Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/318979 
Year of Publication: 
2022
Citation: 
[Journal:] Journal of Business Models (JOBM) [ISSN:] 2246-2465 [Volume:] 10 [Issue:] 1 [Year:] 2022 [Pages:] 30-41
Publisher: 
Aalborg University Open Publishing, Aalborg
Abstract: 
The primary objective of this paper is to enhance our understanding of the capabilities necessary for implementing a pay-per-outcome business model and how equipment manufacturing companies can successfully implement such a business model. Based on systematic literature research, we analysed 12 research publications that discussed pay-per-outcome capabilities in the equipment manufacturing industry. We identified 36 capabilities and formulated a capability framework for pay-per-outcome business models in the equipment manufacturing industry. We also identified that pay-per-outcome business models require specific capabilities related to customer relationship and contracting, compared with other service-based business models (such as pay-per-use business models). Since earlier studies have failed to distinguish the capabilities necessary for pay-per-outcome business models from those for other types of product-service system business models or focused on some specific required capabilities for the former business models, we contribute to current business model literature by uncovering the unique characteristics of pay-per-outcome business models in the equipment manufacturing industry.
Subjects: 
Pay-per-outcome
Capabilities
Equipment manufacturing
Persistent Identifier of the first edition: 
Creative Commons License: 
cc-by-nc-nd Logo
Document Type: 
Article

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