From critique to catalyst: How academic entrepreneurs transform negative feedback into pivots and performance

Abstract

Research Summary This study examines how academic entrepreneurs refine business ideas in response to external critique and how these responses relate to performance. We develop a framework that links feedback (critique), business-idea changes (pivots), and performance, and test it using detailed data on external stakeholder feedback, changes to the business idea’s core and periphery, and commercialization outcomes in 316 academic-led teams. We find that academic entrepreneurs frequently modify their business idea’s core in response to negative feedback, and that core changes-rather than peripheral ones-are positively associated with commercialization. Challenging the idea that all entrepreneurs are inertial, we find that academic entrepreneurs both actively embrace and benefit from changes to the business idea’s core. By tracing the feedback-response dynamics of business idea components, our study adds granularity to research on pivoting. Managerial Summary Entrepreneurs often face a choice between reworking the core of a business idea and making changes to its periphery. Analyzing 316 academic-led teams seeking to commercialize technologies using the Lean Startup Method, we find that academic-led teams frequently change their idea’s core in response to negative feedback-and that only core changes, rather than peripheral changes, are linked to improved commercialization outcomes. Overall, the results show the effectiveness of the Lean Startup Method and demonstrate that focusing feedback on the core of the business idea is an effective way to provide feedback to academic entrepreneurs.