TY - JOUR

T1 - Demand-side strategy and business models

T2 - Putting value creation for consumers center stage

AU - Priem, Richard L.

AU - Wenzel, Matthias

AU - Koch, Jochen

PY - 2018/2/1

Y1 - 2018/2/1

N2 - 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.

AB - 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.

KW - Management studies

KW - Business models

KW - Consumers

KW - Demand-side strategy

KW - Value creation

KW - Value proposition

UR - http://www.scopus.com/inward/record.url?scp=85026765861&partnerID=8YFLogxK

UR - https://www.sciencedirect.com/science/article/abs/pii/S0024630117303096

U2 - 10.1016/j.lrp.2017.07.007

DO - 10.1016/j.lrp.2017.07.007

M3 - Journal articles

AN - SCOPUS:85026765861

VL - 51

SP - 22

EP - 31

JO - Long Range Planning

JF - Long Range Planning

SN - 0024-6301

IS - 1

ER -