How Do Social Ventures Select New Customers and Contracts? Evaluation Criteria and the Role of Social Entrepreneurial Identity

Block, Joern; Bloecher, Annette; Greß, Patrick; HIRSCHMANN, Mirko

doi:10.1080/19420676.2025.2519743

Article (Périodiques scientifiques)

How Do Social Ventures Select New Customers and Contracts? Evaluation Criteria and the Role of Social Entrepreneurial Identity

Block, Joern; Bloecher, Annette; Greß, Patrick et al.

2025 • In Journal of Social Entrepreneurship

Peer reviewed vérifié par ORBi

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https://hdl.handle.net/10993/65308

DOI
10.1080/19420676.2025.2519743

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Détails

Mots-clés :

Social ventures; new customers; selection criteria; social identity; conjoint analysis

Résumé :

[en] To grow their business, social ventures in B2B and B2G contexts must frequently evaluate the attractiveness of new customers and contracts. But what criteria guide these evaluations, and how do they differ based on the social identity of the decision maker? We investigate this research question using a conjoint analysis com- prising 888 decisions by 111 social entrepreneurs. Our results show that social impact and value alignment with the customer seem to matter more than financial impact and that social entrepreneurs’ identities shape these criteria. Our study contributes to research on the evaluation of new customers and contracts by social ventures.

Disciplines :

Gestion de l’entreprise, entrepreneuriat & théorie des organisations

Auteur, co-auteur :

Block, Joern

Bloecher, Annette

Greß, Patrick

HIRSCHMANN, Mirko ; University of Luxembourg > Interdisciplinary Centre for Security, Reliability and Trust (SNT) > Entrepreneurship, Innovation, and New Technology (EINT)

Co-auteurs externes :

yes

Langue du document :

Anglais

Titre :

How Do Social Ventures Select New Customers and Contracts? Evaluation Criteria and the Role of Social Entrepreneurial Identity

Date de publication/diffusion :

juin 2025

Titre du périodique :

Journal of Social Entrepreneurship

ISSN :

1942-0676

eISSN :

1942-0684

Maison d'édition :

Taylor & Francis, Royaume-Uni

Peer reviewed :

Peer reviewed vérifié par ORBi

URL complémentaire :

https://doi.org/10.1080/19420676.2025.2519743

Disponible sur ORBilu :

depuis le 03 juillet 2025

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64 (dont 4 Unilu)

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33 (dont 1 Unilu)

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