nach oben

Erschienen in:

2022 | OriginalPaper | Buchkapitel

Can Market Segmentation Support the Creation of Digitally-Enabled Product-Service Systems?—A Semi-Systematic Literature Review

verfasst von : Eugen Rodel, Paul Ammann

Erschienen in: Smart Services Summit

Verlag: Springer International Publishing

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config

KI-gestützte Suche

Aus

Abstract

Research increasingly covers digitalization as a driver of servitization towards digitally-enabled product-service systems (PSS). These systems call for new business models and value co-creation for the development and delivery of value propositions. However, the success of a PSS strategy is dependent on the involved actors. Market segmentation is a process of examining and grouping customers and targeting them with specific value propositions. Companies can then benefit from a better understanding of customer needs and a differentiated marketing strategy that leads to competitive advantages. It seems that market segmentation could support the creation of digitally-enabled PSS. However, there seems to be only scarce literature that builds a connection between the two research fields. Therefore, this paper uses a semi-systematic literature review to identify and apprise the state of knowledge. Of the ten papers found to be relevant, only one paper can answer the research question fully. The results show a clear research gap. Nonetheless, the analysis indicates that the topic of market segmentation is often discussed in combination with value co-creation. Examining segmentation in this context could further the understanding of how a digitally-enabled PSS architecture based on market segmentation can improve an industrial business-to-business (B2B) company’s competitive position.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 102.000 Bücher
über 537 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Technik"

Online-Abonnement

Mit Springer Professional "Technik" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 390 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Maschinenbau + Werkstoffe

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 340 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Vorheriges Kapitel Market Segmentation of Industrial Smart Services: A Buyer-View of the Relation Between Value of Data and Performance Orientation

Nächstes Kapitel Enable Service Interaction and Value Co-Creation for Small and Medium-Sized Enterprises Through an Innovation-Method-Framework

Abratt, R. (1993). Market segmentation practices of industrial marketers. Industrial Marketing Management, 22(2), 79–84. https://doi.org/10.1016/0019-8501(93)90033-4CrossRef

Albert, T. C. (2003). Need-based segmentation and customized communication strategies in a complex-commodity industry: A supply chain study. Industrial Marketing Management, 32(4), 281–290. https://doi.org/10.1016/S0019-8501(02)00204-3CrossRef

Athaide, G. A., Zhang, J. Q., & Klink, R. R. (2018). Buyer relationships when developing new products: A contingency model. Journal of Business & Industrial Marketing, 34(2), 426–438. https://doi.org/10.1108/JBIM-02-2018-0091CrossRef

Baines, T. S., Lightfoot, H. W., Benedettini, O., & Kay, J. M. (2009). The servitization of manufacturing: A review of literature and reflection on future challenges. Journal of Manufacturing Technology Management, 20(5), 547–567. https://doi.org/10.1108/17410380910960984CrossRef

Balci, G., & Cetin, I. B. (2017). Market segmentation in container shipping services: A qualitative study. Management Research Review, 40(10), 1100–1116. https://doi.org/10.1108/MRR-01-2017-0012CrossRef

Clarke, A. H., & Freytag, P. V. (2008). An intra- and inter-organisational perspective on industrial segmentation: A segmentation classification framework. European Journal of Marketing, 42(9/10), 1023–1038. https://doi.org/10.1108/03090560810891127CrossRef

Eggert, A., Ulaga, W., Frow, P., & Payne, A. (2018). Conceptualizing and communicating value in business markets: From value in exchange to value in use. Industrial Marketing Management, 69, 80–90. https://doi.org/10.1016/j.indmarman.2018.01.018CrossRef

Falkenreck, C., & Wagner, R. (2021). From managing customers to joint venturing with customers: co-creating service value in the digital age. Journal of Business & Industrial Marketing, ahead-of-print. https://doi.org/10.1108/JBIM-02-2020-0100

Fell, D. R., Hansen, E. N., & Becker, B. W. (2003). Measuring innovativeness for the adoption of industrial products. Industrial Marketing Management, 32(4), 347–353. https://doi.org/10.1016/S0019-8501(02)00232-8CrossRef

Freytag, P. V., & Clarke, A. H. (2001). Business to business market segmentation. Industrial Marketing Management, 30(6), 473–486. https://doi.org/10.1016/S0019-8501(99)00103-0CrossRef

Garcia Martin, P. C., Schroeder, A., & Ziaee Bigdeli, A. (2019). The value architecture of servitization: Expanding the research scope. Journal of Business Research, 104, 438–449. https://doi.org/10.1016/j.jbusres.2019.04.010

Grubic, T., & Jennions, I. (2018). Do outcome-based contracts exist? The investigation of power-by-the-hour and similar result-oriented cases. International Journal of Production Economics, 206, 209–219. https://doi.org/10.1016/j.ijpe.2018.10.004CrossRef

Jüttner, U., Windler, K., Michel, S., & Thol, C. (2013). Solution readiness—a guiding framework for supplier firms. Marketing Review St. Gallen, 30(4), 52–63. https://doi.org/10.1365/s11621-013-0256-4CrossRef

Kohtamäki, M., Parida, V., Oghazi, P., Gebauer, H., & Baines, T. (2019). Digital servitization business models in ecosystems: A theory of the firm. Journal of Business Research, 104, 380–392. https://doi.org/10.1016/j.jbusres.2019.06.027CrossRef

Mitchell, V.-W., & Wilson, D. F. (1998). Balancing theory and practice: a reappraisal of business-to-business segmentation. Industrial Marketing Management, 27(5), 429–445. https://doi.org/10.1016/S0019-8501(98)00002-9CrossRef

