dc.contributor.author |
Storbacka, Kaj |
en |
dc.contributor.author |
Windahl, Charlotta |
en |
dc.contributor.author |
Nenonen, Suvi |
en |
dc.contributor.author |
Salonen, A |
en |
dc.date.accessioned |
2013-12-06T01:22:06Z |
en |
dc.date.issued |
2013-07 |
en |
dc.identifier.citation |
Industrial Marketing Management 42(5):705-716 Jul 2013 |
en |
dc.identifier.issn |
0019-8501 |
en |
dc.identifier.uri |
http://hdl.handle.net/2292/21232 |
en |
dc.description.abstract |
Using a business model perspective, we identify four continua that are of specific relevance for industrial firms transforming toward solution business models: customer embeddedness, offering integratedness, operational adaptiveness, and organizational networkedness. Using these continua, we explore the opportunities and challenges related to solution business model development in two different business logics that are of particular importance in an industrial context: ‘installed-base’ (IB) and ‘input-to-process’ (I2P). The paper draws on eight independent research projects, spanning an eleven-year period, involving a total of 52 multinational enterprises. The findings show that the nature and importance of the continua differ between the I2P and IB business logics. IB firms can almost naturally transition toward solutions, usually through increasing customer embeddedness and offering integratedness, and then by addressing issues around the other continua. For I2P firms, the changes needed are less transitional. Rather, they have to completely change their mental models and address the development needs on all continua simultaneously. |
en |
dc.publisher |
Elsevier |
en |
dc.relation.ispartofseries |
Industrial Marketing Management |
en |
dc.rights |
Items in ResearchSpace are protected by copyright, with all rights reserved, unless otherwise indicated. Previously published items are made available in accordance with the copyright policy of the publisher. Details obtained from http://www.elsevier.com/about/open-access/open-access-policies/article-posting-policy#published-journal-article http://www.sherpa.ac.uk/romeo/issn/0019-8501/ |
en |
dc.rights.uri |
https://researchspace.auckland.ac.nz/docs/uoa-docs/rights.htm |
en |
dc.title |
Solution business models: Transformation along four continua |
en |
dc.type |
Journal Article |
en |
dc.identifier.doi |
10.1016/j.indmarman.2013.05.008 |
en |
pubs.issue |
5 |
en |
pubs.begin-page |
705 |
en |
pubs.volume |
42 |
en |
pubs.end-page |
716 |
en |
dc.rights.accessrights |
http://purl.org/eprint/accessRights/RestrictedAccess |
en |
pubs.subtype |
Article |
en |
pubs.elements-id |
371535 |
en |
pubs.org-id |
Business and Economics |
en |
pubs.org-id |
Graduate School of Management |
en |
pubs.org-id |
Marketing |
en |
pubs.number |
5 |
en |
pubs.record-created-at-source-date |
2019-05-16 |
en |
pubs.online-publication-date |
2013-06-02 |
en |