Opportunities and Challenges of Use-oriented Business Models in Industrial Settings

For traditional manufacturers, servitization and digitization are opening new business opportunities. Shifting from traditional business models of discrete sales to usage-oriented business models through product–service systems is a promising way to gain a competitive advantage. Based on a series of expert interviews, this study examines the opportunities and challenges of use-oriented business models in industrial settings. Opportunities include reaching specific customer segments more effectively while building lasting partnerships for product and service innovations. Challenges cover financial limitations and risks, internal barriers such as cultural resistance, or laying the legal foundation of a use-oriented business model. We contribute to research by taking a contemporary snapshot of multifaceted use-oriented business models in the industrial sector. Moreover, for practice, we provide real-world insights into practical applications to support decision-makers in this complex topic.      «

For traditional manufacturers, servitization and digitization are opening new business opportunities. Shifting from traditional business models of discrete sales to usage-oriented business models through product–service systems is a promising way to gain a competitive advantage. Based on a series of expert interviews, this study examines the opportunities and challenges of use-oriented business models in industrial settings. Opportunities include reaching specific customer segments more effectiv...     »