Why Matter Matters: How Technology Characteristics Shape the Strategic Framing of Technologies

Previous work stresses that actors use strategic technology framing—i.e. purposeful language and rhetoric—to shape technology expectations, persuade stakeholders, and influence the evolution of technologies along their life-cycle. Currently, however, the literature predominantly describes strategic technology framing as a sociopolitical process, and provides only limited insights into how the framing itself is shaped by the material characteristics of the technologies being framed. To address this shortcoming, we conducted a comparative, longitudinal case study of two leading research organizations in the United States and Germany pursuing competing solar photovoltaic (PV) technologies to examine how technology characteristics shape the strategic framing of technologies. We show that to frame PV technologies in their own favor, executives made use of four framing dimensions (potential, prospect, performance, and progress) and three framing tactics (conclusion, conditioning, and concession). Moreover, we show that which framing dimensions and tactics actors selected depended on the maturity and evolution of the technology they pursued, respectively. By highlighting how technology characteristics shape strategic technology framing, we contribute to the literatures on social movements, institutional entrepreneurship, and impression management. Additionally, by providing a coherent framework of strategic technology framing, our study complements existing findings in the literature on the sociology of expectations and contributes to a better understanding of how technology hypes emerge.