Solution providers' open business models : A view on partner networks, customer centricity, and business model performance

Item Type Conference or Workshop Item (Paper)
Abstract Research has highlighted the importance of open business models, yet concepts which explain factors influencing the performance of open business models are quite rare. Here, we build on network theory and investigate how the structural, relational, and cognitive dimension of networks - conceptualized as the network between a manufacturing company and its external service providers - influence the performance of open business models. We study the special case of solution providers which combine their own products with externally sourced services into solutions to better meet customer needs. A comparative case study with three successful solution providers suggests that the three network dimensions influence the performance of open business models and that the relationship is contingent on the level of customer centricity. Business models with low customer centricity need another network configuration with their partners in order to be successful than business models with high customer centricity.
Authors Frankenberger, Karolin; Weiblen, Tobias & Gassmann, Oliver
Language German
Keywords open business model, solution provider, customer centricity, business model performance, networks, business model
Subjects business studies
HSG Classification contribution to scientific community
HSG Profile Area SoM - Business Innovation
Refereed Yes
Date 7 June 2012
Publisher European Academy of Management
Place of Publication BrĂ¼ssel
Volume Paper 19303
Page Range 1-41
Number of Pages 41
Title of Book Social Innovation for Competitiveness, Organisational Performance and Human Excellence
Event Title 12th European Academy of Management Conference (EURAM) 2012
Event Location Rotterdam
Event Dates 06.-08.06.2012
Depositing User Dr. Tobias Weiblen
Date Deposited 19 Apr 2012 12:33
Last Modified 20 Jul 2022 17:10
URI: https://www.alexandria.unisg.ch/publications/211555

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Frankenberger, Karolin; Weiblen, Tobias & Gassmann, Oliver: Solution providers' open business models : A view on partner networks, customer centricity, and business model performance. 2012. - 12th European Academy of Management Conference (EURAM) 2012. - Rotterdam.

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https://www.alexandria.unisg.ch/id/eprint/211555
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