scholarly journals Revisiting Amit and Zott’s model of value creation sources: The SymBelt Customer Center case

2006 ◽  
Vol 1 (3) ◽  
pp. 16-27
Author(s):  
Niklas Johansson ◽  
Ulrika Mollstedt

Amit and Zott [2] recognized the importance of understanding value sources in electronic business (ebusiness). However, the concept of e-business is rather broad and therefore this paper suggests a more narrow focus on the value of complementary services. The reason for this approach is an ever-increasing importance for firms to provide complimentary services supporting products. Amit and Zott’s [2] model of the sources of value creation in e-business includes four dimensions of value creation; efficiency, lock-in, complementarities and novelty. In contrast to Amit and Zott [2], we suggest that the four dimensions of the model should not only be used as value creation sources, but moreover as value evaluation dimensions. The findings of this case study, where Metso Paper’s Internet-based service (a complementary service) and some of their customers’ perceptions of the service have been studied, show that the customers have used the services infrequently. This study also shows that in this specific business-to-business context, the characteristics of the product, which the Internet-based service supports, are vital. Therefore, we suggest a modification of Amit and Zott’s [2] business model when used as a model for value evaluation of complementary services, to replace complementarities with nature of the core product.

2021 ◽  
pp. 109467052199756
Author(s):  
Bryan Hochstein ◽  
Nawar N. Chaker ◽  
Deva Rangarajan ◽  
Duane Nagel ◽  
Nathaniel N. Hartmann

An increasing number of business-to-business (B2B) service firms have transitioned to recurring revenue-based solutions. These subscription B2B solutions are becoming increasingly common, yet offer challenges for long-term renewal if value is not consistently realized by the customer. To address this concern, customer success (CS) management has emerged. CS management is based on regular proactive action taken by the seller to (a) educate, prepare, and engage customers for value co-creation; (b) demonstrate the value delivered by the solution; and (c) provide a channel for advocacy on behalf of customers within the service-providing firm. Our findings highlight the under-researched topic of CS in B2B settings. Specifically, we propose the CS function and role as a structural alternative to within-person (i.e., cross-functional) ambidexterity and emphasize the ability of a CS focus by service firms to complement existing firm operations in value creation efforts. Our case study analysis provides a multilevel perspective (i.e., executive, functional role employees, and customers) via in-depth interviews that offer unique insights on “how parts of the service-sales system work together.” Overall, CS is growing as a practice that propagates value to the customer via ongoing success with solutions while improving service-firm renewal and growth of subscription business.


Crowdsourcing ◽  
2019 ◽  
pp. 1419-1432
Author(s):  
Nina Helander ◽  
Hannu Kärkkäinen ◽  
Jari Jussila

In knowledge society the utilization of social media as a communication channel between people, groups and even companies is increasing. Current innovation and social media research has already shown the potential of crowdsourcing in the business-to-consumer (B2C) markets. The authors argue in this paper, however, that crowdsourcing has a great and yet partly undiscovered potential also in the context of business-to-business (B2B) markets. In order to get the full potential, a more detailed understanding of the logic of value creation in crowdsourcing activities between multiple stakeholders in B2B context is needed. This paper presents an exploratory study that is carried out as an empirical netnography-based multiple case study. The study opens up potential future research avenues by starting the discussion of value creation logic in B2B crowdsourcing. Practical implications are created through cases revealing what kind of value companies have already been able to gain from crowdsourcing in B2B context.


2016 ◽  
Vol 5 (1) ◽  
Author(s):  
Teresa Paiva ◽  
Cláudia Domingues ◽  
Luis P. Andrade

Our purpose with this article is to show the importance of assessing trends and promoting innovation in a real business context, through a cluster ecosystem, mainly composed of micro-enterprises in the agro-industrial Portuguese sector.As many studies show, Inovcluster (which has 158 associates, from which 120 are enterprises) is also a geographic region cluster, which improves innovation performance of businesses seeking to gain competitiveness and ability to improve their exportations in the agro-industrial Portuguese sector.The role of the cluster is fundamental to creating a model for knowledge transfer of innovation capacity, interconnecting its institutional, scientific and business associates. This model has to be adapted to the sector and enterprise characteristics, relying in an interconnecting structure which is more or less decentralized according to the mentioned features. Here we present an experience and case study of the Inovcluster ecosystem and its trends and innovation transfer to business value creation, contextualized within the regional strategy for smart specialization.We have shown how, through the establishment of an Inovcluster network, it is possible to integrate the contribution of different research and academic centres, channelled to assist micro-enterprises by innovating within a geographical constraint.


