PSS business model conceptualization and application

Federico Androdegari, Nicola Saccani, Christian Kowalkowski, Jyrki Vilo

Research output: Contribution to journalArticleScientificpeer-review

70 Citations (Scopus)


The discussion about business models has gained considerable attention in the last decade. Business model frameworks have been developed in the literature as management methods helping companies to comprehend and analyse their current business logic and guide the deployment of new strategies. In response to calls for a deeper understanding of the application of a business model approach to product-service systems (PSS), this study develops a two-level hierarchical framework that (i) includes a set of components with pertinent, second-order variables to take into account when undergoing the shift from products to solutions; (ii) supports industrial companies, especially SMEs, in designing their future business model and in consistently planning the actions needed to implement it. The framework was applied and refined within real-life settings. The application to KINE – a robot solutions supplier – shows how key challenges faced by servitization firms may be thoroughly addressed through the adoption of a business model perspective.
Original languageEnglish
Peer-reviewed scientific journalProduction Planning & Control
Issue number15
Pages (from-to)1251-1263
Number of pages13
Publication statusPublished - 2017
MoE publication typeA1 Journal article - refereed


  • 512 Business and Management
  • Product-service systems (PSS)
  • servitization
  • business model (BM)
  • framework
  • SMEs
  • Business, Markets and Societal Dynamics
  • Service
  • customers and relations


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