| Title |
Introducing sharing-focused business models in the B2B context: comparing interaction and environmental sustainability for selling, renting and sharing on industrial markets |
| ID_Doc |
77912 |
| Authors |
Melander, L; Arvidsson, A |
| Title |
Introducing sharing-focused business models in the B2B context: comparing interaction and environmental sustainability for selling, renting and sharing on industrial markets |
| Year |
2021 |
| Published |
Journal Of Business & Industrial Marketing, 36, 10 |
| DOI |
10.1108/JBIM-01-2020-0032 |
| Abstract |
Purpose - The purpose of this study is to investigate the sales-, rental- and sharing-focused business models for industrial markets by analysing interactions and environmental sustainability efforts within them. Design/methodology/approach - Case studies are conducted at two world-leading manufacturing firms of complex industrial products. The analysis compares how interaction takes place in sales-, rental- and sharing-focused business models in industrial markets for high-technology products in connection with environmental sustainability outcomes. Findings - The findings show the need for different interaction patterns in sales-, rental- and sharing-focused business models at firm, relationship and network levels. The implementation of sharing-focussed business models requires new interactions with actors within firms, between firms and key collaborators and in networks. The firms in our study have made a wide range of efforts to improve the environmental sustainability of their products. Sharing-focused business models have the potential to be environmentally sustainable if products can be shared among customers. However, under-usage of products and the increased need to transport them may reduce environmental sustainability. Originality/value - This study reveals that although manufacturing firms and customers are willing to implement sharing-focused business models, there are obstacles to achieving the expected environmental sustainability associated with this business model. These are due to the high-technology nature and level of customisation of the associated firms' products and services, which make it difficult to share resources across firms without advanced adaptations to products such as re-programming. This study contributes to the sharing-focused business model literature for the business-to-business context, by pointing to the pivotal role partnerships with new actors and closer collaboration with existing actors in supply chains can play in enabling sharing-focused business models in the future. |
| Author Keywords |
Sustainable business models; Sharing economy; Product development; Rental; Interaction; Network |
| Index Keywords |
Index Keywords |
| Document Type |
Other |
| Open Access |
Open Access |
| Source |
Social Science Citation Index (SSCI) |
| EID |
WOS:000613095200001 |
| WoS Category |
Business |
| Research Area |
Business & Economics |
| PDF |
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