2014 ◽  
Vol 5 (1) ◽  
pp. 28-39 ◽  
Author(s):  
Nina Helander ◽  
Hannu Kärkkäinen ◽  
Jari Jussila

In knowledge society the utilization of social media as a communication channel between people, groups and even companies is increasing. Current innovation and social media research has already shown the potential of crowdsourcing in the business-to-consumer (B2C) markets. The authors argue in this paper, however, that crowdsourcing has a great and yet partly undiscovered potential also in the context of business-to-business (B2B) markets. In order to get the full potential, a more detailed understanding of the logic of value creation in crowdsourcing activities between multiple stakeholders in B2B context is needed. This paper presents an exploratory study that is carried out as an empirical netnography-based multiple case study. The study opens up potential future research avenues by starting the discussion of value creation logic in B2B crowdsourcing. Practical implications are created through cases revealing what kind of value companies have already been able to gain from crowdsourcing in B2B context.


2020 ◽  
Vol 10 (2) ◽  
pp. 32-50
Author(s):  
Diana Claudia Cozmiuc ◽  
◽  
Ioan Petrișor ◽  

The main objective of this paper is to check if value-based management in its classic design, 1980-2000, still works in the practice of one of its most prominent cases, Siemens. The paper also aims to describe value-based management in Siemens’ practice 1998-2020. This should enable a comparison between theory and practice the paper targets. The research methodology is case study: literature review, empirical data analysis, conclusions based on comparison. The case study is exploratory and descriptive. The article relies on secondary evidence about Siemens during 1998-2020, selects the evidence that pertains to value-based management and constructs the Siemens case example. The article is based on a large body of evidence, where the statements about value-based management are chosen based on their relationship to key words such as value, value drivers, value creation. The results may be the confirmation or denial of classic value-based management. The conclusion is that managing for Economic Value Added still works in the current business context. Other findings are Siemens’ driver tree during 1998-2020 in thorough description.


2021 ◽  
Author(s):  
Mohammadhossein Mohammadlou ◽  
◽  
Matthew Guy Reppert ◽  
Roxane Del Negro ◽  
George Jones ◽  
...  

During well planning, drillers and petrophysicists have different principle objectives. The petrophysicist’s aim is to acquire critical well data, but this can lead to increased operational risk. The driller is focused on optimizing the well design, which can result in compromised data quality. In extreme cases, the impact of well design on petrophysical data can lead to erroneous post-well results that impact the entire value-chain assessment and decision making toward field development. In this paper, we present a case study from a syn-rift, Upper Jurassic reservoir in the Norwegian Sea where well design significantly impacted reservoir characterization. Three wells (exploration, appraisal, and geopilot) are compared in order to demonstrate the impact of overbalanced drilling on well data from both logs and core. Implications for reservoir quality assessment, volume estimates, and the errors introduced into both a static geomodel and dynamic reservoir simulation are discussed. This case study highlights the importance of optimizing well design for petrophysical data collection and demonstrates the potential for value creation. Extensive data collection was initially carried out in both exploration and appraisal wells, including full sets of logging while drilling (LWD), wireline logging, fluid sampling, and extensive coring. Both wells were drilled with considerable overbalanced mud weights due to the risk of overpressured reservoirs in the region. The log data was subsequently corrected for significant mud-filtration invasion, with calibration to core measurements guiding the interpretation. Geological and reservoir models were built based on results from the two wells, and development wells were planned accordingly. A thorough investigation of core material raised suspicion that there could also be a significant adverse effect of core properties resulting from overbalanced drilling. The implications were so significant for the reservoir volume that a strategic decision was made to drill a geopilot well close to the initial exploration well, prior to field development drilling. The well was drilled six years after the initial exploration phase with considerably lower overbalance. Extensive well data, including one core, were acquired. The recovered core was crucial in order to compare the reservoir properties for comparable facies between all three wells. The results from the core demonstrate distinctly different rock quality characteristics, especially at the high end of the reservoir quality spectrum. Results of the core study confirmed the initial hypothesis that overbalanced drilling had significantly impacted the properties of the core as well as the well logs. The study concluded that the updated reservoir model properties would significantly increase the in-place volumes compared to the pre-geopilot estimate. This study shows how well design adversely affected petrophysical measurements and how errors in these data compromised geological and reservoir models, leading to a suboptimal field development plan that eroded significant value. This example provides a case study that can be used to improve the well design so that petrophysicists and drillers can both be part of the same value creation result. Future work will include further laboratory investigations on the effects of high overbalanced drilling on core and possible “root causes” for compromised core integrity.


