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Revenue creation. Business models for product-related services in international markets

The case of Zwick GmbH & Co. KG
: Zähringer, D.; Niederberger, J.; Blind, K.; Schletz, A.

Palócz, É. ; European Association for Research on Services -RESER-:
Public and private services in the new global economy. CD-ROM : XIX. International Conference of RESER: September 24th-26th 2009, Budapest
Budapest, 2009
ISBN: 978-963-7260-07-0
15 S.
European Association for Research on Services (International RESER Conference) <19, 2009, Budapest>
Fraunhofer IAO ()

The aim of the paper is to give deeper insights into business models of machine manufacturers providing product-related services for international markets. Product-related services might be seen - as within this case study - as an instrument to foster primary goods sales. The case study analyses decision factors considered as crucial for medium-sized enter-prises. To trace back the complex decision situation internationalisation is known for, the study brings two approaches together considering a variety of variables: Dunning's OLI paradigm and the business model approach. The results show a sound adequacy of the research approach.