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Value proposition of IoT-based products and services: a framework proposal

Author

Listed:
  • Graziela Molling

    (Unisinos University - Business School)

  • Amarolinda Zanela Klein

    (Unisinos University - Business School)

Abstract

The IoT can help firms to innovate and to address new business opportunities. However, many companies face difficulties in developing products and services based on the IoT with a clear and valid value proposition (the core of any business model). Considering this, we aimed to answer the following research question: which elements need to be considered to define value propositions for IoT-based products and services? We used the Design Science Research method, developing a conceptualization that guided the creation and testing of a framework to support the definition of this type of value proposition. The framework was evaluated by 33 academic experts and practitioners and tested in four real companies. It addresses critical dimensions and elements to the value proposition considering affordances and constraints related to the IoT architecture to generate different types of values for different actors and the strategic positioning of IoT-based products and services.

Suggested Citation

  • Graziela Molling & Amarolinda Zanela Klein, 2022. "Value proposition of IoT-based products and services: a framework proposal," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(2), pages 899-926, June.
    • Handle: RePEc:spr:elmark:v:32:y:2022:i:2:d:10.1007_s12525-022-00548-w
    DOI: 10.1007/s12525-022-00548-w
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    Cited by:

    1. Rainer Alt, 2022. "Electronic Markets on platform transformation," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(2), pages 401-409, June.

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    More about this item

    Keywords

    Internet of things; Value proposition; Affordances; Design science research;
    All these keywords.

    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • M15 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - IT Management

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