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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.
    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.
    Understanding Procurement Processes for Digitally Enabled Advanced Services2018Ingår i: Book of Abstracts, 7th International Conference on Business Servitization, November 22-23, 2018, Nova School of Business and Economics: Parallel session 6: Organizational Structure and Procurement / [ed] Emanuel Gomes, Miguel Pina e Cunha, Ferran Vendrell-Herrero, 2018, s. 118-124Konferensbidrag (Refereegranskat)
    Abstract [en]

    Digitalization or industry 4.0 holds the potential of providing many benefits to industrial companies. Industrial customers are increasingly focusing on buying digitally enabled advanced services, i.e. integrated solutions that combine products and service functions with digital capabilities. However, traditional procurement processes are not well designed for evaluating and buying digitally enabled advanced services, which inhibits value co-creation between the supplier and customer. Therefore, industrial customers need to transform their procurement processes in order to improve the potential of profiting from digitalization. We use data gathered from multiple case study of 8 large companies in Sweden to develop a procurement process for digitally enabled advanced services. The proposed process consists of 4 phases with key activities at each phase. These are based on a close interaction between the internal actors of customer organization, as well as co-creation logic between customer and supplier, leading to a win-win relationship and continuous innovation.

  • 3.
    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.

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