Market Segmentation of Industrial Smart Services: A Buyer-View of the Relation Between Value of Data and Performance Orientation

Luis E. Prato V. ()
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Luis E. Prato V.: Erasmus University

A chapter in Smart Services Summit, 2022, pp 107-115 from Springer

Abstract: Abstract The aim of this paper is to develop a more sophisticated methodology for market segmentation of Industrial smart services. Prior research in the service literature has focused less to assess the attractiveness of digital transformation (i.e. data captured, transformed, and analyzed) for this purpose. Moreover, the intrinsic performance orientation from a buyer perspective has been seldom discussed in the literature. A proposed framework sheds light after conducting 29 interviews with firms active in construction and metals production environments. Qualitatively, the study unveiled the importance of the holistic understanding of both operation and purchasing considerations required towards the supply management of smart services as the main strengths of this framework.

Keywords: Digital transformation; Industrial smart services; Performance-based (search for similar items in EconPapers)
Date: 2022
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Persistent link: https://EconPapers.repec.org/RePEc:spr:prochp:978-3-030-97042-0_11

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DOI: 10.1007/978-3-030-97042-0_11

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