Business Model Evolution and Entrepreneurial Adaptation of Festivals: The Case of Santiago a Mil

Serge Poisson-De Haro, Alvaro Espejo, Ignasi Martí

Research output: Contribution to journalArticlepeer-review

1 Scopus citations


Santiago a Mil was founded in Santiago, Chile, in 1994 and is now one of South America’s most successful theatre festivals. This case study looks at the evolution of the business model for the festival, a private initiative launched by two cultural entrepreneurs with strong social values. The authors identify four periods in the evolution of the business model in the context of Santiago a Mil and describe how the festival has recently adapted to a difficult local situation, strengthening its connection with audiences and the public, both live and through social media. They underline some factors in the external context and in the entrepreneurial profile of the two founders that may have influenced how the festival’s business model evolved over time. The authors also discuss the role of festivals and cultural entrepreneurs as social actors that impact the world today, when protests increasingly are being orchestrated on social media.

Original languageEnglish
Pages (from-to)77-95
Number of pages19
JournalInternational Journal of Arts Management
Issue number2
StatePublished - 1 Jan 2022

Bibliographical note

Funding Information:
The authors would like to thank Direction de la recherche of HEC Montréal for its financial support for the editing of this article.

Publisher Copyright:
© 2022, Ecole des Hautes Etudes Commerciales. All rights reserved.


  • business model adaptation
  • Chile
  • cultural entrepreneurs
  • Theatre festival


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