Legitimizing Digital Technologies in Open Innovation Ecosystems: Overcoming Adoption Barriers in Healthcare
通过医疗行业的多案例研究，展示了技术提供商如何运用解决方案销售和议题销售两种合法化实践，推动开放创新生态系统的形成，从而克服数字技术的采纳障碍。
Highly regulated industries such as healthcare can reap significant benefits from new digital technologies. However, due to institutional constraints, adopting such technologies is a slow and difficult process. Technology providers need to legitimize their underlying technologies to the customers and other stakeholders in the field. Drawing on multiple case studies in the healthcare industry, this article demonstrates how technology providers deploy two legitimizing practices: solution selling and issue selling. These activities lead to the emergence of open innovation ecosystems that help technology providers overcome adoption barriers.