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.

中文翻译：

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在开放式创新生态系统中使数字技术合法化：克服医疗保健领域的采用障碍


医疗保健等受到高度监管的行业可以从新的数字技术中获得巨大收益。然而，由于制度限制，采用此类技术是一个缓慢而困难的过程。技术提供商需要向客户和该领域的其他利益相关者证明其底层技术的合法性。本文借鉴了医疗保健行业的多个案例研究，展示了技术提供商如何部署两种合法化实践：解决方案销售和问题销售。这些活动导致了开放式创新生态系统的出现，帮助技术提供商克服采用障碍。