查看文章

What do growth-oriented business models look like? Past research has shown that growth motivation is by no means a given in small firms. Many firms do not aim to grow to indefinite sizes but prefer to keep their business at a size they can manage with few resources (Kolvereid, 1992). This paper seeks to explore growth motivation further and examines its impact on business models using a sample of 135 German ICT businesses. Mann-Whitney-U tests served to analyze how different business model designs correspond with different levels of growth motivation. The results indicate that growth motivation affects decisions regarding the provision of consulting services, the level of standardization in offered products and services, the choice of addressed markets, the implementation of cost efficient competitive strategies and of revenue streams based on one-time- and performance-based payments. Furthermore, the …