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What Drives B-to-B Customers' Adoption of Smart Product-Service Systems?

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  • Kropp, Eva
  • Totzek, Dirk

Abstract

The Internet of Things is associated with a high revenue potential. However, its implementation and associated smart product-service offerings are still in the early stages. This article identifies the key adoption drivers and barriers on the part of B-to-B customers and highlights the strong influence of external pressure on the adoption of smart product-service systems.

Suggested Citation

  • Kropp, Eva & Totzek, Dirk, 2020. "What Drives B-to-B Customers' Adoption of Smart Product-Service Systems?," Marketing Review St.Gallen, Universität St.Gallen, Institut für Marketing und Customer Insight, vol. 37(1), pages 12-18.
    • Handle: RePEc:zbw:hsgmrs:276068
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    1. Vandermerwe, Sandra & Rada, Juan, 1988. "Servitization of business: Adding value by adding services," European Management Journal, Elsevier, vol. 6(4), pages 314-324, December.
    2. Paluch, Stefanie & Wünderlich, Nancy V., 2016. "Contrasting risk perceptions of technology-based service innovations in inter-organizational settings," Journal of Business Research, Elsevier, vol. 69(7), pages 2424-2431.
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