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2022 | OriginalPaper | Chapter

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

Author : Luis E. Prato V.

Published in: Smart Services Summit

Publisher: Springer International Publishing

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Abstract

The aim of this paper is to develop a more sophisticated methodology for market segmentation of Industrial smart services. Prior research in the service literature has focused less to assess the attractiveness of digital transformation (i.e. data captured, transformed, and analyzed) for this purpose. Moreover, the intrinsic performance orientation from a buyer perspective has been seldom discussed in the literature. A proposed framework sheds light after conducting 29 interviews with firms active in construction and metals production environments. Qualitatively, the study unveiled the importance of the holistic understanding of both operation and purchasing considerations required towards the supply management of smart services as the main strengths of this framework.

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previous chapter Coworking Between Customers and Service Divisions in the B2B Business—With a Deeper Focus on Field Service
next chapter Can Market Segmentation Support the Creation of Digitally-Enabled Product-Service Systems?—A Semi-Systematic Literature Review
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Metadata
Title
Market Segmentation of Industrial Smart Services: A Buyer-View of the Relation Between Value of Data and Performance Orientation
Author
Luis E. Prato V.
Copyright Year
2022
Book
Smart Services Summit

Print ISBN: 978-3-030-97041-3

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

Copyright Year: 2022

DOI
https://doi.org/10.1007/978-3-030-97042-0_11