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.

中文翻译：

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“我们不可能对所有东西都收费”：亚太地区从智能服务中获取价值的收入模式

摘要

西欧制造商在亚太地区的工业服务中获得收入的困难与文化价值观有关。然而，从该地区的智能服务中创造和获取价值的方法仍有待探索。在此背景下，本研究旨在 (1) 揭示文化价值观如何影响智能服务收入模型，以及 (2) 推导出能够获取价值的收入模型配置。为此，作者研究了六家西欧制造商在亚太地区将智能服务商业化。结果表明，间接和免费增值收入模式可能与所确定的文化价值相匹配。