nach oben

Erschienen in:

2022 | OriginalPaper | Buchkapitel

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

verfasst von : Luis E. Prato V.

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

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.

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 Coworking Between Customers and Service Divisions in the B2B Business—With a Deeper Focus on Field Service

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

Allmendinger, G., & Lombreglia, R. (2005). Four strategies for the age of smart services. Harvard Business Review, 83(10), 131–145.

Ardolino, M., Rapaccini, M., Saccani, N., Gaiardelli, P., Crespi, G., & Ruggeri, C. (2018). The role of digital technologies for the service transformation of industrial companies. International Journal of Production Research, 56(6), 2116–2132.

Baines, T. (2009). The servitization of manufacturing: A review of literature and reflection on future challenges. Journal of Manufacturing Technology Management, 20(5), 547.CrossRef

Beane, T., & Ennis, D. (1987). Market segmentation: A review. European Journal of Marketing.

Bonnemeier, S., Burianek, F., & Reichwald, R. (2010). Revenue models for integrated customer solutions: Concept and organizational implementation. Journal of Revenue and Pricing Management, 9(3).

Bonoma, T., & Benson, P. (1984). Evaluating market segmentation approaches. Industrial Marketing Management, 13(4), 257–268.CrossRef

Chowdhury, S., Haftor, D., & Pashkevich, N. (2018). Smart product-service systems (Smart PSS) in industrial firms: A literature review. Procedia CIRP, 73, 26–31.CrossRef

Daft, R., & Weick, K. (1984). Toward a model of organizations as interpretation systems. Academy of Management Review, 9(2), 284–295.CrossRef

Easingwood, C., & Vijay, M. (1989). Positioning of financial services for competitive advantage. Journal of Product Innovation Management, 6(3), 207–219.CrossRef

Gilmour, P., Borg, G., Duffy, P. A., Johnston, N. D., Limbek, B. E., & Shaw, M. R. (1976). Customer service: Differentiating by market segment. International Journal of Physical Distribution, 7(3), 141–148.CrossRef

Lee, J., An Kao, H., & Yang, S. (2014). Service innovation and smart analytics for industry 4.0 and big data environment. Procedia CIRP, 16, 3–8.

Lightfoot, H., Baines, T., & Smart, P. (2013). The servitization of manufacturing: A systematic literature review of interdependent trends. International Journal of Operations and Production Management, 33(11), 1408–1434.

Martin, L. (2007). Performance-based contracting for human services: A proposed model. Public Administration Quarterly, 31(2), 130–158.

Neely, A. (2005). The evolution of performance measurement research: Developments in the last decade and a research agenda for the next. International Journal of Operations and Production Management, 25(12), 1264–1277.CrossRef

Neely, A. (2009). Exploring the financial consequences of the servitization of manufacturing. Operations Management Research, 1(2), 103–118.CrossRef

Ng, Maull, & Yip. (2009). Outcome-based contracts as a driver for systems thinking and service-dominant logic in service science: Evidence from the defence industry. European Management Journal, 27(6), 377–387.

Opresnik, D., & Taisch, M. (2015). The value of big data in servitization. International Journal of Production Economics, 165, 174–184.CrossRef

Payne, J., Bettman, J., & Johnson, E. (1993). The adaptive decision maker. Cambridge University Press.

Porter, M., & Heppelmann, J. (2014). How smart, connected products are transforming competition. Harvard Business Review, 2014(November), 96–112.

Porter, M., & Heppelmann, J. (2015). How smart, connected products are transforming companies. Harvard Business Review, 2015(October), 1–39.

Rymaszewska, A., Helo, P., & Gunasekaran, A. (2017). IoT powered servitization of manufacturing—An exploratory case study. International Journal of Production Economics, 192(March), 92–105. Elsevier B.V.

Selviaridis, K., & Wynstra, F. (2015). Performance-based contracting: A literature review and future research directions. International Journal of Production Research, 53(12).

Stoll, O., West, S., Gaiardelli, P., Harrison, D., & Corcoran, F. (2020). The successful commercialization of a digital twin in an industrial product service system (pp. 275–282). Springer International Publishing.

Stoll, O., West, S., & Hennecke, L. (2021). Procurement of advanced services within the domain of servitization: Preliminary results of a systematic literature review. In Progress in IS (pp. 73–81).

Ulaga, W., & Werner, R. (2011). Hybrid offerings: How manufacturing firms combine goods and services successfully. Journal of Marketing, 75(6), 5–23.

van der Valk, W. (2008). Service procurement in manufacturing companies: Results of three embedded case studies. Industrial Marketing Management, 37(3), 301–315.CrossRef

Van Weele, A. J. (2018). Purchasing and supply chain management: Analysis, strategy, planning and practice, 7th edn. Cengage Learning EMEA, Andover.

West, S., Wenting, Z., & Stoll, O. (2021). The contracting of advanced services based on digitally—Enabled product-service systems (pp. 228–237). Springer International Publishing.

Titel: Market Segmentation of Industrial Smart Services: A Buyer-View of the Relation Between Value of Data and Performance Orientation
verfasst von: Luis E. Prato V.
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_11

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