy that might work is to go
for "Intel Inside" and than it would be useful to be
\plain\par
\pard\sl-254 \li5 \ri1637 \expndtw-1 \f20 \fs21 seen in ordinary media. So to be
in the media will be beneficial.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri69 \expndtw0 \f20 \fs21 They went to t
rade shows instead. To market themselves in the US they realized
\plain\expndtw1 \f20 \fs21 that they did not have all the contacts so it took a
little bit longer to establish
\plain\expndtw0 \f20 \fs21 relationships. Best way was the trade shows, because
then you meet the people in
\plain\par
\pard\sl-249 \li5 \ri62 \expndtw0 \f20 \fs21 the companies that are in charge of
these processes. Otherwise it might take a year
\plain\par
\pard\sl-254 \li5 \ri1079 \expndtw0 \f20 \fs21 just to get to the right person i
n a company if you start with a cold call.
\par
\plain\sl-139\fs14\par\sl-240\fs24\par\par\par\par\par\pard\pard\sl-216 \li3639
\ri3327 \expndtw-2 \f20 \fs21 8
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\plain\pard\sl-197 \li5 \ri66 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3656 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-284\fs28\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri4747 \expndtw-27
\b \f10 \fs27 4.3
\plain\tx925 \tab \expndtw-12 \b \f10 \fs27 Spark PR
\par
\plain\sl-181\fs18\par\pard\pard\sl-254 \li5 \ri63 \expndtw1 \f20 \fs21 As a pub
lic relation company in the Bay Area around San Francisco Spark PR
\plain\expndtw1 \f20 \fs21 handles a lot of technology start-ups. They have equa
l amount of business to
\plain\par
\pard\sl-249 \li5 \ri63 \expndtw0 \f20 \fs21 business and business to consumer c
ompanies as customers. Even companies with
\plain\par
\pard\sl-254 \li5 \ri62 \expndtw1 \f20 \fs21 very few potential customers on the
ir targeted market for their product use PR
\plain\expndtw0 \f20 \fs21 services. Promoting i.e. open source software compani
es a more bottom-up process
\plain\expndtw0 \f20 \fs21 is used compared to some start-ups that will gain to
be seen in the big media.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri65 \expndtw1 \f20 \fs21 .They always s
tarts with discussing the business objective of the company. The
\plain\expndtw1 \f20 \fs21 objective might be to hire skilled engineers, to clos
e a partnership deal, crisis
\plain\par
\pard\sl-249 \li5 \ri60 \expndtw2 \f20 \fs21 management, second round of financi
ng, and increase sales. This is often in
\plain\par
\pard\sl-254 \li5 \ri65 \expndtw0 \f20 \fs21 alignment with reaching different b
usiness milestones. Depending on the objective
\plain\expndtw2 \f20 \fs21 the public relation strategy is set.\i "If a company
wants to close a deal with
\plain\par
\pard\sl-249 \li5 \ri63 \expndtw1 \i \f20 \fs21 Motorola, maybe it is preferable
to be seen in the Sunday paper of the Chicago
\plain\par
\pard\sl-254 \li5 \ri65 \expndtw0 \i \f20 \fs21 Tribune. It is all about credibi
lity building towards different stakeholders"\i0 says
\plain\expndtw3 \f20 \fs21 Donna Sokolsky, co-founder Spark PR. It is often eith
er the entrepreneur
\plain\par
\pard\sl-249 \li5 \ri65 \expndtw1 \f20 \fs21 him/herself or the venture capitali
st funding the company who contacts the PR
\plain\par
\pard\sl-254 \li5 \ri6309 \expndtw-12 \f20 \fs21 firm.
\plain\par
\pard\sl-431 \li5 \ri67 \expndtw0 \f20 \fs21 Spark PR has seen that competitors
are the first to react to the news piece, so the
\plain\par
\pard\sl-254 \li5 \ri474 \expndtw0 \f20 \fs21 firm needs to take that into accou
nt when deciding to pursue media marketing.
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4569 \expndtw-4 \f
10 \fs39 5 Discussion
\plain\par
\sl-242\fs24\par\pard\pard\sl-254 \li5 \ri64 \expndtw0 \f20 \fs21 Our first find
ing is that there is a gap between the management literature in both
\plain\expndtw2 \f20 \fs21 social network literature we looked at and the innova
tion diffusion theory
\plain\par
\pard\sl-249 \li5 \ri66 \expndtw0 \f20 \fs21 compared to how entrepreneurs pursu
ing a media strategy view the importance of
\plain\par
\pard\sl-254 \li5 \ri5401 \expndtw-4 \f20 \fs21 media coverage.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri66 \expndtw0 \f20 \fs21 The White case
was clear in the benefits they received of getting media coverage.
\plain\expndtw0 \f20 \fs21 This was especially apparent in their relation buildi
ng activities toward customers.
\plain\expndtw0 \f20 \fs21 It seems as if they were let in by the gatekeepers mu
ch easier through being well-
\plain\par
\pard\sl-249 \li5 \ri57 \expndtw0 \f20 \fs21 known. The case also suggests that
the buyer is in an easier position internally if
\plain\par
\pard\sl-254 \li5 \ri69 \expndtw0 \f20 \fs21 the start-up is well-known; it was
conveyed by the quotation "No one gets fired
\plain\expndtw-7 \f20 \fs21 buying from IBM".
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri60 \expndtw0 \f20 \fs21 The GIPS case
did not suggest that the impact of media would have been lesser.
\plain\expndtw0 \f20 \fs21 This case demonstrated the inability of the managemen
t team of the company to
\plain\expndtw0 \f20 \fs21 understand why media coverage would be of interest to
them. You might argue that
\plain\par
\pard\sl-249 \li5 \ri64 \expndtw0 \f20 \fs21 their product is further down the v
alue chain and therefore lesser customers and
\plain\par
\pard\sl-254 \li5 \ri65 \expndtw0 \f20 \fs21 therefore less need for media cover
age. But findings from the White case and from
\plain\expndtw1 \f20 \fs21 Spark are contrary saying that the benefits are not d
epending on the amount of
\plain\par
\pard\sl-249 \li5 \ri575 \expndtw0 \f20 \fs21 potential customers but if the cov
erage is alignment with business objectives.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri58 \expndtw0 \f20 \fs21 Through the Wh
ite case and the Spark case we can also conclude that media has a
\plain\expndtw1 \f20 \fs21 role when it comes to building credibility towards di
fferent stakeholders. We
\plain\par
\sl-172\fs17\par\sl-240\fs24\par\par\pard\pard\sl-216 \li5 \ri3327 \fi3633 \expn
dtw-2 \f20 \fs21 9
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri52 \expndtw2 \f2
0 \fs21 would like to suggest a modified model of Birley and Norburn (1985). And
\plain\expndtw0 \f20 \fs21 because the media landscape is changing as we speak w
e will simply use media
\plain\expndtw0 \f20 \fs21 coverage and opinion leadership synonymously. Therefo
re we argue that media
\plain\expndtw0 \f20 \fs21 plays an important enabling role of building credibil
ity and challenge prior studies
\plain\par
\pard\sl-249 \li5 \ri2542 \expndtw-1 \f20 \fs21 such as Day and Herbig (1990) an
d Webster (1970).
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri45 \expndtw0 \f20 \fs21 With the targe
ted media strategy the company is able to reach all the actors in the
\plain\expndtw0 \f20 \fs21 Decision Making Unit (Webster and Wind 1972) of a fut
ure partner, buyer or even
\plain\par
\pard\sl-254 \li5 \ri42 \expndtw1 \f20 \fs21 venture capitalist. The knowledge o
f the company also facilitates the adoption
\plain\expndtw-1 \f20 \fs21 process of an innovation in all five stages (Rogers
1983).
\plain\par
\pard\sl-431 \li5 \ri48 \expndtw2 \f20 \fs21 Start-up companies have small resou
rces and using media is a cheap way to
\plain\par
\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 increase the credibility of the com
pany. Or as one of out interviewees put it "No
\plain\par
\pard\sl-249 \li5 \ri45 \expndtw0 \f20 \fs21 one gets fired buying from IBM". Th
ere is also indication that the valuation of the
\plain\par
\pard\sl-254 \li5 \ri4696 \expndtw-2 \f20 \fs21 company might increase.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 There was some
evidence that engineer based companies did not focus on media
\plain\expndtw0 \f20 \fs21 because of more interest in creating a great product.
The companies did however
\plain\expndtw0 \f20 \fs21 recognize the benefit of being well-known and to get
more people to understand
\plain\par
\pard\sl-249 \li5 \ri4001 \expndtw-1 \f20 \fs21 their technology and value added
.
