Selling science: Resource mobilization strategies in the emerging field of nanotechnology

Pioneers in emerging scientific and technology fields face liabilities of newness at both individual and collective levels. Insights from the literature of institutional entrepreneurship and sociology of knowledge suggest that, to overcome this double hurdle, early entrants may want to participate in a field's hot center and connect their ideas to multiple existing fields to broaden their audience. However, these strategies have their drawbacks too, and the payoff of these strategies also decreases as a field gains cognitive legitimacy. Moreover, both the positive and negative effects of these mobilization strategies are more pronounced for less-experienced scientists. Findings from a comprehensive database on grant proposals in the emerging field of nanotechnology confirm these propositions, suggesting that an effective mobilization strategy is a balancing act between isomorphism and differentiation, breadth and boundary maintenance, especially in early stages of field development.