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‘It’s not like we can charge for everything’: revenue models to capture value from smart services in Pacific Asia

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  • Moritz Classen
  • Thomas Friedli

Abstract

Western European manufacturers’ difficulties in earning revenue from industrial services in Pacific Asia have been linked to cultural values. Yet, ways of creating and capturing value from smart services in the region remain unexplored. Against this backdrop, this research seeks to (1) uncover how cultural values influence smart service revenue models, and (2) derive revenue model configurations enabling value capture. To do so, the authors study six Western European manufacturers commercializing smart services in Pacific Asia. The results indicate that indirect and freemium revenue models may achieve fit with the cultural values identified.

Suggested Citation

  • Moritz Classen & Thomas Friedli, 2021. "‘It’s not like we can charge for everything’: revenue models to capture value from smart services in Pacific Asia," Asia Pacific Business Review, Taylor & Francis Journals, vol. 27(3), pages 405-430, May.
    • Handle: RePEc:taf:apbizr:v:27:y:2021:i:3:p:405-430
    DOI: 10.1080/13602381.2021.1894770
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    Cited by:

    1. Shen, Lei & Sun, Wanqin & Parida, Vinit, 2023. "Consolidating digital servitization research: A systematic review, integrative framework, and future research directions," Technological Forecasting and Social Change, Elsevier, vol. 191(C).
    2. Tabares, Sabrina & Parida, Vinit & Visnjic, Ivanka, 2023. "Revenue models for digital services in the railway industry: A framework for choosing the right revenue model," Journal of Business Research, Elsevier, vol. 165(C).
    3. Kolagar, Milad & Parida, Vinit & Sjödin, David, 2022. "Ecosystem transformation for digital servitization: A systematic review, integrative framework, and future research agenda," Journal of Business Research, Elsevier, vol. 146(C), pages 176-200.

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