financial contracting under imperfect enforcement we develop a model ofnancial contracting under imperfect enforcement financial contracts are designed to keep entrepreneurs from diverting project returns but enforce ment is probabilistic and penalties are limited the model rationalizes the prevalence of straight debt and common stock and its predictions are consistent with a host of empirical capital structure regularities across countries acrossrms and across time

the founder s self assessed competence and venture performance abstract a large body of recent research seeks to understand organizational founding and the performance of emerging businesses although much of this research has focused on the characteristics of the business founder there is only mixed support for relationships between founders characteristics and venture performance begley and boyd 1987 gartner 1988 low and macmillan 1988 sexton and bowman 1984 this study is based on research that identifies the entrepreneurial managerial and technical functional functions as three roles that founders must competently enact in order to be successful hofer and sandberg 1987 mintzberg and waters 1982 pavett and lau 1983 schein 1987 effective performance in the entrepreneurial role requires the founder to have the ability to recognize business opportunities and the drive to see firm creation through to fruition hofer and sandberg 1987 timmons et al 1987 effective execution of the managerial role requires conceptual interpersonal and political competence pavett and lau 1983 to be competent in the technical functional role founders must be able to use the tools or procedures required in their specialized field pavett and lau 1983 to measure the competencies necessary for effectiveness in the entrepreneurial managerial and technical functional roles we developed a questionnaire to allow founders to provide self evaluations of their competencies the results provide strong evidence for the reliability of measurement and the validity of the constructs the relationships revealed in this study suggest some preliminary recommendations for potential entrepreneurs career counselors and educators the number of businesses previously initiated and the years spent as an owner manager do not appear to be strongly related to the performance of the venture however the most successful entrepreneurs are strongly convinced of their ability to recognize business opportunity they believe that they have the drive to see the venture through to fruition and report that they subjugate outside interests to the demands of their businesses thus although self assessed proficiency in the entrepreneurial function does not appear to be contingent on the length of previous experience as a founder it does appear to be a necessary component in the development of high performance companies founders of the most successful firms also gave themselves high ratings on the abilities associated with effective performance in the managerial role they had high self evaluation scores on the items measuring organizational and interpersonal skills competence in the managerial role appears to be enhanced by business education and the years of general managerial experience the founders of highly successful firms also evaluated their technical skills highly they believed they were experts in their fields and could use the specialized tools and procedures to produce high quality products and services thus the results indicate that the most successful founders those whose firms show higher levels of growth and earnings rate themselves as competent in the entrepreneurial managerial and technical functional roles they see themselves as competent generalists and in a result that is most gratifying for those in higher education it appears that a business education and experience in general managerial positions lays the ground work for a successful entrepreneurial career

unpacking the uncertainty construct implications for entrepreneurial action abstract uncertainty is central to entrepreneurship however robust and generalizable findings that explain the conditions in which uncertainty may impede or promote entrepreneurial action remain elusive we operationalize uncertainty as a multi dimensional construct composed of state effect and response types of uncertainty milliken 1987 to investigate the relationship between uncertainty and entrepreneurial action we decompose more than 2800 exploitation decision policies nested within a sample of new product decision makers working in entrepreneurial software firms we focus on the primary decision maker s willingness to exploit a given opportunity in the face of varying combinations and manifestations of uncertainty and find that the type of uncertainty experienced influences the willingness to engage in entrepreneurial action differently further we find that differences in how each type of uncertainty is manifested in the environment the scale of exploitation i e large vs small and the entrepreneur s expertise serve to moderate the relationship between uncertainty and action in counter intuitive ways we discuss the implications for both theory and practice

price and advertising as signals of quality when some consumers are informed abstract a monopoly produces a good of either high or low quality some consumers are informed about quality while others are uninformed and infer quality through the firm s marketing strategy the model is an extension of bagwell and riordan american economic review 81 1 1991 224 dissipative advertising combined with a high price is an efficient signal of quality when the marginal cost of production of high quality is low if the proportion of informed consumers is low quality is signaled only through a high price however if this proportion is intermediate quality is signaled by both advertising and price

quality price advertising and published quality ratings economic literature contains several sometimes contradictory hypotheses concerning the relationships among quality price and advertising we investigate the impact of published quality ratings on these relationships and find that quality and advertising are much more likely to be positively related in the presence of quality ratings