\plain\par
\pard\sl-431 \li5 \ri42 \expndtw0 \f20 \fs21 The media coverage has different af
fects on different stakeholders. The possibility
\plain\par
\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 to get a better valuation through b
eing more well-known is an interesting research
\plain\expndtw-4 \f20 \fs21 area in itself.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri47 \expndtw0 \f20 \fs21 If the compani
es should communicate pre or post launch seems to be a question of
\plain\expndtw0 \f20 \fs21 managing expectations. If the founders manage to crea
te a media interest in their
\plain\par
\pard\sl-249 \li5 \ri44 \expndtw0 \f20 \fs21 company prior to launching their pr
oduct/service they need to be open about the
\plain\par
\pard\sl-254 \li5 \ri3465 \expndtw-1 \f20 \fs21 uncertainties of when the launch
will be.
\par
\sect\sectd\sbknone\cols3\colno1\colw1071\colsr897\colno2\colw2250\colsr514\coln
o3\colw2690
\plain\sl-142\fs14\par\sl-240\fs24\par\par\pard\pard\sl-230 \li130 \ri0 \expndtw
-6 \b \f10 \fs19 Attracting
\plain\expndtw-6 \b \f10 \fs19 attention:
\plain\par
\sl-220\fs22\par\pard\pard\sl-196 \li130 \ri144 \expndtw-8 \b \f10 \fs19 Benefit
s
\plain\par
\sl-201\fs20\par\sl-240\fs24\par\par\pard\pard\sl-196 \li130 \ri472 \expndtw-12
\b \f10 \fs19 Risk
\par
\column
\plain\sl-176\fs18\par\sl-240\fs24\par\par\pard\pard\sl-196 \li0 \ri1100 \expndt
w-6 \b \f10 \fs19 Pre-launch
\plain\par
\sl-177\fs18\par\sl-240\fs24\par\pard\pard\sl-230 \li0 \ri0 \expndtw-2 \f10 \fs1
9 Hiring A-team, raising the
\plain\par
\pard\sl-230 \li0 \ri750 \expndtw-3 \f10 \fs19 value of the firm
\plain\par
\sl-177\fs18\par\sl-240\fs24\par\pard\pard\sl-230 \li0 \ri67 \expndtw-2 \f10 \fs
19 Delays, expectations not
\plain\par
\pard\sl-230 \li0 \ri425 \expndtw-3 \f10 \fs19 met, laughing stock,
\plain\par
\pard\sl-230 \li0 \ri1250 \expndtw-7 \f10 \fs19 unserious
\par
\column
\plain\sl-176\fs18\par\sl-240\fs24\par\par\pard\pard\sl-196 \li0 \ri1397 \expndt
w-5 \b \f10 \fs19 Post-launch
\plain\par
\sl-177\fs18\par\sl-240\fs24\par\pard\pard\sl-230 \li0 \ri237 \expndtw-2 \f10 \f
s19 Customer pull effect, raison
\plain\par
\pard\sl-230 \li0 \ri913 \expndtw-8 \f10 \fs19 d'etre - towards all
\plain\par
\pard\sl-230 \li0 \ri1352 \expndtw-4 \f10 \fs19 stakeholders,
\plain\par
\sl-187\fs19\par\pard\pard\sl-230 \li0 \ri875 \expndtw-3 \f10 \fs19 Bad coverage
, time
\plain\par
\pard\sl-230 \li0 \ri354 \expndtw-2 \f10 \fs19 consuming with no results
\par
\sect\sectd\sbknone\plain\sl-117\fs12\par\sl-240\fs24\par\par\par\pard\pard\sl-2
78 \li5 \ri4446 \expndtw-27 \b \f10 \fs27 5.1
\plain\tx924 \tab \expndtw-9 \b \f10 \fs27 Proposition
\par
\plain\pard\sl-430 \li5 \ri51 \expndtw0 \f20 \fs21 We want to propose news media
communication for technology start-ups as yet
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw2 \f20 \fs21 another enabling factor for establi
shing credibility and reducing uncertainty
\plain\expndtw-1 \f20 \fs21 towards different potential stakeholders.
\par
\plain\sl-187\fs19\par\sl-240\fs24\par\par\par\pard\pard\sl-216 \li3581 \ri3261
\expndtw-12 \f20 \fs21 10
\par
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri47 \expndtw1 \f2
0 \fs21 What we have seen evidence of is that a start up in the very initial sta
ges will
\plain\expndtw0 \f20 \fs21 usually benefit from even minor media coverage. At th
e initial stage the firm faces
\plain\expndtw1 \f20 \fs21 its largest credibility gap, while the expectations f
rom the surrounding world,
\plain\expndtw0 \f20 \fs21 including any possible competition, is low. A news pi
ece from a known publication
\plain\par
\pard\sl-249 \li5 \ri722 \expndtw0 \f20 \fs21 is a good complement to a business
card carrying an unknown brand name.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri45 \expndtw1 \f20 \fs21 This action ha
s the same advantages as networks due to low cost, which is of
\plain\expndtw0 \f20 \fs21 importance to start-up companies with smaller budgets
. But the difference is that
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw0 \f20 \fs21 the founder can not control the eff
ects and it affects all the stakeholders at the same
\plain\expndtw-11 \f20 \fs21 time.
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri813 \expndtw-3 \f1
0 \fs39 6 Example of Managerial Guidelines
\plain\par
\sl-247\fs25\par\pard\pard\sl-249 \li5 \ri44 \expndtw2 \f20 \fs21 This list is b
ased on the White case strategy and modified by findings from
\plain\expndtw-1 \f20 \fs21 interviews of different stakeholders.
\plain\par
\sl-220\fs22\par\pard\pard\sl-216 \li5 \ri872 \expndtw-1 \f20 \fs21 1) Make an e
asy to understand analogy of what the new concept is about.
\plain\par
\pard\sl-431 \li5 \ri45 \expndtw0 \f20 \fs21 2) Let the CEO of the start-up call
a lot of different newspapers, magazines, TV-
\plain\par
\pard\sl-249 \li5 \ri41 \expndtw0 \f20 \fs21 station, radio stations etc the fir
st time. Out of 150 contacts probably only 10 will
\plain\par
\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 write about you, but you have taken
the space for new entrants and it is easy to get
\plain\expndtw-2 \f20 \fs21 back with new stories.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri45 \expndtw0 \f20 \fs21 3) Communicate
your first major customer. Ask the customer if they want to be in
\plain\expndtw-1 \f20 \fs21 the press release. It is often of mutual benefit.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri42 \expndtw0 \f20 \fs21 4) Find differ
ent ratings and lists of how users use your product or service. This is
\plain\expndtw-1 \f20 \fs21 of interest to niche magazines and some papers.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri49 \expndtw2 \f20 \fs21 5) Always comm
unicate directly from the company, do not let the PR-firm
\plain\expndtw0 \f20 \fs21 communicate for you. (This is because of the respect
of the journalists. It is much
\plain\par
\pard\sl-249 \li5 \ri2839 \expndtw-1 \f20 \fs21 more interesting for them to tal
k to you directly)
\plain\par
\sl-220\fs22\par\pard\pard\sl-216 \li5 \ri307 \expndtw0 \f20 \fs21 6) Only commu
nicate with relevant journalists considering what news you have.
\plain\par
\sl-182\fs18\par\pard\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 7) Prepare you
rself before you contact media, so that you know that you have news
\plain\expndtw-1 \f20 \fs21 or an interesting story to tell. Do not abuse their
time.
\plain\par
\sl-220\fs22\par\pard\pard\sl-216 \li5 \ri1692 \expndtw0 \f20 \fs21 8) To buy th
e rights to distribute the articles written about you.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri44 \expndtw0 \f20 \fs21 9) It is impos
sible to meet a media attack when you are a small firm, so be honest.
\plain\expndtw-1 \f20 \fs21 News media will almost never attack an honest early
stage startup.
\plain\par
\sl-216\fs22\par\pard\pard\sl-215 \li5 \ri2135 \expndtw-1 \f20 \fs21 10) Build a
long-term strategy with important journalists.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 11) Give the j
ournalist a lot of access to your company. But remember you can not
\plain\expndtw-1 \f20 \fs21 control what the journalist is writing. No internal
fighting.
\plain\par
\pard\sl-431 \li5 \ri49 \expndtw1 \f20 \fs21 12) The entrepreneur needs passion,
dedication, strong vision to communicate
\plain\par
\pard\sl-254 \li5 \ri5371 \expndtw-3 \f20 \fs21 her/his message.
\plain\par
\sl-230\fs23\par\sl-240\fs24\par\pard\pard\sl-216 \li5 \ri3261 \fi3576 \expndtw-
12 \f20 \fs21 11
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-278\fs28\par\sl-240\fs24\par\pard\pard\sl-216 \li5 \ri847 \expndtw0 \f
20 \fs21 13) Target different media outlets depending on your business objective
s.
