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Service-based business concepts: A typology for business-to-business markets

: Lay, G.; Schroeter, M.; Biege, S.


European Management Journal 27 (2009), Nr.6, S.442-455
ISSN: 0263-2373
Fraunhofer ISI ()
service-based business concept; equipment supply industry; Business-to-business service; case study approach; typology

Manufacturing industries are increasingly applying alternative business concepts, transforming traditional buyer–supplier relationships into new exchange models of deliveries and payments. In scientific debates on this phenomenon, however, there exist neither consistent terms nor standardised characteristics. This article aims to provide a set of parameters that relate the broad variety of scientific papers in this field of research to a common framework. By applying this framework to multiple case studies, a preliminary typology of new business concepts emerges. These findings have implications for managerial decisions on adopting new business concepts. Our work also suggests future research directions.