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Revenue creation: business models for product-related services in international markets -- the case of Zwick GmbH & Co. KG

Author

Listed:
  • Daniel Zähringer
  • Jochen Niederberger
  • Knut Blind
  • Alexander Schletz

Abstract

The aim of the paper was to give deeper insights into business models of machine manufacturers providing product-related services for international markets. Product-related services might be seen -- as within this case study -- as an instrument to foster primary goods sales. The case study analyses decision factors considered as crucial for medium-sized enterprises. Internationalisation is known as a complex decision situation. To trace back the main influence factors, the study brings two approaches together considering a variety of variables: Dunning's OLI paradigm and the business model approach. The results show a sound adequacy of the research approach and provide indication as to which business model seems to be applicable for manufacturers to provide product-related services to an international market.

Suggested Citation

  • Daniel Zähringer & Jochen Niederberger & Knut Blind & Alexander Schletz, 2010. "Revenue creation: business models for product-related services in international markets -- the case of Zwick GmbH & Co. KG," The Service Industries Journal, Taylor & Francis Journals, vol. 31(4), pages 629-641, March.
    • Handle: RePEc:taf:servic:v:31:y:2010:i:4:p:629-641
    DOI: 10.1080/02642069.2010.504827
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    References listed on IDEAS

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    1. Malone, Thomas & Weill, Peter & Lai, Richard & D'Urso, Victoria & Herman, George & Apel, Thomas & Woerner, Stephanie, 2006. "Do Some Business Models Perform Better than Others?," MPRA Paper 4751, University Library of Munich, Germany.
    2. John H. Dunning & Sarianna M. Lundan, 2008. "Multinational Enterprises and the Global Economy, Second Edition," Books, Edward Elgar Publishing, number 3215.
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