\plain\par
\sl-138\fs14\par\sl-240\fs24\par\par\pard\pard\sl-206 \li288 \ri298 \expndtw2 \b
\f10 \fs17 Peter Svensson\b0 is a visiting researcher at Stanford. His home Un
iversity is
\plain\expndtw2 \f10 \fs17 Linköping University in Sweden, and his fields of inter
est are venture capital,
\plain\expndtw0 \f10 \fs17 technology start-ups and innovation management. Prior
work experiences include
\plain\expndtw0 \f10 \fs17 managing a think-tank, Forum for Innovation Managemen
t, where decision-makers in
\plain\expndtw1 \f10 \fs17 industry, academia, politics and public sector meet a
nd discuss innovation and
\plain\par
\pard\sl-211 \li288 \ri303 \expndtw1 \f10 \fs17 economic growth oriented issues.
Peter was head of a business incubator and
\plain\par
\pard\sl-201 \li288 \ri2533 \expndtw-1 \f10 \fs17 consulted technology start-ups
in Stockholm, Sweden.
\plain\par
\sl-129\fs13\par\sl-240\fs24\par\par\pard\pard\sl-211 \li288 \ri303 \expndtw0 \b
\f10 \fs17 David Nordfors\b0 is Senior Research Scholar at Stanford Center for
Innovations in
\plain\expndtw1 \f10 \fs17 Learning and Special Advisor to the Director General
at VINNOVA, the Swedish
\plain\par
\pard\sl-206 \li288 \ri306 \expndtw0 \f10 \fs17 Agency for Innovation Systems. H
e introduced the concept of innovation journalism
\plain\expndtw0 \f10 \fs17 in 2003. He founded the Innovation Journalism program
s at Stanford and in Sweden,
\plain\expndtw0 \f10 \fs17 which he is leading today. He is the Commissioner for
Innovation Journalism of The
\plain\expndtw0 \f10 \fs17 Competitiveness Institute based in Barcelona. He was
Science Editor of Datateknik,
\plain\expndtw0 \f10 \fs17 Sweden's largest magazine for IT professionals. He fo
unded "IT och Lärande" (IT &
\plain\expndtw2 \f10 \fs17 Learning), the largest Swedish newsletter for educato
rs, which he headed as
\plain\expndtw0 \f10 \fs17 publisher/editor. He was Editor for the Internet Soci
etal Task Force, affiliated with the
\plain\par
\pard\sl-211 \li288 \ri301 \expndtw2 \f10 \fs17 Internet Society. He was the dir
ector of research funding of the Knowledge
\plain\par
\pard\sl-206 \li288 \ri301 \expndtw0 \f10 \fs17 Foundation, KKstiftelsen, one of
the largest Swedish research foundations, where
\plain\expndtw2 \f10 \fs17 built up the research funding programs and also desig
ned the programs for
\plain\expndtw1 \f10 \fs17 information dissemination and public understanding of
science. He initiated and
\plain\expndtw0 \f10 \fs17 headed the first symposium about the Internet to be h
eld in the Swedish Parliament.
\plain\expndtw2 \f10 \fs17 David Nordfors has a Ph.D. in molecular quantum physi
cs from the Uppsala
\plain\par
\pard\sl-201 \li288 \ri5669 \expndtw-5 \f10 \fs17 University.
\par
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ar\par\par\par\par\par\par\par\par\par\par\par\par\par\par\pard\pard\sl-216 \li3
581 \ri3261 \expndtw-12 \f20 \fs21 12
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doc_958403274.doc
The aim of this paper is to explore and describe how and why young technology firms communicate their innovations, especially the way they communicate with journalists and different media outlets. Young firms are aware of the need to influence potential stakeholders around them such as customers, venture capitalists, suppliers that their business is innovative and has a commercial interest.
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-240\fs24\par\sl-240\fs24\par\pard\pard\sl-508 \li5 \ri1576 \expndtw-7
\b \f10 \fs43 Media Communication as a
\plain\par
\pard\sl-508 \li5 \ri146 \expndtw-6 \b \f10 \fs43 Marketing Strategy for Technol
ogy
\plain\par
\pard\sl-503 \li5 \ri3978 \expndtw-11 \b \f10 \fs43 Start-up Firms
\par
\plain\sl-118\fs12\par\sl-240\fs24\par\par\pard\pard\sl-230 \li5 \ri44 \expndtw0
\b \f10 \fs19 Young firms are aware of the need to influence potential stakehol
ders around
\plain\expndtw0 \b \f10 \fs19 them such as customers, venture capitalists, suppl
iers that their business is
\plain\expndtw0 \b \f10 \fs19 innovative and is of commercial importance. Resear
chers have called this to
\plain\par
\pard\sl-225 \li5 \ri47 \expndtw1 \b \f10 \fs19 bridge the credibility gap. Gett
ing one actor committed to the project will
\plain\par
\pard\sl-230 \li5 \ri47 \expndtw0 \b \f10 \fs19 help establishing credibility to
reach out to other actors (Birley and Norburn
\plain\expndtw0 \b \f10 \fs19 1985). Further research has proven that personal r
elationships are often the
\plain\expndtw1 \b \f10 \fs19 factor that enables the first transactions and the
founders of the firm are
\plain\expndtw0 \b \f10 \fs19 using their prior credibility in the new firm (Kow
alkowski et al 2005). From
\plain\expndtw2 \b \f10 \fs19 case studies and interviews with different stakeho
lders we found that
\plain\expndtw2 \b \f10 \fs19 companies using media as a strategy to launch thei
r new concept, and
\plain\expndtw1 \b \f10 \fs19 managing to get good coverage, equals this to havi
ng prior relationships
\plain\expndtw0 \b \f10 \fs19 with customers and other stakeholders. It even inc
reases the understanding
\plain\expndtw0 \b \f10 \fs19 of the new concept, and the firm does not need to
explain their business idea
\plain\expndtw0 \b \f10 \fs19 and model every time the meet a new customer/stake
holder. Furthermore,
\plain\par
\pard\sl-225 \li5 \ri50 \expndtw1 \b \f10 \fs19 coverage inhibits second entrant
s of getting media coverage because the
\plain\par
\pard\sl-230 \li5 \ri50 \expndtw1 \b \f10 \fs19 newness is gone. On the other ha
nd, media coverage might help create
\plain\expndtw0 \b \f10 \fs19 exaggerated expectations or alert response from co
mpetitors. Therefore it is
\plain\expndtw0 \b \f10 \fs19 not always clear whether news media coverage is he
lpful or not. We suggest
\plain\expndtw0 \b \f10 \fs19 that it will often be a plausible strategy to get
media coverage in very early
\plain\expndtw3 \b \f10 \fs19 stages of a project, when the credibility gap is l
arge and the risk of
\plain\expndtw1 \b \f10 \fs19 exaggerating expectations are low. This will also
help to develop media
\plain\expndtw-1 \b \f10 \fs19 relations that will be useful as the firm develop
s.
\plain\par
\pard\sl-352 \li5 \ri1140 \fi355 \expndtw-1 \b \f20 \fs19 Keywords\b0 : Innovati
on communication, credibility, journalism, start-ups
\par
\plain\sl-299\fs30\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4412 \expndt
w-3 \f10 \fs39 1 Introduction
\plain\par
\sl-247\fs25\par\pard\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 The aim of thi
s paper is to explore and describe how and why young technology
\plain\expndtw0 \f20 \fs21 firms communicate their innovations, especially the w
ay they communicate with
\plain\par
\pard\sl-254 \li5 \ri44 \expndtw1 \f20 \fs21 journalists and different media out
lets. Young firms are aware of the need to
\plain\expndtw0 \f20 \fs21 influence potential stakeholders around them such as
customers, venture capitalists,
\plain\par
\pard\sl-249 \li5 \ri44 \expndtw3 \f20 \fs21 suppliers that their business is in
novative and has a commercial interest.
\plain\par
\pard\sl-254 \li5 \ri45 \expndtw0 \f20 \fs21 Researchers have called this to bri
dge the credibility gap and that getting one actor
\plain\expndtw1 \f20 \fs21 committed to the project will help establishing credi
bility to reach out to other
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw2 \f20 \fs21 actors (Birley and Norburn 1985). F
urther research has proven that personal
\plain\par
\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 relationships are often the factor
that enables the first transactions and the founders
\plain\expndtw1 \f20 \fs21 of the firm are using their gained credibility or inh
erited ties in the new firm
\plain\expndtw1 \f20 \fs21 (Kowalkowski et al 2005). We will look into how commu
nication with media
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 about the firm's new concept, the i
nnovation, will be beneficial to establishing
\plain\par
\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 credibility and get the merry-go-ro
und to spin faster. Knowing that media coverage
\plain\par
\sl-297\fs30\par\sl-240\fs24\par\pard\pard\sl-216 \li5 \ri3309 \fi3633 \expndtw-
2 \f20 \fs21 3
\par
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}}\margt1400\margb300\margr2220\margl2260
\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri42 \expndtw1 \f2
0 \fs21 has a broader reach than only to the targeted relationship as within rel
ationship
\plain\expndtw0 \f20 \fs21 management building credibility through media might a
lso open up for competitors
\plain\expndtw-6 \f20 \fs21 to react.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri47 \expndtw1 \f20 \fs21 News media is
a key trigger of responses from competitors according to Mark
\plain\expndtw-1 \f20 \fs21 Kennedy (Kennedy 2005). He argues that "both efficie
ncy and legitimacy concerns
\plain\expndtw3 \f20 \fs21 lead firms to rely on media coverage of their competi
tors rather than on
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw1 \f20 \fs21 competitors' direct public statemen
ts" and shows in his study that "\expndtw-14{\field{\*\fldinst SYMBOL 188 \\f Sy
mbol }}being
\plain\par
\pard\sl-254 \li5 \ri49 \expndtw1 \f20 \fs21 referenced by rivals follows covera
ge rather than releases, but coverage itself
\plain\expndtw-2 \f20 \fs21 follows producers' influence attempts. Thus, the med
ia is behind the market mirror,
\plain\par
\pard\sl-249 \li5 \ri44 \expndtw2 \f20 \fs21 and its image of demand is refracte
d by properties of the reporter-source
\plain\par
\pard\sl-254 \li5 \ri5851 \expndtw-12 \f20 \fs21 interface."
