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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.


The service industries journal 31 (2011), Nr.4, S.629-641
ISSN: 0264-2069
European Association for Research on Services (International RESER Conference) <19, 2009, Budapest>
Zeitschriftenaufsatz, Konferenzbeitrag
Fraunhofer IAO ()

The aim of the paper was to give deeper insights into business models of machine manufacturers providing product-related services for international markets. Productrelated 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 enterprises. Internationalisation is known as a complex decision situation. To trace back the main influence factors, 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 and provide indication as to which business model seems to be applicable for manufacturers to provide product-related services to an international market.