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Systematic Steps Towards Concept Design of Pay–per-X Business Models: An Exploratory Research

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Product Lifecycle Management. Green and Blue Technologies to Support Smart and Sustainable Organizations (PLM 2021)

Abstract

During the last decade, equipment manufacturing companies (EMIs) have increasingly understood the unique competitive advantages offered by Pay-per-X (PPX) business models (BMs). Many such EMI companies seem ready for the transition towards PPX BMs. However, they are not aware of the needed systematic steps that will help them in the concept design of PPX models. There are currently no available systematic PPX concept design processes and related steps in literature that can support EMI companies in identifying their relevant PPX BM options. Therefore, we make use of qualitative case study research method and identify such overall process and major steps with the help of interviews and workshops with a company that has successfully designed and identified their PPX models. Additionally, these design steps are validated with the help of 3 companies that plan to shift towards offering PPX models.

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Acknowledgements

This work was part of funding received by Business Finland 545/31/2020 - SNOBI TAU Research Project. We would like to thank the anonymous reviewers who helped in making this paper better.

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Correspondence to Karan Menon .

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Menon, K., Mittal, S., Kärkkäinen, H., Kuismanen, O. (2022). Systematic Steps Towards Concept Design of Pay–per-X Business Models: An Exploratory Research. In: Canciglieri Junior, O., Noël, F., Rivest, L., Bouras, A. (eds) Product Lifecycle Management. Green and Blue Technologies to Support Smart and Sustainable Organizations. PLM 2021. IFIP Advances in Information and Communication Technology, vol 640. Springer, Cham. https://doi.org/10.1007/978-3-030-94399-8_28

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  • DOI: https://doi.org/10.1007/978-3-030-94399-8_28

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