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri5171 \expndtw-5 \f
10 \fs39 2 Theory
\par
\plain\sl-287\fs29\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri3129 \expndtw-27
\b \f10 \fs27 2.1
\plain\tx924 \tab \expndtw-5 \b \f10 \fs27 Social Network Theory
\par
\plain\sl-186\fs19\par\pard\pard\sl-249 \li5 \ri43 \expndtw0 \f20 \fs21 Personal
networks are important for an entrepreneur to successfully start up a new
\plain\expndtw1 \f20 \fs21 firm to potential customers, investors, authorities,
and suppliers (Birley 1996;
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw0 \f20 \fs21 Kowalkowski et al. 2005). Compared
to the resource base of the business network,
\plain\expndtw0 \f20 \fs21 the firm's internal resources are often scarce; for t
his reason drawing on resources
\plain\par
\pard\sl-249 \li5 \ri42 \expndtw0 \f20 \fs21 from network relationships is impor
tant (Gummesson 2004; Hammarkvist et al.
\plain\par
\pard\sl-254 \li5 \ri46 \expndtw1 \f20 \fs21 1982; Johannisson 1998; Ostgaard an
d Birley 1996). The firm itself is a new
\plain\expndtw1 \f20 \fs21 phenomenon when it is created and has therefore no cr
edibility in itself. This is
\plain\expndtw0 \f20 \fs21 why the personal network and the credibility of prior
actions within the network is
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 an enabling factor that eases neces
sary transactions for the growth of the company
\plain\par
\pard\sl-254 \li5 \ri4519 \expndtw-2 \f20 \fs21 (Kowalkowski et al. 2005).
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 If the founder
s have no prior experience with industry it will be of interest to look
\plain\expndtw0 \f20 \fs21 at what networks and potential stakeholders they can
initiate a relationship with. In
\plain\expndtw2 \f20 \fs21 this case the firm needs according to Birley and Norb
urn (1985) to develop
\plain\par
\pard\sl-249 \li5 \ri46 \expndtw1 \f20 \fs21 relationships to different stakehol
ders and create a virtuous circle of credibility
\plain\par
\pard\sl-254 \li5 \ri5962 \expndtw-5 \f20 \fs21 building.
\par
\plain\sl-134\fs13\par\sl-240\fs24\par\par\par\par\par\par\par\par\par\par\par\p
ar\par\par\par\pard\pard\sl-216 \li3639 \ri3309 \expndtw-2 \f20 \fs21 4
\par
\sect\sectd\sbkpage\margtsxn1320\pard
\jexpand\viewkind1\paperw11904\paperh16840
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\plain\pard\sl-197 \li5 \ri66 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3656 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-240\fs24\par\sl-240\fs24\par\par\par\par\par\par\par\par\par\par\par\p
ar\par\par\par\pard\pard\sl-177 \li5 \ri65 \fi4752 \expndtw-1 \b \f20 \fs17 Sour
ce: Birley and Norburn, 1985
\plain\par
\sl-133\fs13\par\sl-240\fs24\par\par\pard\pard\sl-254 \li5 \ri65 \expndtw1 \f20
\fs21 Granovetter (1985) argues weak ties are more useful than strong ties. Alth
ough
\plain\expndtw1 \f20 \fs21 media is not building mutual ties, you might argue th
at media coverage creates
\plain\par
\pard\sl-249 \li5 \ri64 \expndtw0 \f20 \fs21 unilateral awareness or that might
be close to weak ties. Hallen (2006) is finding
\plain\par
\pard\sl-254 \li5 \ri63 \expndtw0 \f20 \fs21 three ways to establish credibility
in the literature. His research is about forming
\plain\expndtw2 \f20 \fs21 partnerships in uncertainty and the unit of study is
the transactions between
\plain\par
\pard\sl-249 \li5 \ri62 \expndtw1 \f20 \fs21 technology start-ups and venture ca
pital firms. In uncertainty transactions are
\plain\par
\pard\sl-254 \li5 \ri61 \expndtw0 \f20 \fs21 usually done with actors that have
done business before, or through the partners'
\plain\par
\pard\sl-254 \li5 \ri526 \expndtw0 \f20 \fs21 partners, but he also suggest that
the status of the uncertain actor is a variable.
\par
\plain\sl-221\fs22\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri610 \expndtw-26
\b \f10 \fs27 2.2
\plain\tx925 \tab \expndtw-3 \b \f10 \fs27 Innovation Adaptation and Diffusion T
heory
\par
\plain\sl-186\fs19\par\pard\pard\sl-249 \li5 \ri65 \expndtw1 \f20 \fs21 Looking
inside the firm of the buyer the adoption process of an innovation is
\plain\par
\pard\sl-249 \li5 \ri3168 \expndtw-1 \f20 \fs21 viewed as a five step process. (
Rogers 1983)
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri59 \fi360 \expndtw0 \f20 \fs21 1)\b K
nowledge\b0 is when the group within the company which is the decision-
\plain\par
\pard\sl-254 \li725 \ri65 \expndtw0 \f20 \fs21 making unit starts to understand
what the innovation is about and how that
\plain\expndtw-2 \f20 \fs21 relates to their needs.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri60 \fi359 \expndtw2 \f20 \fs21 2)\b P
ersuasion\b0 is when the decision-making unit develops a positive or
\plain\par
\pard\sl-254 \li725 \ri58 \expndtw0 \f20 \fs21 negative attitude towards this pa
rticular innovation. They try to evaluate if
\plain\par
\pard\sl-249 \li725 \ri1179 \expndtw-1 \f20 \fs21 the innovation could or could
not be useful for their business.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri64 \fi359 \expndtw0 \f20 \fs21 3)\b D
ecision\b0 is the third step and here the unit may try the product or a smaller
\plain\par
\pard\sl-249 \li365 \ri2908 \fi360 \expndtw-1 \f20 \fs21 version of it. After th
e trial they decide.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri68 \fi359 \expndtw0 \f20 \fs21 4)\b I
mplementation\b0 is vital for the adaptation. If something goes wrong here
\plain\par
\pard\sl-249 \li725 \ri63 \expndtw0 \f20 \fs21 and the start up firm is not able
to provide adequate information the buyer
\plain\par
\pard\sl-254 \li725 \ri1539 \expndtw-1 \f20 \fs21 may cancel the transaction or
just not use the innovation.
\plain\par
\pard\sl-431 \li5 \ri65 \fi359 \expndtw1 \f20 \fs21 5)\b Confirmation\b0 is th
e last step where the buyer needs to get feedback on
\plain\par
\pard\sl-254 \li5 \ri2602 \fi719 \expndtw-1 \f20 \fs21 that they are using the i
nnovation correctly.
\par
\plain\sl-263\fs26\par\sl-240\fs24\par\par\par\pard\pard\sl-216 \li3639 \ri3327
\expndtw-2 \f20 \fs21 5
\par
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}}\margt1400\margb300\margr2220\margl2260
\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri49 \expndtw0 \f2
0 \fs21 The decision making unit can also be described as the buying centre is t
he unit of
\plain\expndtw0 \f20 \fs21 people having different roles in the adaptation of an
innovation.(Biemans 1992)
\plain\expndtw0 \f20 \fs21 The roles are; users, gatekeepers, influencers, decid
ers, buyers. Gatekeepers control
\plain\expndtw1 \f20 \fs21 the information that the others in the DMU will get.
