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  • 1.
    Kamalaldin, Anmar
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Linde, Lina
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Sjödin, David
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi. University of Vaasa, Finland.
    A Relational View on Industry 4.0: Governing Relationships in Digital Servitization2019Konferensbidrag (Refereegranskat)
    Abstract [en]

    In the light of industry 4.0, providers are increasingly offering their industrial customers more advanced services enabled by digital technologies such as the internet of things, remote monitoring, and artificial intelligence. This trend is referred to as digital servitization, and it is enabling significant changes in how value is created and captured in industrial relationships. In order to fully benefit from digital servitization, providers and customers need to transform their relationships. However, there is limited knowledge on how a provider and a customer govern their relationship in the context of digital servitization. To address this gap, this paper applies the relational view theory as a lens for studying how dyad relationships in digital servitization can be successfully governed and transformed. To that end, research was conducted based on multiple case study of four dyadic relationships between providers and customers. In total, 40 respondents from both sides were interviewed, and data was analyzed based on thematic analysis approach to identify relevant themes and patterns. The results identify four components – complementary digitalization capabilities, relation-specific digital assets, digitally enabled knowledge-sharing routines, and partnership governance – that enable providers and customers to profit from digital servitization. The main contribution is the development of a relational governance framework for digital servitization. In doing so, we provide contribute to the servitization literature, as we advance understanding of the central role of relationship governance in digital servitization, and provide insights into the transformation of provider-customer relationships.

  • 2.
    Kamalaldin, Anmar
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi. Luleå University of Technology.
    Sundén, Lina
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Sjödin, David
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi. University of Vaasa.
    A Relational View on Digital Servitization: Empirical Insights from Provider-Customer Relationships2019Ingår i: Proceedings of the Spring Servitization Conference: Delivering Services Growth in the Digital Era / [ed] Bigdeli, A.,Kowalkowski, C., Kindström, D., & Baines, T., Birmingham, UK, 2019Konferensbidrag (Refereegranskat)
    Abstract [en]

    Providers are increasingly leveraging digitalization and offering their industrial customers more advanced services which are enabled by digital technologies such as the internet of things, remote monitoring, big data analytics, and artificial intelligence. This trend is referred to as digital servitization, and it is enabling significant changes in how value is created and captured in industrial relationships. In order to fully benefit from digital servitization, providers and customers need to transform their relationships. However, there is limited knowledge on how a provider and a customer govern their dyad relationship in the context of digital servitization. To address this gap, this paper applies the relational view theory as a lens for the purpose of studying how dyad relationships in digital servitization can be successfully governed by parties involved. To that end, research was conducted based on multiple case study of four dyad relationships between Swedish providers and customers that are actively involved in digital servitization. In total, 40 respondents from seven companies were interviewed, and data was analyzed based on thematic analysis approach to identify relevant themes and patterns. Although data collection followed an inductive approach, data aligned with the four determinants of interogranizational competitive advantage suggested by the relational view: complementary resources and capabilities, relation-specific assets, knowledge-sharing routines, and effective governance. The results of this study demonstrate that these determinants have great influence for governing relationships between the provider and customer in digital servitization. This paper provides theoretical contribution to servitization literature by highlighting the importance of relationship governance, and how this is gradually transformed as the relationship develops. This transformation is illustrated in a stepwise framework that can also guide managers in prioritizing activities and investments, and developing governance mechanisms to advance their business relationships in digital servitization context.

  • 3.
    Sundén, Lina
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Frishammar, Johan
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    How to design revenue models for smart connected products2018Konferensbidrag (Övrigt vetenskapligt)
    Abstract [en]

    Manufacturing industry currently undergoesa transformation where digitalization throughsmartconnected products enable newinnovativeservice solutions.A key challenge for companies is capturingprofitsby designing appropriate revenue models for such service solutions. Through a case study of 11 companies, this study enhances knowledge about how to design revenue models forsmart connected product-services. The paperprovides novel insights about howto design new revenue models in a structured way by outlininga framework of keysteps and activities. By doing so it bridgesthe emerging digitalization literature with literature on servitization, advanced services and service solutions.

  • 4.
    Sundén, Lina
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Sjödin, David
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Exploiting digitalization opportunities  through business models: empirical insights  from leading swedish manufacturing companies2018Ingår i: Proceedings of the Spring Servitization Conference: Driving Competitiveness through Servitization / [ed] Ali Bigdeli, Thomas Frandsen, Jawwad Raja, Tim Baines, United Kingdom, 2018, s. 163-172Konferensbidrag (Refereegranskat)
    Abstract [en]

    Purpose: To enhance understanding about the process when evaluating a digitally enabled business model opportunity. 

    Design/Methodology/Approach: This exploratory case study provides insights from workshops and interviews with 12 leading providers and customers within the Swedish manufacturing industry. 

    Findings: The novel contribution of this study is a framework for evaluating digitally enabled alternative business model opportunities. Starting from a specific customer opportunity and a corresponding alternative business model, the framework guides firms in (1) assessing opportunities, (2) analysing risks, and (3) financial modelling, to arrive at a go or no-go for exploiting digital business model opportunities. 

    Originality/Value: The study presents important insights for managers on how to handle business opportunities created by digitalization, by evaluating alternative business models. 

  • 5.
    Sundén, Lina
    et al.
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Sjödin, David
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Parida, Vinit
    Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
    Ecosystem Business Models for Smart City Platforms2019Ingår i: Ecosystem Business Models for Smart City Platforms / [ed] Bigdeli, A., Kowalkowski, C., Kindström, D., Baines, T., 2019Konferensbidrag (Övrigt vetenskapligt)
    Abstract [en]

    Initiative towards “smart cities”, where digital technologies enable infrastructure, companies and inhabitants to interact and co-create value are increasing as a consequence of urbanization and digitalization. Indeed emphasis on smart cities has attracted considerable attention in research during the last decade and traditional B2B companies are increasingly providing smart city offerings. In most cases this includes investing in a digital platform where companies can share data with ecosystem actors, such as municipalities, infrastructure owners and utility companies, and build new value-adding services for diverse categories of customers. However, many companies are uncertain about their new role and ability to offer new service business models that would create, deliver and capture value from the digital platform. Research so far provide limited insights in on how actors develop new business models and their relationship with ecosystem partners in the smart city context. Thus, this study builds on platform theory with the purpose to enhance understanding how firms aligns ecosystem actor roles for smart city business models through digital platform. 

     

    The research adopted an exploratory multiple case study design to capture insights from two industrial ecosystems in the housing and utility industries. To enhance understanding about how actors collaborate to develop smart city platforms, 35 semi-structured interviews were performed with different ecosystem actors, and were analysed using MAXQDA software. The preliminary findings reveal answers to questions like: what challenges are connected to smart city business models? And what value do different actors generate through digital platforms and how do they capture and distribute value? Further, we develop a framework connecting actor roles, to the design of the digital platform and associated business models contributing to the smart city. Thus, this study provides valuable insights to both academia and practitioners related to business models enabled by digital platforms in the smart city context. 

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