Purpose

The purpose of this study is to investigate the sales-, rental- and sharing-focused business models for industrial markets by analysing interactions and environmental sustainability efforts within them.

Design/methodology/approach

Case studies are conducted at two world-leading manufacturing firms of complex industrial products. The analysis compares how interaction takes place in sales-, rental- and sharing-focused business models in industrial markets for high-technology products in connection with environmental sustainability outcomes.

Findings

The findings show the need for different interaction patterns in sales-, rental- and sharing-focused business models at firm, relationship and network levels. The implementation of sharing-focussed business models requires new interactions with actors within firms, between firms and key collaborators and in networks. The firms in our study have made a wide range of efforts to improve the environmental sustainability of their products. Sharing-focused business models have the potential to be environmentally sustainable if products can be shared among customers. However, under-usage of products and the increased need to transport them may reduce environmental sustainability.

Originality/value

This study reveals that although manufacturing firms and customers are willing to implement sharing-focused business models, there are obstacles to achieving the expected environmental sustainability associated with this business model. These are due to the high-technology nature and level of customisation of the associated firms’ products and services, which make it difficult to share resources across firms without advanced adaptations to products such as re-programming. This study contributes to the sharing-focused business model literature for the business-to-business context, by pointing to the pivotal role partnerships with new actors and closer collaboration with existing actors in supply chains can play in enabling sharing-focused business models in the future.

中文翻译：

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在 B2B 环境中引入以共享为中心的商业模式：比较工业市场上销售、租赁和共享的交互和环境可持续性

目的

本研究的目的是通过分析工业市场中的相互作用和环境可持续性努力，调查以销售、租赁和共享为重点的商业模式。

设计/方法/方法

案例研究在两家世界领先的复杂工业产品制造公司进行。该分析比较了工业市场中以销售、租赁和共享为重点的商业模式中与环境可持续性结果相关的高科技产品的互动如何发生。

发现

研究结果表明，在公司、关系和网络层面，以销售、租赁和共享为中心的商业模式需要不同的交互模式。以共享为中心的商业模式的实施需要与企业内部、企业与主要合作者之间以及网络中的参与者进行新的互动。我们研究中的公司为改善其产品的环境可持续性做出了广泛的努力。如果产品可以在客户之间共享，以共享为中心的商业模式就有可能实现环境可持续发展。然而，产品使用不足和运输需求增加可能会降低环境可持续性。

原创性/价值

这项研究表明，尽管制造企业和客户愿意实施以共享为中心的商业模式，但在实现与这种商业模式相关的预期环境可持续性方面存在障碍。这是由于相关公司的产品和服务的高科技性质和定制水平，如果没有对产品进行高级调整（例如重新编程），就很难在公司之间共享资源。本研究通过指出与新参与者的伙伴关系以及与供应链中现有参与者的更密切合作可以在实现以共享为中心的商业模式方面发挥关键作用，从而为企业对企业背景下以共享为重点的商业模式文献做出了贡献。未来。