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Disruptive market-shaping processes: Exploring market formation for autonomous vehicle solutions
University of South-Eastern Norway: USN School of business, Raveien 215, 3184 Borre, Norway.
Luleå University of Technology, Department of Social Sciences, Technology and Arts, Business Administration and Industrial Engineering. University of South-Eastern Norway, USN School of business, Raveien 215, 3184 Borre, Norway.ORCID iD: 0000-0001-5464-2007
Luleå University of Technology, Department of Social Sciences, Technology and Arts, Business Administration and Industrial Engineering. University of South-Eastern Norway, USN School of business, Raveien 215, 3184 Borre, Norway.ORCID iD: 0000-0003-3255-414X
University of South-Eastern Norway, USN School of business, Raveien 215, 3184 Borre, Norway.
2024 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 120, p. 216-233Article in journal (Refereed) Published
Abstract [en]

In the race toward autonomous vehicle solutions, providers engage in disruptive market-shaping processes to overcome barriers to commercialization and trigger market formation. This study investigates how disruptive market-shaping processes unfold by employing a multiple case study of 10 AVS providers. Our findings reveal a disruptive market-shaping process comprising four dimensions: shaping the value logic, nurturing the demand side, forging ecosystem alliances, and catalyzing institutional changes. Furthermore, we analyze the temporal unfolding of these activities to illustrate a comprehensive market-shaping process comprising three phases: market exploration, market preparation, and market experimentation. We make significant contributions to the market-shaping and AVS literature. By showing empirically how disruptive market-shaping processes unfold, we refine existing knowledge on the broader market formation stage, anchoring it to the emergence of new markets. Our framework offers micro-level insights into the sequencing of activities and phases embedded in shaping new markets. We argue that successful disruptive market shaping is contingent on creating an attractive market value proposition. Finally, we identify the foundational activities required to overcome market barriers and advance the commercialization of autonomous solutions. We find that granular systems logic reveals AVS's true value, questioning traditional market logic and paving the way for a sustainable, autonomous future.

Place, publisher, year, edition, pages
Elsevier, 2024. Vol. 120, p. 216-233
Keywords [en]
Autonomous vehicle solutions, Digital servitization, Disruptive market-shaping processes, Market driving, Market shaping, Market value proposition
National Category
Business Administration
Research subject
Entrepreneurship and Innovation
Identifiers
URN: urn:nbn:se:ltu:diva-108259DOI: 10.1016/j.indmarman.2024.06.002ISI: 001260676000001Scopus ID: 2-s2.0-85196643925OAI: oai:DiVA.org:ltu-108259DiVA, id: diva2:1881319
Funder
Swedish Research Council Formas, 2020-01791The Research Council of Norway, 326087
Note

Validerad;2024;Nivå 2;2024-07-03 (hanlid);

Full text license: CC BY

Available from: 2024-07-03 Created: 2024-07-03 Last updated: 2025-10-21Bibliographically approved

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Sjödin, DavidParida, Vinit

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