Perpetuating sales: enabling incumbent survival of radical technological shifts
This paper examines an industry whose incumbents’ specialised complimentary assets were their operations management and distribution channels. This advantage was seriously undermined by the advent of digital distribution. Radical technological change theories dictate that if incumbents in an industry without specialised complimentary assets will be replaced by entrants. This did not happen, and extant theories of incumbent survival do not explain why the incumbents remained dominant in the industry. We propose that survival is due to the unique industry characteristic of perpetuating sales. This paper will explain what is a perpetuating sales model and why does it enable incumbent survival?
Incumbent survival , Industry transition , Specialised complimentary assets
Curran, K; Kavanagh, D. (2013) 'Perpetuating sales: enabling incumbent survival of radical technological shifts', 20th EurOMA (European Operations Management Association) Conference, Dublin, 7-12 July.
© 2013, the authors