technology strategy and software new ventures performance exploring the moderating effect of the competitive environment abstract technology strategy ts is one of the most important aspects of any firm s strategic posture especially in dynamic environments such as the computer software industry not only do new ventures face the pressures that accompany all young companies e g shortages of capital but they also have to keep up with a rapid rate of technological change consequently ts the sum of a firm s choices on how to develop and exploit its technological resources can profoundly affect a venture s performance and survival this empirical study examines the relationships between ts and new venture performance nvp by focusing on ts variables and analyzing their performance outcomes the study offers insights into the factors that can influence the success of new ventures in a fast paced environment this study also examines key environmental moderators those external environmental forces which can significantly impact the strength or direction of the relationship between a firm s ts and nvp the study examines five tss that can enhance npv the first is radicality which means developing and introducing new products ahead of competitors the second is the intensity of product upgrades which refers to a venture s commitment to introducing more refinements and extensions of its products than its competition the third is the level of r d spending which indicates a venture s strong investment in internal research and development activities the fourth is the use of external technology sources e g strategic alliances and licenses to augment a firm s own r d efforts the final dimension is the use of

is advertising a signal of product quality evidence from the compact disc player market 1983 1992 abstract we study panel data on advertising and pricing in the compact disc player market during 1983 1992 controlling for product features firm heterogeneity and aggregate effects i advertising increases after the player is introduced but at a decreasing rate and ii price falls from the outset and at an accelerating pace these patterns are inconsistent with both the perfect learning in papers by kihlstrom and riordan j polit econ 92 1984 427 and milgrom and roberts j polit econ 94 1986 796 and the imperfect learning in horstmann and macdonald j econ manag strat 3 1994 561 versions of paper by nelson j polit econ 82 1974 729 model of advertising extensions having persistent consumer uncertainty and learning can explain these profiles

optimal security design and dynamic capital structure in a continuous time agency model we derive the optimal dynamic contract in a continuous time principal agent setting and implement it with a capital structure credit line long term debt and equity over which the agent controls the payout policy while the project s volatility and liquidation cost have little impact on the firm s total debt capacity they increase the use of credit versus debt leverage is nonstationary and declines with past profitability the firm may hold a compensating cash balance while borrowing at a higher rate through the credit line surprisingly the usual conflicts between debt and equity asset substitution strategic default need not arise in this paper we consider a dynamic contracting environment in which a riskneutral agent or entrepreneur with limited resources manages an investment activity while the investment is profitable it is also risky and in the short run it can generate arbitrarily large operating losses the agent will need outside financial support to cover such losses and continue the project the difficulty is that while the probability distribution of the cash flows is publicly known the agent may distort these cash flows by taking a hidden action that leads to a private benefit specifically the agent may i conceal and divert cash flows for his own consumption and or ii stop providing costly effort which would reduce the mean of the cash flows therefore from the perspective of the principal or investors that fund the project there is the concern that a low cash flow realization may be a result of the agent s actions rather than the project s fundamentals to provide the agent with appropriate incentives investors control the agent s wage and may also withdraw their financial support for the project and force its early termination we seek to characterize an optimal contract in this framework and relate it to the firm s choice of capital structure we develop a method to solve for the optimal contract given the incentive constraints in a continuous time setting and study the properties of the credit line debt and equity that implement the contract as in the discrete time model of demarzo and fishman 2003 the continuous time setting offers several peter m demarzo is from stanford university and yuliy sannikov is from u c berkeley we

the measurement of effectuation highlighting research tensions and opportunities for the future in this paper we address issues related to the measurement of effectuation we identify and examine 81 empirical studies focusing on research tensions fundamental assumptions theoretical underpinnings boundary conditions units of analyses measures and temporal issues within the effectuation literature our findings suggest these tensions inhibit the accumulation of empirical knowledge we highlight the challenges involved in effectively measuring effectuation and offer solutions and recommendations for systematic knowledge accumulation

