April 2020 Download this article as a PDF

Call for Papers for Special Issue of the TIM Review

Aligning multiple stakeholder value propositions: the challenge of new companies

committed to scale early and rapidly


Abstract submission deadline: August 15th, 2020 / Final submission of manuscripts: February 15th, 2021


Guest Editors

Tony Bailetti, PhD, Carleton University: [email protected]

Christian Keen, PhD, Université Laval: [email protected]

Stoyan Tanev, PhD, Carleton University: [email protected]


This call for papers aims to advance value proposition research in the context of new companies (startups, international new ventures, born globals) committed to scale early and rapidly.

The special issue seeks to build on the research progress of scholars in marketing management, international entrepreneurship, corporate governance, finance, entrepreneurial ecosystems, business models, and business scaling.

Motivation for the Special Issue

The value proposition concept is the single most important organizing principle for a company (Webster, 2002). It has been defined as “a strategic tool facilitating communication of an organization’s ability to share resources and offer a superior value package to targeted customers” (Payne, Frow, & Eggert, 2017). Extant research emphasize the need for the engagement of different actors who can collaboratively share resources in shaping new market offers (Baldassarre et al., 2017; Ballantyne et al., 2011; Eggert et al., 2018; Frow & Payne, 2011; Truong et al., 2012).

The special issue is motivated by the desire to fill a gap in the literature, the development of value propositions in new companies committed to scale early and rapidly. To scale the value of new companies early and rapidly, entrepreneurs and top management teams face the formidable challenge of concurrently developing and aligning value propositions for diverse parties. The relationship between value proposition development and scaling the value of a new company is not well understood (Bailetti & Tanev, 2020).

Research topics

This call for papers invites scholars worldwide to address the challenges of value proposition development in the context of new companies committed to scale early and rapidly. Articles are expected to build on key insights that have emerged from the extant literature and provide new conceptual, theoretical and practical insights.

Research topics may include, but are not limited to:

  • Formulation of multiple value propositions to address the diverse interests of the key actors involved in the value creation process
  • Alignment of the multiple stakeholder value propositions with company’s scaling objectives
  • Dynamic configuration of internal and external resources required to scale a new company
  • Frameworks, methods and tools to develop and align value propositions for multiple parties
  • Theoretical contributions to our understanding of how to align multi-party value propositions with a new company’s path to scale value and the company’s resource configuration
  • Ways to integrate multi-party value propositions into business models that scale
  • Ways to align value propositions for those who provide capital and other resources with the value propositions of those who benefit
  • Methods to systematically learn from value propositions of companies that have scaled early, rapidly and securely and use them to differentiate new companies
  • Systems to track changes in stakeholders value creation and use the information to realign the value propositions
  • Develop value propositions that enhance your customers and suppliers outcomes, marketing strategies, and competitive advantages
  • Continuously improve value propositions based on results and feedback
  • Develop value propositions for key members of the value chain that align with the key members value propositions as well as improve the competence of the value chain
  • Develop investor value propositions that incorporate the path to customer value creation in return for investors funds and confidence
  • Approaches to dealing with the liability of newness impact on the value proposition development process

Key dates

  • August 15th, 2020: Abstracts submissions
  • August 30th, 2020: Acceptance decision and feedback
  • December 15th, 2020: Submission of final manuscripts
  • January 10th, 2021: Feedback based on peer-review process
  • February 15th, 2021: Authors' final submissions of revised manuscripts

Submission Guidelines

About the TIM Review  

The Technology Innovation Management Review (www.timreview.ca) offers a platform for research on emerging trends relevant to launching and growing new technology businesses. The TIM Review focuses on the theories, strategies, and tools that help small and large technology companies succeed. The TIM Review brings together diverse viewpoints – from academics, entrepreneurs, companies of all sizes, the public sector, the community sector, and others – to bridge the gap between theory and practice, with a particular focus on the topics of technology entrepreneurship and innovation management, in small and large companies.


Bailetti, T. & Tanev, S. 2020. Examining the Relationship Between Value Propositions and Scaling Value for New Companies. Technology Innovation Management Review, 10(2): 5-13.

Baldassarre, B., Calabretta, G., Bocken, N. & Jaskiewicz, T. 2017. Bridging sustainable business model innovation and user-driven innovation: A process for sustainable value proposition design, Journal of Cleaner Production, 147: 175-186.

Ballantyne, D., Frow, P., Varey, R., & Payne, A. 2011. Value propositions as communication practice: Taking a wider view. Industrial Marketing Management, 40: 202–210.

Eggert, A., Ulaga, W., Frow, P., & Payne, A. 2018. Conceptualizing and communicating value in business markets: From value in exchange to value in use. Industrial Marketing Management, 69: 80–90.

Frow, P. & Payne, A. 2011. A stakeholder perspective of the value proposition concept. European Journal of Marketing, 45(1/2): 223–240.

Payne, A., Frow, P., Eggert, A. 2017. The customer value proposition: evolution, development, and application in marketing. Journal of the Academy of Marketing Science, 45(4): 467–489.

Truong, Y., Simmons, G., Palmer, M. 2012. Reciprocal value propositions in practice: Constraints in digital markets. Industrial Marketing Management, 41(1): 197–206.

Webster, F. 2002. Market-driven management: How to define, develop and deliver customer value (2nd ed.). Hoboken: John Wiley & Sons.

Share this article:

Cite this article:

Rate This Content: 
17 votes have been cast, with an average score of 1.94 stars