Influencers are informing
\plain\par
\pard\sl-249 \li5 \ri45 \expndtw1 \f20 \fs21 about other alternatives or set the
buying specifications. Deciders are actually
\plain\par
\pard\sl-254 \li5 \ri45 \expndtw1 \f20 \fs21 making the decision even if they do
not have the formal authority to do so and
\plain\expndtw2 \f20 \fs21 buyers are the ones having the formal authority and a
re responsible for the
\plain\par
\pard\sl-249 \li5 \ri45 \expndtw0 \f20 \fs21 implementation. (Webster and Wind 1
972) Bonoma (Bonoma 1982) later found a
\plain\par
\pard\sl-254 \li5 \ri385 \expndtw0 \f20 \fs21 sixth role, the initiator, who ide
ntifies the problem and start the buying process.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri47 \expndtw0 \f20 \fs21 It has also be
en suggested that the more capital expensive equipment that is being
\plain\par
\pard\sl-254 \li5 \ri973 \expndtw-1 \f20 \fs21 sold the more influence top-tier
management will have. (Biemans 1992)
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri44 \expndtw2 \f20 \fs21 Then looking a
t the diffusion process researchers have found that time is an
\plain\expndtw0 \f20 \fs21 important element. Time separates between early and l
ate adopters. The channels
\plain\expndtw0 \f20 \fs21 of communication are affecting the diffusion in two w
ays according to Biemans
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 (1992, p.54), marketing activities
where the industrial marketer sends information
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw1 \f20 \fs21 directly to the potential buyer and
other channels such as word-of-mouth and
\plain\expndtw-3 \f20 \fs21 opinion leadership.
\plain\par
\pard\sl-431 \li5 \ri46 \expndtw0 \f20 \fs21 Rogers (1983, p.271) defines opinio
n leadership as "the degree to which an actor
\plain\par
\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 (be it an individual, group or orga
nization) is able to informally to influence other
\plain\par
\pard\sl-249 \li5 \ri544 \expndtw-3 \f20 \fs21 actors' attitudes or overt behavi
our in a desired way with relative frequency".
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri51 \expndtw0 \f20 \fs21 Opinion leader
ship is thought not to have a great impact in industrial markets (Day
\plain\expndtw0 \f20 \fs21 and Herbig 1990; Webster 1970) but on the other hand
there is not much research
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw1 \f20 \fs21 being done in this field (Lancaster
and White 1976). Reasons why industrial
\plain\expndtw1 \f20 \fs21 markets would be less sensitive to opinion leadership
compared to consumer
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw0 \f20 \fs21 markets are; the seller gives more
information about their product and also informs
\plain\par
\pard\sl-254 \li5 \ri46 \expndtw0 \f20 \fs21 about the negative sides or limitat
ions to avoid misuse, consumer decision-making
\plain\expndtw0 \f20 \fs21 is more bound by the peers, motives for opinion leade
rship in consumer markets
\plain\expndtw0 \f20 \fs21 might be inhibited in companies due to their stricter
policies, competition restricts
\plain\par
\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 the direct communication between bu
yers in the same industry. (Biemans, 1992
\plain\par
\pard\sl-254 \li5 \ri5903 \expndtw-6 \f20 \fs21 pp.60-61)
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri48 \expndtw0 \f20 \fs21 Contrary to th
ese findings Martilla (1971) and Foxall (1979) found that potential
\plain\expndtw0 \f20 \fs21 purchasers seek information from competing firms, esp
ecially if the purchase was
\plain\expndtw-1 \f20 \fs21 associated with innovativeness (Foxall 1980).
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4233 \expndtw-4 \f
10 \fs39 3 Methodology
\plain\par
\sl-247\fs25\par\pard\pard\sl-249 \li5 \ri44 \expndtw0 \f20 \fs21 Since the aim
is to explore a contemporary process in a real-life setting, a multiple
\plain\expndtw0 \f20 \fs21 case study approach was chosen as the research strate
gy, considered appropriate
\plain\par
\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 when investigating a contemporary p
henomenon within its real-life context where
\plain\expndtw0 \f20 \fs21 the boundaries between the phenomenon and context are
not clearly evident (Yin
\plain\par
\pard\sl-249 \li5 \ri6166 \expndtw-9 \f20 \fs21 1994).
\par
\plain\sl-182\fs18\par\sl-240\fs24\par\par\par\pard\pard\sl-216 \li3639 \ri3309
\expndtw-2 \f20 \fs21 6
\par
\sect\sectd\sbkpage\margtsxn1320\pard
\jexpand\viewkind1\paperw11904\paperh16840
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri46 \expndtw0 \f2
0 \fs21 Interviews were conducted in a semi-structured manner during 1 month tim
e with
\plain\expndtw0 \f20 \fs21 one or two representatives at two start-up firms. Als
o, internal and external written
\plain\expndtw2 \f20 \fs21 material and presentations supplemented the empirical
data. Interviewing
\plain\expndtw3 \f20 \fs21 representatives at other levels within the organisati
ons, as well as other
\plain\par
\pard\sl-249 \li5 \ri52 \expndtw1 \f20 \fs21 stakeholders, would have been desir
able from a validity point of view but was
\plain\par
\pard\sl-254 \li5 \ri47 \expndtw3 \f20 \fs21 considered not possible during this
period of time. Due to the company
\plain\expndtw1 \f20 \fs21 representatives being the founders and that one of th
e authors has followed the
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw0 \f20 \fs21 firms from the start; high reliabil
ity is believed to have been achieved. We then
\plain\par
\pard\sl-254 \li5 \ri265 \expndtw0 \f20 \fs21 interviewed people at a public rel
ations firm to see if they validated our findings.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 The selection
of case firms was dependent on their age and expansion. The firms
\plain\expndtw2 \f20 \fs21 chosen are considered to well reflect various situati
ons where start-up firms
\plain\expndtw0 \f20 \fs21 struggle to convince the market of there credibility
as a supplier. One case is less
\plain\par
\pard\sl-249 \li5 \ri48 \expndtw1 \f20 \fs21 technology driven and the other's o
ffering is based on complex technology.
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw-1 \f20 \fs21 Analysis of within-case data was m
ade initially, which corresponds to Eisenhardt's
\plain\expndtw0 \f20 \fs21 (1989) idea to firstly become familiar with each case
as a separate entity in order to
\plain\expndtw-1 \f20 \fs21 identify case specific patterns before making a cros
s-case comparison.
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4191 \expndtw-3 \f
10 \fs39 4 Data findings
\par
\plain\sl-287\fs29\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri3971 \expndtw-27
\b \f10 \fs27 4.1
\plain\tx925 \tab \expndtw-7 \b \f10 \fs27 The White Case
\par
\plain\pard\sl-430 \li5 \ri51 \expndtw0 \f20 \fs21 In 1997 an idea of a new proc
ess of being a coordinating middle man in the health
\plain\par
\pard\sl-254 \li5 \ri44 \expndtw0 \f20 \fs21 care industry was born. It reminded
of how travel agencies help their customers to
\plain\expndtw1 \f20 \fs21 get what they want when the customer is going somewhe
re he/she never been
\plain\par
\pard\sl-249 \li5 \ri42 \expndtw3 \f20 \fs21 before. Using IT communication as a
n enabling technology and targeting
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw1 \f20 \fs21 employers as their main customers w
ith their offering the firm open up a new
\plain\expndtw-4 \f20 \fs21 market space.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri46 \expndtw0 \f20 \fs21 They got a lot
of media exposure just from calling different news outlets and telling
\plain\expndtw-2 \f20 \fs21 them about this new concept.
\plain\par
\sl-182\fs18\par\pard\pard\sl-249 \li5 \ri47 \expndtw1 \f20 \fs21 "We were worki
ng with a well-known transportation company and the biggest
\plain\expndtw1 \f20 \fs21 business daily in the country wrote about it and afte
r that we never needed to
\plain\par
\pard\sl-254 \li5 \ri1686 \expndtw-2 \f20 \fs21 explain why we existed to anyone
in the business community."
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li58 \ri44 \expndtw0 \f20 \fs21 Suddenly you
do not need to explain who you are and why you call every time you
\plain\expndtw0 \f20 \fs21 call a potential customer, supplier, investor or any
other stakeholder. "If you are in
\plain\expndtw1 \f20 \fs21 the media as a new company you suddenly exist". It is
incredible how much
\plain\expndtw0 \f20 \fs21 legitimacy and credibility it gives you as a company
to have been in a newspaper,
\plain\par
\pard\sl-249 \li5 \ri50 \expndtw1 \f20 \fs21 on television and so on. Everyone i
s so critical about journalism nowadays but
\plain\par
\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 empirically I know that people beli
eve what they read and see, so therefore it is an
\plain\expndtw-1 \f20 \fs21 invaluable for a start-up to be in media if the cove
rage is good.
\par
\plain\sl-148\fs15\par\sl-240\fs24\par\par\par\par\par\pard\pard\sl-216 \li3639
\ri3309 \expndtw-2 \f20 \fs21 7
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\plain\pard\sl-197 \li5 \ri66 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3656 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri69 \expndtw0 \f2
0 \fs21 If you have a new concept, you need to take that space in the reporter's
mind, so
\plain\expndtw0 \f20 \fs21 when a similar company, product or service is out on
the market the journalist will
\plain\par
\pard\sl-254 \li5 \ri1531 \expndtw-3 \f20 \fs21 ask the competitor: "What is the
difference between X and you?"