market attractiveness resource based capabilities venture strategies and venture performance abstract this research seeks to identify variables that should be related to venture performance it is hypothesized that both market attractiveness and resource based capabilities are directly related to new venture performance in addition specific resource based capabilities are hypothesized to be directly related to the competitive strategies chosen by a firm finally the fit between strategies and resource based capabilities is hypothesized to be related to venture performance the sample consisted of all manufacturing businesses sic codes 20 39 started or reorganized in the corporate form between 1980 and 1991 in nine counties in northwestern pennsylvania as identified by a major marketing research service of the 800 companies surveyed completed questionnaires were returned for 155 representing a 19 response rate the 155 responding companies had a median age of 5 years with a median of 15 employees the major products of companies in the sample included flour lumber household and office furniture plastic containers tools and dies ready mixed concrete pipe fittings measuring devices paint and varnish machine tools electroplate carbon and graphite composite products plastic laminated products circuit boards electronic components and parts for internal combustion engines in general the results confirm the validity of the measures of environmental and organizational characteristics as we have adapted them for new ventures as hypothesized perceived market attractiveness and the overall abundance of resource based capabilities were significantly related to venture performance also in two of three cases the evidence suggests that specific resource based capabilities are related to the firm s stated competitive strategies finally although the relationship between fit and performance is not supported in all cases the performance of the emerging manufacturing ventures included in this sample appears to be enhanced when resource based capabilities are supportive of a cost leadership strategy and when firms seeking to differentiate based on product and service quality have the resource based capabilities to support that strategy the results of this emerging research stream will make an important contribution to our understanding of the factors that impact firm performance for scholars the results provide additional information needed to develop comprehensive new venture performance models a clear understanding of the factors that have a strong influence on venture performance will enable practitioners to better identify viable business opportunities and academicians to provide potential business founders with tools to help them recognize opportunity in addition the identification of appropriate levels of abstraction will provide building blocks for future research that seeks to integrate environmental and firm level constructs

does advertising serve as a signal evidence from a field experiment in mobile search we develop a field experiment that assesses whether advertising can serve as a signal that enhances consumers evaluations of advertised goods we implement the experiment on a mobile search platform that provides listings and reviews for an archetypal experience good restaurants in collaboration with the platform we randomize about 200 000 users in 13 asian cities into exposure of ads for about 600 local restaurants within the exposure group we randomly vary the disclosure to the consumer of whether a restaurant s listing is a paid ad this enables isolating the effect on outcomes of a user knowing that a listing is sponsored a pure signalling effect we find that this disclosure increases calls to the restaurant by 77 holding fixed all other attributes of the ad the disclosure effect is higher when the consumer uses the platform away from his typical city of search when the uncertainty about restaurant quality is larger and for restaurants that have received fewer ratings in the past on the supply side newer higher rated and more popular restaurants are found to advertise more on the platform and ratings of those that advertised during the experiment are found to be higher two years later taken together we interpret these results as consistent with a signalling equilibrium in which ads serve as implicit signals that enhance the appeal of the advertised restaurants to consumers both consumers and advertisers seem to benefit from the signalling consumers shift choices towards restaurants that are better rated at baseline in the disclosure group compared to the no disclosure group and advertisers gain from the improved outcomes induced by disclosure

macroeconomic uncertainty cultural traits and entrepreneurship the relationship between macroeconomic uncertainty and entrepreneurial activities has been the subject of intense debate among researchers however existing empirical studies report mixed findings

charity as a substitute for reputation evidence from an online marketplace consumers respond positively to products tied to charity particularly from sellers that are relatively new and hence have limited alternative means for assuring quality we establish this result using data from a diverse group of ebay sellers who experiment with charity by varying the presence of a donation in a set of otherwise matched product listings most of charity s benefits accrue to sellers without extensive ebay histories consistent with charity serving as a quality signal we find fewer customer complaints among charity intensive sellers

advertising and quality in the u s market for automobiles using data consisting of domestic and foreign automobiles over the period 1985 1990 the hypothesis that advertising serves as a signal of higher quality is empirically tested this is accomplished by examining how advertising levels vary with a quality measure that is not observable at the time of purchase but becomes available subsequent to a model s release above average quality results in expenditures that are 15 higher than average quality outlays lending further support to the signalling hypothesis the positive advertising quality relationship holds strongest when a model significantly improves in quality relative to the previous year s model