Mora Cortez, R., Højbjerg Clarke, A., & Freytag, P. V. (2021). B2B market segmentation: A systematic review and research agenda. Journal of Business Research, 126, 415–428. https://doi.org/10.1016/j.jbusres.2020.12.070

Morgan, N. A., Whitler, K. A., Feng, H., & Chari, S. (2019). Research in marketing strategy. Journal of the Academy of Marketing Science, 47(1), 4–29. https://doi.org/10.1007/s11747-018-0598-1CrossRef

Müller, J. M., Pommeranz, B., Weisser, J., & Voigt, K.-I. (2018). Digital, Social Media, and Mobile Marketing in industrial buying: Still in need of customer segmentation? Empirical evidence from Poland and Germany. Industrial Marketing Management, 73, 70–83. https://doi.org/10.1016/j.indmarman.2018.01.033CrossRef

O’Brien, M., Liu, Y., Chen, H., & Lusch, R. (2020). Gaining insight to B2B relationships through new segmentation approaches: Not all relationships are equal. Expert Systems with Applications, 161, 113767. https://doi.org/10.1016/j.eswa.2020.113767CrossRef

Pirola, F., Boucher, X., Wiesner, S., & Pezzotta, G. (2020). Digital technologies in product-service systems: A literature review and a research agenda. Computers in Industry, 123, 103301. https://doi.org/10.1016/j.compind.2020.103301CrossRef

Rangan, V. K., Moriarty, R. T., & Swartz, G. S. (1992). Segmenting customers in mature industrial markets. Journal of Marketing, 56(4), 72. https://doi.org/10.1177/002224299205600406CrossRef

Salminen, J., Jung, S. G., & Jansen, B. J. (2019). The future of data-driven personas: A marriage of online analytics numbers and human attributes. In: J. Filipe, A. Brodsky, S. Hammoudi, & M. Smialek (Eds.), ICEIS 2019 - Proceedings of the 21st International Conference on Enterprise Information Systems (pp. 608–615). SciTePress. https://doi.org/10.5220/0007744706080615

Snyder, H. (2019). Literature review as a research methodology: An overview and guidelines. Journal of Business Research, 104, 333–339. https://doi.org/10.1016/j.jbusres.2019.07.039CrossRef

Songailiene, E., Winklhofer, H., & McKechnie, S. (2011). A conceptualisation of supplier-perceived value. European Journal of Marketing, 45(3), 383–418. https://doi.org/10.1108/03090561111107249CrossRef

Tukker, A., & Tischner, U. (2006). Product-services as a research field: Past, present and future. Reflections from a decade of research. Journal of Cleaner Production, 14(17), 1552–1556. https://doi.org/10.1016/j.jclepro.2006.01.022CrossRef

Vargo, S. L., & Lusch, R. F. (2008). From goods to service(s): Divergences and convergences of logics. Industrial Marketing Management, 37(3), 254–259. https://doi.org/10.1016/j.indmarman.2007.07.004CrossRef

West, S., Stoll, O., Østerlund, M., Müller Csernetzky, P., Keiderling, F., & Kowalkowski, C. (2020). Adjusting customer journey mapping for application in industrial product-service systems. IJBE, 11(3), 275, 2020. https://doi.org/10.1504/IJBE.2020.10032987

West, S., Zou, W., Rodel, E., & Stoll, O. (2021). Value co-creation in digitally-enabled product-service systems. In: M. Kohtamäki, T. Baines, R. Rabetino, A. Z. Bigdeli, C. Kowalkowski, R. Oliva, & V. Parida (Eds.), The Palgrave handbook of servitization (pp. 403–417). Springer International Publishing. https://doi.org/10.1007/978-3-030-75771-7_26

Windler, K., Jüttner, U., Michel, S., Maklan, S., & Macdonald, E. K. (2017). Identifying the right solution customers: A managerial methodology. Industrial Marketing Management, 60, 173–186. https://doi.org/10.1016/j.indmarman.2016.03.004CrossRef

Witell, L. (2021). Business models for digital service infusion using AI and big data. In: M. Kohtamäki, T. Baines, R. Rabetino, A. Z. Bigdeli, C. Kowalkowski, R. Oliva, & V. Parida (Eds.), The Palgrave handbook of servitization (pp. 103–115). Springer International Publishing. https://doi.org/10.1007/978-3-030-75771-7_7

Wu, C., Buyya, R., & Ramamohanarao, K. (2019). Value-based cloud price modeling for segmented business to business market. Future Generation Computer Systems, 101, 502–523. https://doi.org/10.1016/j.future.2019.06.013CrossRef

Zeng, F., Yang, Z., Li, Y., & Fam, K.-S. (2011). Small business industrial buyers’ price sensitivity: Do service quality dimensions matter in business markets? Industrial Marketing Management, 40(3), 395–404. https://doi.org/10.1016/j.indmarman.2010.08.008CrossRef

Zou, W., Brax, S. A., & Rajala, R. (2018). Complexity in product-service systems: Review and framework. Procedia CIRP, 73, 3–8. https://doi.org/10.1016/j.procir.2018.03.319CrossRef

Titel: Can Market Segmentation Support the Creation of Digitally-Enabled Product-Service Systems?—A Semi-Systematic Literature Review
verfasst von: Eugen Rodel
Paul Ammann
Verlag: Springer International Publishing
Buch: Smart Services Summit
Print ISBN: 978-3-030-97041-3

Electronic ISBN: 978-3-030-97042-0

Copyright-Jahr: 2022
DOI: https://doi.org/10.1007/978-3-030-97042-0_12

Springer Professional

Abstract

Bitte loggen Sie sich ein, um Zugang zu Ihrer Lizenz zu erhalten.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Springer Professional "Technik"

Springer Professional "Wirtschaft"

Premium Partner