Demand-side strategy and business models: Putting value creation for consumers center stage

Value creation for consumers, as the conditio sine qua non for value capture, is at the heart of demand-side strategy research and is a core element of almost any business model. In this paper, we discuss the unique ideas that demand-side strategy and business model research jointly contribute to th...

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Bibliographic Details
Published in:Long range planning Vol. 51; no. 1; pp. 22 - 31
Main Authors: Priem, Richard L., Wenzel, Matthias, Koch, Jochen
Format: Journal Article
Language:English
Published: Elsevier Ltd 01.02.2018
Elsevier Science Publishers
Subjects:
Business models
Business schools
Consumers
Demand-side strategy
Value creation
Value proposition
Value creation
Value proposition
Demand-side strategy
Business models
Consumers
ISSN:0024-6301, 1873-1872
Online Access:Get full text
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Summary:Value creation for consumers, as the conditio sine qua non for value capture, is at the heart of demand-side strategy research and is a core element of almost any business model. In this paper, we discuss the unique ideas that demand-side strategy and business model research jointly contribute to the strategy literature, and we elaborate on the potential for cross-fertilization between both areas of study. We argue that both the demand-side perspective and the business model concept could jointly promote a better understanding of strategy-making by mutually relying on the distinctive insights from each stream; specifically, while research on demand-side strategy can help business model scholars gain a more robust and granular understanding of effective value propositions, business models can serve as a “bridging concept” that links the shared ideas of both areas of study to resource-based streams of strategy research.
ISSN:0024-6301
1873-1872
DOI:10.1016/j.lrp.2017.07.007