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri63 \expndtw0 \f20 \fs21 You will also
teach the market what your product is about. That is in particular true
\plain\expndtw0 \f20 \fs21 for concepts that are easy to copy. In the end it is
like the old saying "No one gets
\plain\expndtw2 \f20 \fs21 fired buying from IBM", therefore is the credibility
building by coverage
\plain\par
\pard\sl-249 \li5 \ri5821 \expndtw-5 \f20 \fs21 invaluable.
\par
\plain\sl-221\fs22\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri3919 \expndtw-27
\b \f10 \fs27 4.2
\plain\tx925 \tab \expndtw-7 \b \f10 \fs27 Global IP Sound
\par
\plain\sl-181\fs18\par\pard\pard\sl-254 \li5 \ri69 \expndtw0 \f20 \fs21 GIPS, vo
ice over IP company, started in October 1999 in Stockholm, Sweden, and
\plain\expndtw2 \f20 \fs21 closed their first financial round in beginning of 20
00. The founders are all
\plain\par
\pard\sl-249 \li5 \ri428 \expndtw0 \f20 \fs21 engineers and previously worked at
companies such as Ericsson and Bell Labs.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri64 \expndtw0 \f20 \fs21 They establish
ed themselves early on in the Bay Area mainly due most of potential
\plain\expndtw1 \f20 \fs21 customers stemming from the vicinity. But also becaus
e one nascent co-worker
\plain\par
\pard\sl-254 \li5 \ri68 \expndtw0 \f20 \fs21 already living on the West Coast. 2
006 GIPS employs 40 people, and has gathered
\plain\expndtw0 \f20 \fs21 experts of speech processing and IP telephony and has
open offices in Boston and
\plain\par
\pard\sl-249 \li5 \ri5717 \expndtw-5 \f20 \fs21 Hong Kong.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri65 \expndtw1 \f20 \fs21 GIPS has 3 pat
ents and 7 pending patents around embedded voice processing
\plain\expndtw0 \f20 \fs21 solutions for real-time communications on packet netw
orks. One business model is
\plain\par
\pard\sl-254 \li5 \ri66 \expndtw1 \f20 \fs21 to make business directly with the
companies serving the users (Skype, Google
\plain\expndtw0 \f20 \fs21 Talk, Yahoo). Here GIPS use a revenue sharing model s
o that GIPS will be forced
\plain\par
\pard\sl-249 \li5 \ri65 \expndtw0 \f20 \fs21 to help the clients to improve thei
r technology in order to receive more revenue.
\plain\par
\pard\sl-254 \li5 \ri64 \expndtw0 \f20 \fs21 GIPS get paid for their first insta
llments as a consultancy firm. The other model is
\plain\expndtw0 \f20 \fs21 to sell the software to chip manufacturers, which in
turn sell to ODMs, which sell
\plain\expndtw0 \f20 \fs21 to OEMs. The chip manufacturers pay a software licens
e to use GIPS products.
\plain\par
\sl-182\fs18\par\pard\pard\sl-249 \li5 \ri57 \expndtw1 \f20 \fs21 There are othe
r companies selling Voip products. But the market looks like the
\plain\expndtw0 \f20 \fs21 home video industry and the customers can either try
to find the best products and
\plain\par
\pard\sl-254 \li5 \ri63 \expndtw0 \f20 \fs21 assemble it by themselves or with s
ome help or they buy a whole package. The big
\plain\expndtw0 \f20 \fs21 players want to pick and choose and therefore they tu
rn to GIPS, which is leading
\plain\expndtw0 \f20 \fs21 in some parts of the package. Jan Linden at GIPS sees
themselves as a classical
\plain\par
\pard\sl-249 \li5 \ri62 \expndtw0 \f20 \fs21 engineering driven company. So ther
e was no effort to contact media and a lot of
\plain\par
\pard\sl-254 \li5 \ri63 \expndtw1 \f20 \fs21 concentration on the product. GIPS
uses embedded software so there is no real
\plain\expndtw0 \f20 \fs21 need to market themselves to the ordinary users. Alth
ough they realize now that a
\plain\par
\pard\sl-249 \li5 \ri58 \expndtw-2 \f20 \fs21 strategy that might work is to go
for "Intel Inside" and than it would be useful to be
\plain\par
\pard\sl-254 \li5 \ri1637 \expndtw-1 \f20 \fs21 seen in ordinary media. So to be
in the media will be beneficial.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri69 \expndtw0 \f20 \fs21 They went to t
rade shows instead. To market themselves in the US they realized
\plain\expndtw1 \f20 \fs21 that they did not have all the contacts so it took a
little bit longer to establish
\plain\expndtw0 \f20 \fs21 relationships. Best way was the trade shows, because
then you meet the people in
\plain\par
\pard\sl-249 \li5 \ri62 \expndtw0 \f20 \fs21 the companies that are in charge of
these processes. Otherwise it might take a year
\plain\par
\pard\sl-254 \li5 \ri1079 \expndtw0 \f20 \fs21 just to get to the right person i
n a company if you start with a cold call.
\par
\plain\sl-139\fs14\par\sl-240\fs24\par\par\par\par\par\pard\pard\sl-216 \li3639
\ri3327 \expndtw-2 \f20 \fs21 8
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\plain\pard\sl-197 \li5 \ri66 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3656 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-284\fs28\par\sl-240\fs24\par\pard\pard\sl-278 \li5 \ri4747 \expndtw-27
\b \f10 \fs27 4.3
\plain\tx925 \tab \expndtw-12 \b \f10 \fs27 Spark PR
\par
\plain\sl-181\fs18\par\pard\pard\sl-254 \li5 \ri63 \expndtw1 \f20 \fs21 As a pub
lic relation company in the Bay Area around San Francisco Spark PR
\plain\expndtw1 \f20 \fs21 handles a lot of technology start-ups. They have equa
l amount of business to
\plain\par
\pard\sl-249 \li5 \ri63 \expndtw0 \f20 \fs21 business and business to consumer c
ompanies as customers. Even companies with
\plain\par
\pard\sl-254 \li5 \ri62 \expndtw1 \f20 \fs21 very few potential customers on the
ir targeted market for their product use PR
\plain\expndtw0 \f20 \fs21 services. Promoting i.e. open source software compani
es a more bottom-up process
\plain\expndtw0 \f20 \fs21 is used compared to some start-ups that will gain to
be seen in the big media.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri65 \expndtw1 \f20 \fs21 .They always s
tarts with discussing the business objective of the company. The
\plain\expndtw1 \f20 \fs21 objective might be to hire skilled engineers, to clos
e a partnership deal, crisis
\plain\par
\pard\sl-249 \li5 \ri60 \expndtw2 \f20 \fs21 management, second round of financi
ng, and increase sales. This is often in
\plain\par
\pard\sl-254 \li5 \ri65 \expndtw0 \f20 \fs21 alignment with reaching different b
usiness milestones. Depending on the objective
\plain\expndtw2 \f20 \fs21 the public relation strategy is set.\i "If a company
wants to close a deal with
\plain\par
\pard\sl-249 \li5 \ri63 \expndtw1 \i \f20 \fs21 Motorola, maybe it is preferable
to be seen in the Sunday paper of the Chicago
\plain\par
\pard\sl-254 \li5 \ri65 \expndtw0 \i \f20 \fs21 Tribune. It is all about credibi
lity building towards different stakeholders"\i0 says
\plain\expndtw3 \f20 \fs21 Donna Sokolsky, co-founder Spark PR. It is often eith
er the entrepreneur
\plain\par
\pard\sl-249 \li5 \ri65 \expndtw1 \f20 \fs21 him/herself or the venture capitali
st funding the company who contacts the PR
\plain\par
\pard\sl-254 \li5 \ri6309 \expndtw-12 \f20 \fs21 firm.
\plain\par
\pard\sl-431 \li5 \ri67 \expndtw0 \f20 \fs21 Spark PR has seen that competitors
are the first to react to the news piece, so the
\plain\par
\pard\sl-254 \li5 \ri474 \expndtw0 \f20 \fs21 firm needs to take that into accou
nt when deciding to pursue media marketing.
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri4569 \expndtw-4 \f
10 \fs39 5 Discussion
\plain\par
\sl-242\fs24\par\pard\pard\sl-254 \li5 \ri64 \expndtw0 \f20 \fs21 Our first find
ing is that there is a gap between the management literature in both
\plain\expndtw2 \f20 \fs21 social network literature we looked at and the innova
tion diffusion theory
\plain\par
\pard\sl-249 \li5 \ri66 \expndtw0 \f20 \fs21 compared to how entrepreneurs pursu
ing a media strategy view the importance of
\plain\par
\pard\sl-254 \li5 \ri5401 \expndtw-4 \f20 \fs21 media coverage.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri66 \expndtw0 \f20 \fs21 The White case
was clear in the benefits they received of getting media coverage.
