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The demand-pull approach to business model innovation through product-service systems: A case study

Author

Listed:
  • Martha Orellano

    (Mines Saint-Étienne MSE - École des Mines de Saint-Étienne - IMT - Institut Mines-Télécom [Paris], EVS - Environnement, Ville, Société - ENS de Lyon - École normale supérieure de Lyon - Mines Saint-Étienne MSE - École des Mines de Saint-Étienne - IMT - Institut Mines-Télécom [Paris] - UL2 - Université Lumière - Lyon 2 - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - INSA Lyon - Institut National des Sciences Appliquées de Lyon - Université de Lyon - INSA - Institut National des Sciences Appliquées - UJM - Université Jean Monnet - Saint-Étienne - ENTPE - École Nationale des Travaux Publics de l'État - ENSAL - École nationale supérieure d'architecture de Lyon - CNRS - Centre National de la Recherche Scientifique, FAYOL-ENSMSE - Institut Henri Fayol - Mines Saint-Étienne MSE - École des Mines de Saint-Étienne - IMT - Institut Mines-Télécom [Paris])

  • Christine Lambey-Checchin

    (CleRMa - Clermont Recherche Management - ESC Clermont-Ferrand - École Supérieure de Commerce (ESC) - Clermont-Ferrand - UCA [2017-2020] - Université Clermont Auvergne [2017-2020])

  • Khaled Medini

    (LIMOS - Laboratoire d'Informatique, de Modélisation et d'Optimisation des Systèmes - ENSM ST-ETIENNE - Ecole Nationale Supérieure des Mines de St Etienne - UCA [2017-2020] - Université Clermont Auvergne [2017-2020] - CNRS - Centre National de la Recherche Scientifique, Mines Saint-Étienne MSE - École des Mines de Saint-Étienne - IMT - Institut Mines-Télécom [Paris], FAYOL-ENSMSE - Institut Henri Fayol - Mines Saint-Étienne MSE - École des Mines de Saint-Étienne - IMT - Institut Mines-Télécom [Paris])

  • Gilles Neubert

    (EM - EMLyon Business School)

Abstract

Industry is facing a deep transformation of the modes of production and consumption, resulting in a shift from product-centric practices towards sustainable and customer-oriented ones. In this context, Product-Service Systems (PSS) exhibit the potential for innovative and customer oriented value propositions. To take full advantage of PSS, it is essential to design suitable business models enabling an alignment of the processes, products and services to customer needs. Innovation Management is an important literature stream contributing to understand the business model transformation by differentiating between two main approaches of innovation: technology-push and demand-pull. Until now, little attention has been put in the demand-pull approach for business model innovation. The central question this paper addresses is: How does the demand-pull approach for the design of a PSS value proposition affects the whole business model of a company? To answer this question a literature review is a carried out, and then a research-intervention methodology is applied to a real case.

Suggested Citation

  • Martha Orellano & Christine Lambey-Checchin & Khaled Medini & Gilles Neubert, 2018. "The demand-pull approach to business model innovation through product-service systems: A case study," Post-Print emse-01885109, HAL.
    • Handle: RePEc:hal:journl:emse-01885109
    DOI: 10.1007/978-3-319-99704-9_25
    Note: View the original document on HAL open archive server: https://hal-emse.ccsd.cnrs.fr/emse-01885109
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