an examination of the substitutability of founders human and financial capital in emerging business ventures abstract undoubtedly access to financial capital and other resources is an important antecedent of new venture performance indeed inadequate financial resources often are cited as a primary reason why emerging businesses fail barren 1989 mcqueen 1989 otterbourg 1989 rujoub cook and hay 1995 yet there is some feeling among scholars that competent founders will find a way of coming up with necessary resources and capital chandler and hanks 1994 timmons 1990 thorne 1989 in this study we seek to better understand and provide insight into the factors that determine the amount of money needed to start a business and the factors that drive the decisions of whether such funding should come from founder savings or from outside sources we explore two questions 1 what factors are associated with the amount of initial capital raised and 2 what factors determine the mix of founder savings versus financial capital from outside sources that create the initial capital structure we seek to answer these questions using a sample of 102 manufacturing and service firms between 3 and 7 years of age these firms were categorized as manufacturing retail wholesale and business services in general the evidence supports our hypotheses the amount of financial capital at start up varies by industry of key importance in this study human and financial capital appear to be substitutable the analysis shows that on average firms with high levels of founder human capital and low levels of initial financial capital perform similarly to firms that have low levels of founder human capital and high levels of financial capital subgroup analysis provides insights into the degree of substitutability this finding suggests that founders with strong background experience may be able to start businesses that survive and thrive with less financial capital than their less experienced counterparts the proportion of initial capital provided by the founder differs significantly across industry types in more capital intensive industries founders provide a smaller proportion of the start up capital interestingly the amount of initial capital provided by the founder does not vary significantly across industry types this suggests that the amount of initial capital provided by the founder may result from contributing all they can give to the business which appears to be similar across business types finally founders perceptions of their ability to recognize and take advantage of opportunity are positively related to the proportion of initial capital provided by the founder this research provides insights into the factors that appear to drive the initial capital intensity and structure to provide better understanding of this phenomenon future research could investigate such practices as bootstrapping asset sharing or other techniques that allow founders to control resources without requiring ownership

stability vs flexibility the effect of regulatory institutions on opportunity type how entrepreneurial opportunities are formed and exploited depends upon the institutional environment in which they are embedded the varying amounts of risk and uncertainty across and within heterogeneous institutional environments have important implications for the types of opportunity developed while the international business and entrepreneurship literatures consider the effect of environmental risk and uncertainty on firms risk and uncertainty are often treated as interchangeable or synonymous and rarely are both considered to be present together to address this we develop a new theoretical model based on institutional economics describing how institutional arrangements promoting stability thus supporting an entrepreneur s ability to assess risk will lead to more imitative opportunities while institutions promoting flexibility thus supporting an entrepreneur s ability to respond to uncertainty by iterating will foster more innovative opportunities we test this framework using cross national data across 40 countries from the gem survey finding that institutional arrangements that promote stability do lead to more imitation while institutions that promote flexibility foster more innovation by treating risk and uncertainty as distinct constructs our study makes theoretical contributions to research on institutional environments and opportunity types with implications for future research on subsidiary initiatives the evolution of mnes and born global firms

customer power strategic investment and the failure of leading firms why might firms be regarded as astutely managed at one point yet subsequently lose their positions of industry leadership when faced with technological change we present a model grounded in a study of the world disk drive industry that charts the process through which the demands of a firm s customers shape the allocation of resources in technological innovation a model that links theories of resource dependence and resource allocation we show that established firms led the industry in developing technologies of every sort even radical ones whenever the technologies addressed existing customers needs the same firms failed to develop simpler technologies that initially were only useful in emerging markets because impetus coalesces behind and resources are allocated to programs targeting powerful customers projects targeted at technologies for which no customers yet exist languish for lack of impetus and resources because the rate of technical progress can exceed the performance demanded in a market technologies which initially can only be used in emerging markets later can invade mainstream ones carrying entrant firms to victory over established companies

new venture strategy and profitability a venture capitalist s assessment abstract this study uses theoretically justified criteria from the industrial organization io strategy literature and applies it to a new domain namely venture capitalists decision making specifically the study investigates the types of information venture capitalists utilize when evaluating new ventures and how venture capitalists use this information to assess likely new venture profitability in the interest of advancing our understanding of the decision making policies of venture capitalists this study addresses many of the limitations of previous research a review of io research suggests important relationships between a number of strategy variables and new venture profitability some of the relationships proposed by io strategy research are contingent in nature the strategy variables and their relationships with profitability are investigated in the domain of venture capitalists decision making individual and aggregate decision making analyses identified those strategy variables criteria venture capitalists utilize in assessing likely new venture profitability namely timing key success factor stability lead time competitive rivalry educational capability industry related competence timing key success factor stability interaction timing lead time interaction and timing educational capability interaction on average the most important criterion for venture capitalists in their assessment of profitability is industry related competence the second tier of importance is competitive rivalry timing and educational capability the third tier of importance is lead time key success factor stability and timing lead time interaction other interactions are less important therefore while venture capitalists use contingent decision policies main effects dominate if venture capitalists use a reported 8 to 12 minutes on average to evaluate a business plan sandberg 1986 then this study s findings may help the inexperienced venture capitalist allocate time towards assessing those attributes of primary importance although more complex relationships exist between the attributes the inexperienced venture capitalist can take comfort from this study s findings that main effects dominant amongst senior venture capitalists senior venture capitalists may take less comfort from their importance placed on main effects in light of research from io which suggests the importance of contingent relationships the results may also have practical application towards training how should venture capital firms train their new employees should venture capital firms rely solely on experienced venture capitalists lecturing the inexperienced on the criteria they use in assessing a new venture proposal like most decision makers venture capitalists have limited insight into their assessments and venture capital firms need to be aware of the gap between espoused policies and policies in use the information being taught needs to be supplemented with venture capitalists decision making research that investigates decision policies in use such as this study venture capitalist training could also involve experiential learning in conjunction with cognitive feedback about the decision policies used to accelerate the learning process experiential learning using cognitive feedback maximizes industry related learning while minimizing the cost of inexperienced decisions for the entrepreneur seeking capital this increased understanding of venture capitalists decision making may help them better target their business plans and presentations at those criteria venture capitalists find most critical to the profitability of a new venture

