Paths toward advanced service-oriented business models: A configurational analysis of small- and medium-sized incumbent manufacturers11A previous version of the present article was presented at the EISIC Conference 2021, held in Salerno (Italy) on 2 and 3 September 2021. The authors want to thank the Guest Editors and the Reviewers of this journal for their comments and suggestions to the previous version of this article. The authors want to thank also the Association “Knowmedtech” (Italy) for its support in the research process

Marco Paiola, Tatiana Khvatova, Francesco Schiavone and Fauzia Jabeen

Technological Forecasting and Social Change, 2022, vol. 182, issue C

Abstract: The present article contributes to the theory of Business Model Innovation by incumbent firms via digital servitization. Our research explores the conditions affecting manufacturers' ability to innovate their business models by developing and supplying advanced, digitally-based services. The authors performed a Qualitative Comparative Analysis via a qualitative investigation of the novel business models adopted by 19 Italian small- and medium-sized incumbent manufacturers. Our study found a series of theoretically relevant causal factors for the targeted outcome variable: size and investments, customer intimacy, and external service suppliers are crucial paths for developing successful digitally-based advanced services. The findings suggest three managerial implications: first, managers must capitalise on corporate knowledge and assets, mapping and leveraging useful people and technologies. Second, they should seek external service providers related to technology and strategy/organisation to help them update the value proposition. Third, they must build and foster customer intimacy and capitalise on key customers, either leveraging the extant sales/field service structures or envisioning new direct data exchange channels.

Keywords: Servitization; Digital technologies; Business model innovation; Manufacturing; Italy (search for similar items in EconPapers)
Date: 2022
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Persistent link: https://EconPapers.repec.org/RePEc:eee:tefoso:v:182:y:2022:i:c:s0040162522002980

DOI: 10.1016/j.techfore.2022.121774

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