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Value creation and value capture alignment inthe shift to open business models
Luleå tekniska universitet, Centre for Management of Innovation and Technology in Process Industry, Promote. Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.ORCID-id: 0000-0001-5464-2007
Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Innovation och Design.
Luleå tekniska universitet.
Luleå tekniska universitet.
2019 (Engelska)Konferensbidrag, Publicerat paper (Refereegranskat)
Abstract [en]

This study argues that successful shift to open business models relies on aligning value-creation and value-capture activities through interactive processes involving both provider and customer. Yet, little is known about how such processes unfold. To address these research gaps, this study examines how provider-customer relationships unfold by examining outcome-based contracts (OBC). Data from two successful and four failed OBC relationships within the manufacturing and process industry demarcates three phases in the shift to open business models - defining value potential, designing value delivery and delivering value improvements. The success or failure of each phase stems from the interplay and alignment between value creation and value capture activities specific to that phase, instead of focus on value creation in one phase and value capture in another. More precisely, the process model shows that the provider and the customer engaged in OBC relationship iterate and align between: 1) revising the value-creation logic and assessing the value-capture potential 2) formulating value-creation processes and constructing value-capture mechanisms and finally 3) enhancing value-creation activities and regulating value capture. This process model contributes to the literature streams on open business models and servitization by showing that both providers and customers needs to be actively involved in managing the dynamic interdependencies between value creation and value capturing activities in the shift to open business models and OBC.

Ort, förlag, år, upplaga, sidor
2019.
Nyckelord [en]
outcome-based contracts, performance-based contacts, business model innovation, open business models, value creation, value capture, servitization, advanced services, digitalization
Nationell ämneskategori
Företagsekonomi
Identifikatorer
URN: urn:nbn:se:ltu:diva-76185OAI: oai:DiVA.org:ltu-76185DiVA, id: diva2:1356204
Konferens
Academy of Management Conference 2019, Boston, USA
Tillgänglig från: 2019-10-01 Skapad: 2019-10-01 Senast uppdaterad: 2019-10-01

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Sjödin, DavidParida, Vinit
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Centre for Management of Innovation and Technology in Process Industry, PromoteIndustriell EkonomiInnovation och DesignLuleå tekniska universitet
Företagsekonomi

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