from internationalization to evolution the uppsala model at 40 years abstract the original uppsala model that was published in 1977 explains the internationalization process of firms we have further developed the model several times in the intervening years the present article is our latest effort a general model of the evolution of the multinational business enterprise mbe from early steps abroad to being a global firm the updated augmented model explains mbe evolution in general not only characteristics of the internationalization process in a narrow sense we believe that the newest iteration anchored in process ontology will be useful in conducting longitudinal empirical studies

dynamic capabilities what are they this paper focuses on dynamic capabilities and more generally the resource based view of the firm we argue that dynamic capabilities are a set of specific and identifiable processes such as product development strategic decision making and alliancing they are neither vague nor tautological although dynamic capabilities are idiosyncratic in their details and path dependent in their emergence they have significant commonalities across firms popularly termed best practice this suggests that they are more homogeneous fungible equifinal and substitutable than is usually assumed in moderately dynamic markets dynamic capabilities resemble the traditional conception of routines they are detailed analytic stable processes with predictable outcomes in contrast in high velocity markets they are simple highly experiential and fragile processes with unpredictable outcomes finally well known learning mechanisms guide the evolution of dynamic capabilities in moderately dynamic markets the evolutionary emphasis is on variation in high velocity markets it is on selection at the level of rbv we conclude that traditional rbv misidentifies the locus of long term competitive advantage in dynamic markets overemphasizes the strategic logic of leverage and reaches a boundary condition in high velocity markets copyright 2000 john wiley sons ltd

price and advertising signals of product quality we present a signaling model based on ideas of phillip nelson in which both the introductory price and the level of directly uninformative advertising or other dissipative marketing expenditures are choice variables and may be used as signals for the initially unobservable quality of a newly introduced experience good repeat purchases play a crucial role in our model a second focus of the paper is on illustrating an approach to refining the set of equilibria in signalling games with multiple potential signals

when should entrepreneurs expedite or delay opportunity exploitation abstract we theorize on the performance implications of the timing at which entrepreneurs stop exploring their business opportunities and start exploiting them using an optimal stopping approach we characterize the time when exploitation should begin based primarily on when an entrepreneur s ignorance has been sufficiently reduced through knowledge accumulation this ignorance threshold captures a tradeoff between the time needed to increase legitimacy and the necessity to act now to minimize competition changes in legitimacy and competition are based on how entrepreneurs manage their knowledge tacit versus explicit under differing degrees of novelty for the business opportunity these changes in turn impact the performance and timing of opportunity exploitation

optimal contracts under costly state falsification we examine an exchange economy with two agents one risk neutral with a certain endowment and a second risk averse with a random endowment the realization of the endowment is public but can be falsified by the second agent at a cost for a broad class of falsification cost functions the optimal no falsification contract is noncontingent on a left hand interval and strictly increasing with a slope strictly less than one on a right hand interval under a mild further restriction optimal no falsification contracts are in addition piece wise linear optimal contracts may in general require falsifying the state but for a set of the highest endowment realizations there is no falsification we find simple conditions under which the optimal contract is a no falsification contract the model has applications that include financial insurance and employment contracts and tax policy