\plain\expndtw0 \f20 \fs21 This was especially apparent in their relation buildi
ng activities toward customers.
\plain\expndtw0 \f20 \fs21 It seems as if they were let in by the gatekeepers mu
ch easier through being well-
\plain\par
\pard\sl-249 \li5 \ri57 \expndtw0 \f20 \fs21 known. The case also suggests that
the buyer is in an easier position internally if
\plain\par
\pard\sl-254 \li5 \ri69 \expndtw0 \f20 \fs21 the start-up is well-known; it was
conveyed by the quotation "No one gets fired
\plain\expndtw-7 \f20 \fs21 buying from IBM".
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri60 \expndtw0 \f20 \fs21 The GIPS case
did not suggest that the impact of media would have been lesser.
\plain\expndtw0 \f20 \fs21 This case demonstrated the inability of the managemen
t team of the company to
\plain\expndtw0 \f20 \fs21 understand why media coverage would be of interest to
them. You might argue that
\plain\par
\pard\sl-249 \li5 \ri64 \expndtw0 \f20 \fs21 their product is further down the v
alue chain and therefore lesser customers and
\plain\par
\pard\sl-254 \li5 \ri65 \expndtw0 \f20 \fs21 therefore less need for media cover
age. But findings from the White case and from
\plain\expndtw1 \f20 \fs21 Spark are contrary saying that the benefits are not d
epending on the amount of
\plain\par
\pard\sl-249 \li5 \ri575 \expndtw0 \f20 \fs21 potential customers but if the cov
erage is alignment with business objectives.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri58 \expndtw0 \f20 \fs21 Through the Wh
ite case and the Spark case we can also conclude that media has a
\plain\expndtw1 \f20 \fs21 role when it comes to building credibility towards di
fferent stakeholders. We
\plain\par
\sl-172\fs17\par\sl-240\fs24\par\par\pard\pard\sl-216 \li5 \ri3327 \fi3633 \expn
dtw-2 \f20 \fs21 9
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri52 \expndtw2 \f2
0 \fs21 would like to suggest a modified model of Birley and Norburn (1985). And
\plain\expndtw0 \f20 \fs21 because the media landscape is changing as we speak w
e will simply use media
\plain\expndtw0 \f20 \fs21 coverage and opinion leadership synonymously. Therefo
re we argue that media
\plain\expndtw0 \f20 \fs21 plays an important enabling role of building credibil
ity and challenge prior studies
\plain\par
\pard\sl-249 \li5 \ri2542 \expndtw-1 \f20 \fs21 such as Day and Herbig (1990) an
d Webster (1970).
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri45 \expndtw0 \f20 \fs21 With the targe
ted media strategy the company is able to reach all the actors in the
\plain\expndtw0 \f20 \fs21 Decision Making Unit (Webster and Wind 1972) of a fut
ure partner, buyer or even
\plain\par
\pard\sl-254 \li5 \ri42 \expndtw1 \f20 \fs21 venture capitalist. The knowledge o
f the company also facilitates the adoption
\plain\expndtw-1 \f20 \fs21 process of an innovation in all five stages (Rogers
1983).
\plain\par
\pard\sl-431 \li5 \ri48 \expndtw2 \f20 \fs21 Start-up companies have small resou
rces and using media is a cheap way to
\plain\par
\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 increase the credibility of the com
pany. Or as one of out interviewees put it "No
\plain\par
\pard\sl-249 \li5 \ri45 \expndtw0 \f20 \fs21 one gets fired buying from IBM". Th
ere is also indication that the valuation of the
\plain\par
\pard\sl-254 \li5 \ri4696 \expndtw-2 \f20 \fs21 company might increase.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri50 \expndtw0 \f20 \fs21 There was some
evidence that engineer based companies did not focus on media
\plain\expndtw0 \f20 \fs21 because of more interest in creating a great product.
The companies did however
\plain\expndtw0 \f20 \fs21 recognize the benefit of being well-known and to get
more people to understand
\plain\par
\pard\sl-249 \li5 \ri4001 \expndtw-1 \f20 \fs21 their technology and value added
.
\plain\par
\pard\sl-431 \li5 \ri42 \expndtw0 \f20 \fs21 The media coverage has different af
fects on different stakeholders. The possibility
\plain\par
\pard\sl-254 \li5 \ri51 \expndtw0 \f20 \fs21 to get a better valuation through b
eing more well-known is an interesting research
\plain\expndtw-4 \f20 \fs21 area in itself.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri47 \expndtw0 \f20 \fs21 If the compani
es should communicate pre or post launch seems to be a question of
\plain\expndtw0 \f20 \fs21 managing expectations. If the founders manage to crea
te a media interest in their
\plain\par
\pard\sl-249 \li5 \ri44 \expndtw0 \f20 \fs21 company prior to launching their pr
oduct/service they need to be open about the
\plain\par
\pard\sl-254 \li5 \ri3465 \expndtw-1 \f20 \fs21 uncertainties of when the launch
will be.
\par
\sect\sectd\sbknone\cols3\colno1\colw1071\colsr897\colno2\colw2250\colsr514\coln
o3\colw2690
\plain\sl-142\fs14\par\sl-240\fs24\par\par\pard\pard\sl-230 \li130 \ri0 \expndtw
-6 \b \f10 \fs19 Attracting
\plain\expndtw-6 \b \f10 \fs19 attention:
\plain\par
\sl-220\fs22\par\pard\pard\sl-196 \li130 \ri144 \expndtw-8 \b \f10 \fs19 Benefit
s
\plain\par
\sl-201\fs20\par\sl-240\fs24\par\par\pard\pard\sl-196 \li130 \ri472 \expndtw-12
\b \f10 \fs19 Risk
\par
\column
\plain\sl-176\fs18\par\sl-240\fs24\par\par\pard\pard\sl-196 \li0 \ri1100 \expndt
w-6 \b \f10 \fs19 Pre-launch
\plain\par
\sl-177\fs18\par\sl-240\fs24\par\pard\pard\sl-230 \li0 \ri0 \expndtw-2 \f10 \fs1
9 Hiring A-team, raising the
\plain\par
\pard\sl-230 \li0 \ri750 \expndtw-3 \f10 \fs19 value of the firm
\plain\par
\sl-177\fs18\par\sl-240\fs24\par\pard\pard\sl-230 \li0 \ri67 \expndtw-2 \f10 \fs
19 Delays, expectations not
\plain\par
\pard\sl-230 \li0 \ri425 \expndtw-3 \f10 \fs19 met, laughing stock,
\plain\par
\pard\sl-230 \li0 \ri1250 \expndtw-7 \f10 \fs19 unserious
\par
\column
\plain\sl-176\fs18\par\sl-240\fs24\par\par\pard\pard\sl-196 \li0 \ri1397 \expndt
w-5 \b \f10 \fs19 Post-launch
\plain\par
\sl-177\fs18\par\sl-240\fs24\par\pard\pard\sl-230 \li0 \ri237 \expndtw-2 \f10 \f
s19 Customer pull effect, raison
\plain\par
\pard\sl-230 \li0 \ri913 \expndtw-8 \f10 \fs19 d'etre - towards all
\plain\par
\pard\sl-230 \li0 \ri1352 \expndtw-4 \f10 \fs19 stakeholders,
\plain\par
\sl-187\fs19\par\pard\pard\sl-230 \li0 \ri875 \expndtw-3 \f10 \fs19 Bad coverage
, time
\plain\par
\pard\sl-230 \li0 \ri354 \expndtw-2 \f10 \fs19 consuming with no results
\par
\sect\sectd\sbknone\plain\sl-117\fs12\par\sl-240\fs24\par\par\par\pard\pard\sl-2
78 \li5 \ri4446 \expndtw-27 \b \f10 \fs27 5.1
\plain\tx924 \tab \expndtw-9 \b \f10 \fs27 Proposition
\par
\plain\pard\sl-430 \li5 \ri51 \expndtw0 \f20 \fs21 We want to propose news media
communication for technology start-ups as yet
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw2 \f20 \fs21 another enabling factor for establi
shing credibility and reducing uncertainty
\plain\expndtw-1 \f20 \fs21 towards different potential stakeholders.
\par
\plain\sl-187\fs19\par\sl-240\fs24\par\par\par\pard\pard\sl-216 \li3581 \ri3261
\expndtw-12 \f20 \fs21 10
\par
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-239\fs24\par\sl-240\fs24\par\pard\pard\sl-254 \li5 \ri47 \expndtw1 \f2
0 \fs21 What we have seen evidence of is that a start up in the very initial sta
ges will
\plain\expndtw0 \f20 \fs21 usually benefit from even minor media coverage. At th
e initial stage the firm faces
\plain\expndtw1 \f20 \fs21 its largest credibility gap, while the expectations f
rom the surrounding world,
\plain\expndtw0 \f20 \fs21 including any possible competition, is low. A news pi
ece from a known publication
\plain\par
\pard\sl-249 \li5 \ri722 \expndtw0 \f20 \fs21 is a good complement to a business
card carrying an unknown brand name.
