A Novel Concept for the Development of Availability-Oriented Business Models
A Novel Concept for the Development of Availability-Oriented Business Models
复制标题
开发面向可用性的商业模式的新概念
DOI：
10.1016/j.procir.2017.03.063
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发表时间：
2017
期刊：
影响因子：
--
通讯作者：
J. Aurich
中科院分区：
文献类型：
--
作者：
Patrick Kölsch;Christoph F. Herder;Viviane Zimmermann;J. Aurich
全球化、工业4.0和不断增加的价格压力只是影响资本品行业竞争的几个影响因素。因此，制造商需要通过创建单独的包（由技术产品和面向生命周期的服务组成，称为产品服务系统（Product-Service Systems， PSS））来实现差异化。面向可用性的PSS需求日益增长，制造商保证技术产品的可用性，并承担一部分客户的制造风险。PSS可以通过不同的商业模式提供。本文提出了一种开发面向可用性的商业模型的新概念，它考虑了智能机器部件技术开发的需求提取，以及面向客户的设计思维方法，即人物角色分析、价值网络映射和客户旅程。从技术推动和市场拉动的角度来看，这个概念在三个用例中得到了验证。
Globalization, Industry 4.0 and increasing price pressure are only a few impact factors influencing the competition in capital goods industry. Thus, the manufacturers need to differentiate by creating individual bundles, consisting of technical products and lifecycle-oriented services, called Product-Service Systems (PSS). There is an increasing demand of availability-oriented PSS, in which the manufacturer guarantees the availability of the technical product and takes over a part of the customer's manufacturing risk. PSS can be offered by means of different business models. This article presents a novel concept to develop availability-oriented business models, which considers requirement elicitation for technical development of smart machine components, and customer-oriented methods of design thinking approach, i.e. Persona analysis, Value-network mapping and Customer Journey. The concept was validated in three use cases, regarding technology-push and market-pull perspective.