which ties matter when the contingent effects of interorganizational partnerships on ipo success this paper investigates the contingent value of interorganizational relationships at the time of a young firm s initial public offering ipo we compare the signaling value to young firms of having ties with two types of interorganizational partnerships endorsement relationships such as those with venture capital firms and investment banks and strategic alliance partnerships we propose that under different equity market conditions potential investors in an issuing firm attend to different types of uncertainty attention to these different types of uncertainty affects investors perceptions of the relative value of a young firm s different kinds of endorsements and partnerships and hence ipo success results from a sample of young biotechnology firms show that ties to prominent venture capital firms are particularly beneficial to ipo success during cold markets while ties to prominent investment banks are particularly beneficial to ipo success during hot markets a firm s strategic alliances with major pharmaceutical health care firms did not have such contingent effects implications for understanding the contingent value of interorganizational ties are discussed copyright 2003 john wiley sons ltd

managerialism revisited in the light of bargaining game theory abstract this lecture proposes to view the modern firm as a coalition of shareholders employees and business partners rather than to identify it with a single maximizer such as an entrepreneur this view may be thought of as a revival of the original thought of managerialism but tries to go further by analyzing implications of the interactions of those agents on the behavior of the firm in a bargaining game theoretic framework the lecture reviews the literature on game theoretic approaches to the theory of the firm and discusses a few important theoretical and institutional issues

advertising s elusive economic rationale public policy and taxation advertising and its effects have been debated for well over a century in the last fewdecades a generally sceptical view of the benefits of advertising has been overturned by a series ofacademic advances in economics that detail a variety of ways in which advertising may affect theeconomy and society this academic work has however been paralleled by a growing popular andpolitical opposition to advertising and its social effects in this paper the positive economic case foradvertising is challenged by an assessment of the main channels of its influence and by a review ofthe associated empirical findings on its economic and wider impact a policy response of limitingthe tax deductibility of business advertising is explored

investor protection optimal incentives and economic growth does investor protection foster economic growth to assess the widely held affirmative view we introduce investor protection into a standard overlapping generations model of capital accumulation better investor protection implies better risk sharing because of entrepreneurs risk aversion this results in a larger demand for capital this is the demand effect a second effect the supply effect follows from general equilibrium restrictions better protection i e higher demand increases the interest rate and lowers the income of entrepreneurs decreasing current savings and next period s supply of capital the supply effect is stronger the tighter are the restrictions on capital flows our model thus predicts that the positive effect of investor protection on growth is stronger for countries with lower restrictions cross country data provide support for this prediction as does the detailed examination of the growth experiences of south korea and india

a theory of debt and equity diversity of securities and manager shareholder congruence this paper shows how the optimal financial structure of a firm complements incentive schemes to discipline managers and how the securities return streams determine the claim holders incentives to intervene in management the theory rationalizes 1 the multipucity of securities 2 the observed correlation between return streams and control rights of securities and 3 the partial congruence between managerial and equity holder preferences over policy choices and monetary rewards as well as the low level of interference of equity in management the theory also offers new prospects for a reappraisal of the earlier corporate finance literature

technologies products and organization in the innovating firm what adam smith tells us and joseph schumpeter doesn t adam smith s insights into the increasingly specialized nature of knowledge production are crucially important in understanding the contemporary problems of managing innovating firms products and firms are based on an increasing range of fields of specialized technological understanding competition is not based on technological diversity but on diversity and experimentation in products etc firms rarely fail because of an inability to master a new field of technology but because they do not succeed in matching the firm s systems of coordination and control to the nature of the available technological opportunities copyright 1998 by oxford university press

managing new product definition in highly dynamic environments in highly dynamic environments characterized by changing customer preferences and uncertainty about competitive products managing the development of a new product is a complex managerial task the traditional practice recommended in the literature of reaching a sharp definition early in the new product development npd process may not be optimal desirable or even feasible in such dynamic situations under high uncertainty forcing early finalization of specifications may result in a firm getting locked into an incorrect definition based on our study of npd in the high technology industry we present a model of an approach called real time definition in which a firm adapts its product definition process to the market and competitive environment uncertainty in the product definition is resolved through frequent repeated interactions with customers and using a flexible development process we find that early definition is optimal only in a limited set of situations to maximize its anticipated profits a firm should tune its definition process to the prevailing level of market uncertainty the marginal value of information obtained from the customer during the npd process and its own risk profile and internal development capabilities effects of competition on a firm s definition approach are also examined and implications for managers of a npd process are presented using a conceptual framework