\plain\par
\sl-187\fs19\par\pard\pard\sl-249 \li5 \ri45 \expndtw1 \f20 \fs21 This action ha
s the same advantages as networks due to low cost, which is of
\plain\expndtw0 \f20 \fs21 importance to start-up companies with smaller budgets
. But the difference is that
\plain\par
\pard\sl-254 \li5 \ri48 \expndtw0 \f20 \fs21 the founder can not control the eff
ects and it affects all the stakeholders at the same
\plain\expndtw-11 \f20 \fs21 time.
\plain\par
\sl-237\fs24\par\sl-240\fs24\par\par\pard\pard\sl-398 \li5 \ri813 \expndtw-3 \f1
0 \fs39 6 Example of Managerial Guidelines
\plain\par
\sl-247\fs25\par\pard\pard\sl-249 \li5 \ri44 \expndtw2 \f20 \fs21 This list is b
ased on the White case strategy and modified by findings from
\plain\expndtw-1 \f20 \fs21 interviews of different stakeholders.
\plain\par
\sl-220\fs22\par\pard\pard\sl-216 \li5 \ri872 \expndtw-1 \f20 \fs21 1) Make an e
asy to understand analogy of what the new concept is about.
\plain\par
\pard\sl-431 \li5 \ri45 \expndtw0 \f20 \fs21 2) Let the CEO of the start-up call
a lot of different newspapers, magazines, TV-
\plain\par
\pard\sl-249 \li5 \ri41 \expndtw0 \f20 \fs21 station, radio stations etc the fir
st time. Out of 150 contacts probably only 10 will
\plain\par
\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 write about you, but you have taken
the space for new entrants and it is easy to get
\plain\expndtw-2 \f20 \fs21 back with new stories.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri45 \expndtw0 \f20 \fs21 3) Communicate
your first major customer. Ask the customer if they want to be in
\plain\expndtw-1 \f20 \fs21 the press release. It is often of mutual benefit.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri42 \expndtw0 \f20 \fs21 4) Find differ
ent ratings and lists of how users use your product or service. This is
\plain\expndtw-1 \f20 \fs21 of interest to niche magazines and some papers.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri49 \expndtw2 \f20 \fs21 5) Always comm
unicate directly from the company, do not let the PR-firm
\plain\expndtw0 \f20 \fs21 communicate for you. (This is because of the respect
of the journalists. It is much
\plain\par
\pard\sl-249 \li5 \ri2839 \expndtw-1 \f20 \fs21 more interesting for them to tal
k to you directly)
\plain\par
\sl-220\fs22\par\pard\pard\sl-216 \li5 \ri307 \expndtw0 \f20 \fs21 6) Only commu
nicate with relevant journalists considering what news you have.
\plain\par
\sl-182\fs18\par\pard\pard\sl-249 \li5 \ri47 \expndtw0 \f20 \fs21 7) Prepare you
rself before you contact media, so that you know that you have news
\plain\expndtw-1 \f20 \fs21 or an interesting story to tell. Do not abuse their
time.
\plain\par
\sl-220\fs22\par\pard\pard\sl-216 \li5 \ri1692 \expndtw0 \f20 \fs21 8) To buy th
e rights to distribute the articles written about you.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri44 \expndtw0 \f20 \fs21 9) It is impos
sible to meet a media attack when you are a small firm, so be honest.
\plain\expndtw-1 \f20 \fs21 News media will almost never attack an honest early
stage startup.
\plain\par
\sl-216\fs22\par\pard\pard\sl-215 \li5 \ri2135 \expndtw-1 \f20 \fs21 10) Build a
long-term strategy with important journalists.
\plain\par
\sl-177\fs18\par\pard\pard\sl-254 \li5 \ri43 \expndtw0 \f20 \fs21 11) Give the j
ournalist a lot of access to your company. But remember you can not
\plain\expndtw-1 \f20 \fs21 control what the journalist is writing. No internal
fighting.
\plain\par
\pard\sl-431 \li5 \ri49 \expndtw1 \f20 \fs21 12) The entrepreneur needs passion,
dedication, strong vision to communicate
\plain\par
\pard\sl-254 \li5 \ri5371 \expndtw-3 \f20 \fs21 her/his message.
\plain\par
\sl-230\fs23\par\sl-240\fs24\par\pard\pard\sl-216 \li5 \ri3261 \fi3576 \expndtw-
12 \f20 \fs21 11
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
\par
\plain\sl-278\fs28\par\sl-240\fs24\par\pard\pard\sl-216 \li5 \ri847 \expndtw0 \f
20 \fs21 13) Target different media outlets depending on your business objective
s.
\plain\par
\sl-138\fs14\par\sl-240\fs24\par\par\pard\pard\sl-206 \li288 \ri298 \expndtw2 \b
\f10 \fs17 Peter Svensson\b0 is a visiting researcher at Stanford. His home Un
iversity is
\plain\expndtw2 \f10 \fs17 Linköping University in Sweden, and his fields of inter
est are venture capital,
\plain\expndtw0 \f10 \fs17 technology start-ups and innovation management. Prior
work experiences include
\plain\expndtw0 \f10 \fs17 managing a think-tank, Forum for Innovation Managemen
t, where decision-makers in
\plain\expndtw1 \f10 \fs17 industry, academia, politics and public sector meet a
nd discuss innovation and
\plain\par
\pard\sl-211 \li288 \ri303 \expndtw1 \f10 \fs17 economic growth oriented issues.
Peter was head of a business incubator and
\plain\par
\pard\sl-201 \li288 \ri2533 \expndtw-1 \f10 \fs17 consulted technology start-ups
in Stockholm, Sweden.
\plain\par
\sl-129\fs13\par\sl-240\fs24\par\par\pard\pard\sl-211 \li288 \ri303 \expndtw0 \b
\f10 \fs17 David Nordfors\b0 is Senior Research Scholar at Stanford Center for
Innovations in
\plain\expndtw1 \f10 \fs17 Learning and Special Advisor to the Director General
at VINNOVA, the Swedish
\plain\par
\pard\sl-206 \li288 \ri306 \expndtw0 \f10 \fs17 Agency for Innovation Systems. H
e introduced the concept of innovation journalism
\plain\expndtw0 \f10 \fs17 in 2003. He founded the Innovation Journalism program
s at Stanford and in Sweden,
\plain\expndtw0 \f10 \fs17 which he is leading today. He is the Commissioner for
Innovation Journalism of The
\plain\expndtw0 \f10 \fs17 Competitiveness Institute based in Barcelona. He was
Science Editor of Datateknik,
\plain\expndtw0 \f10 \fs17 Sweden's largest magazine for IT professionals. He fo
unded "IT och Lärande" (IT &
\plain\expndtw2 \f10 \fs17 Learning), the largest Swedish newsletter for educato
rs, which he headed as
\plain\expndtw0 \f10 \fs17 publisher/editor. He was Editor for the Internet Soci
etal Task Force, affiliated with the
\plain\par
\pard\sl-211 \li288 \ri301 \expndtw2 \f10 \fs17 Internet Society. He was the dir
ector of research funding of the Knowledge
\plain\par
\pard\sl-206 \li288 \ri301 \expndtw0 \f10 \fs17 Foundation, KKstiftelsen, one of
the largest Swedish research foundations, where
\plain\expndtw2 \f10 \fs17 built up the research funding programs and also desig
ned the programs for
\plain\expndtw1 \f10 \fs17 information dissemination and public understanding of
science. He initiated and
\plain\expndtw0 \f10 \fs17 headed the first symposium about the Internet to be h
eld in the Swedish Parliament.
\plain\expndtw2 \f10 \fs17 David Nordfors has a Ph.D. in molecular quantum physi
cs from the Uppsala
\plain\par
\pard\sl-201 \li288 \ri5669 \expndtw-5 \f10 \fs17 University.
\par
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ar\par\par\par\par\par\par\par\par\par\par\par\par\par\par\pard\pard\sl-216 \li3
581 \ri3261 \expndtw-12 \f20 \fs21 12
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\plain\pard\sl-197 \li5 \ri48 \expndtw0 \f10 \fs15 Innovation Journalism Vol.3 N
o.4 May 29 2006
\plain\tx3636 \tab \expndtw0 \f10 \fs15 P.Svensson, D.Nordfors: Media Comm. for
Startups
\plain\par
\pard\sl-182 \li5 \ri3638 \expndtw-1 \f10 \fs15 The Third Conference on Innovati
on Journalism
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\plain\sl-299\fs30\par\sl-240\fs24\par\pard\pard\sl-398 \li5 \ri4843 \expndtw-15
\f10 \fs39 References
\plain\par
\sl-185\fs18\par\pard\pard\sl-254 \li5 \ri790 \expndtw-1 \f20 \fs21 Biemans, Wim
G (1992), Managing Innovations within Networks. Londn:
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