Internet of things technologies, digital servitization and business model innovation in BtoB manufacturing firms
Internet of things technologies, digital servitization and business model innovation in BtoB manufacturing firms
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DOI：
10.1016/j.indmarman.2020.03.009
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发表时间：
2020-08-01
影响因子：
10.3
通讯作者：
Gebauer, Heiko
中科院分区：
文献类型：
--
作者：
Paiola, Marco;Gebauer, Heiko
物联网 (IoT) 等技术为企业提供了新的机遇，也带来了严峻的挑战，迫使它们创建全新的商业模式，从传统的以产品为中心的方法转向（基于数字的）以服务为导向的方法。本文采用定性研究方法，旨在描述物联网技术对企业商业模式的服务导向型影响，特别关注 B2B 制造企业面临的机遇和挑战。物联网技术对企业的影响是一个相当新的研究领域，迄今为止，很少有人关注这一主题，特别关注其对制造企业服务导向型商业模式的影响。本文以不同的方式对该研究做出了贡献。它提出了一张数字服务化地图，有助于理解技术引起的企业战略转型，做出理论和管理贡献。首先，研究强调了公司销售模式作为制定公司数字服务化战略的战略因素的影响。此外，还确定了数字服务化复杂性的三个渐进级别，即以产品流程为导向和以结果为导向，它们基于物联网技术的日益使用，并具有特定的挑战和机遇。
Technologies like the Internet of Things (IoT) are offering new opportunities and posing serious challenges to firms, forcing them to create entirely new business models, migrating from the conventional product-centric approaches to (digitally-based) service-oriented ones. This paper - following a qualitative research method - aims at describing the service-oriented impact of IoT technologies on firms' business models, with a particular focus on opportunities and challenges for BtoB manufacturing firms.Being the impact of IoT technologies on businesses a quite recent research stream, to date scarce attention has been devoted to the topic with specific attention to its impact on service-oriented business models in manufacturing firms. The paper contributes in this research stream in different ways. It proposes a map of digital servitization that helps in understanding firms' strategic transitions caused by technologies, making both theoretical and managerial contributions. Firstly, the research underlines the impact of the firms' sales model as a strategic factor in shaping firms' digital servitization strategies. In addition, three progressive levels of digital servitization complexity are identified, namely product- process- and outcome-oriented, that are based on an increasing use of IOT technologies and have specific challenges and opportunities.