期刊
ASIA PACIFIC BUSINESS REVIEW
卷 27, 期 3, 页码 405-430出版社
ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD
DOI: 10.1080/13602381.2021.1894770
关键词
Revenue models; Pacific Asia; digital servitization; smart services; value capture; value-based pricing
资金
- Swiss Innovation Agency Innosuisse [34121.1 IP-SBM]
This research explores how cultural values influence smart service revenue models and identifies that indirect and freemium revenue models may align well with the cultural values in Pacific Asia, enabling value capture for Western European manufacturers.
Western European manufacturers' difficulties in earning revenue from industrial services in Pacific Asia have been linked to cultural values. Yet, ways of creating and capturing value from smart services in the region remain unexplored. Against this backdrop, this research seeks to (1) uncover how cultural values influence smart service revenue models, and (2) derive revenue model configurations enabling value capture. To do so, the authors study six Western European manufacturers commercializing smart services in Pacific Asia. The results indicate that indirect and freemium revenue models may achieve fit with the cultural values identified.
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