2019 ◽  
pp. 769-782
Author(s):  
Nina Helander ◽  
Hannu Kärkkäinen ◽  
Jari Jussila

In knowledge society the utilization of social media as a communication channel between people, groups and even companies is increasing. Current innovation and social media research has already shown the potential of crowdsourcing in the business-to-consumer (B2C) markets. The authors argue in this paper, however, that crowdsourcing has a great and yet partly undiscovered potential also in the context of business-to-business (B2B) markets. In order to get the full potential, a more detailed understanding of the logic of value creation in crowdsourcing activities between multiple stakeholders in B2B context is needed. This paper presents an exploratory study that is carried out as an empirical netnography-based multiple case study. The study opens up potential future research avenues by starting the discussion of value creation logic in B2B crowdsourcing. Practical implications are created through cases revealing what kind of value companies have already been able to gain from crowdsourcing in B2B context.


2018 ◽  
Vol 28 (1) ◽  
pp. 52-78 ◽  
Author(s):  
Eija Vaittinen ◽  
Miia Martinsuo ◽  
Roland Ortt

Purpose For successful servitization, manufacturing firms must understand how their customers adopt new services. The purpose of this paper is to explore customers’ readiness for a manufacturer’s new services to complement its goods. The goal is to increase knowledge of the aspects that manufacturers should consider when bringing new kinds of services to market. Design/methodology/approach A qualitative case study design is used to analyze readiness for services and interest in service adoption in three customer firms of a manufacturer. The interview data were collected from 14 persons at customer sites and were content analyzed. Findings The results show that readiness – a concept that is often used in the field of technology – is relevant also for the service adoption process. In a business-to-business context, readiness for service adoption concerns the individual and organizational levels, and hence a new dimension of organizational culture and habits had to be added to the concept that originally focuses on individuals. People consider different factors when making consecutive decisions during the service adoption process and these factors can vary even within a company. The cornerstone for new service adoption is the customer firm’s actual need for the service. Originality/value The results offer new knowledge about service adoption in a business-to-business context by taking a customer firm’s perspective. They, thus, complement previous studies on the supplier perspective of servitization and service adoption in consumer business. The contributions help manufacturers focus their efforts when bringing new services to market.


2013 ◽  
Vol 14 (1) ◽  
pp. 39-48 ◽  
Author(s):  
Mark Hinton ◽  
R.T. Hamilton

This study characterizes high-growth New Zealand-owned firms operating in business-to-business relationships. Within a case study design featuring six such firms, four dimensions emerged that captured their key features: founders' characteristics; opportunity orientation; opportunity exploitation; and the management of growth. All the firms had joint founders who brought complementary skills and maintained external advice networks. The growth opportunities leveraged innovations of other firms. Exploitation was in niche areas in which there were both few competitors and small numbers of larger customers, facilitating intensive relationship marketing. The founders managed the businesses by developing a pro-growth culture among employees, but supported this through strong financial control systems and low debt preference. The lack of evidence on the characteristics of this important group of firms has contributed to poorly targeted policy. This paper begins to redress this situation.


1997 ◽  
Vol 26 (527) ◽  
Author(s):  
Torben Amtoft ◽  
Hanne Riis Nielson ◽  
Flemming Nielson

The communication patterns of concurrent programs can be expressed succinctly using behaviours; these can be viewed as a kind of causal constraints or as a kind of process algebra terms. We present a system which infers behaviours from a useful fragment of Concurrent ML programs; it is based on previously developed theoretical results and forms the core of a system available on the Internet. By means of a case study, used as a benchmark in the literature, we shall see that the system facilitates the validation of certain safety conditions for reactive systems.


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