Outcome-based contracts as a new business model : the role of partnership and value-driven relational assets
Ng, Irene C. L., Ding, Xin and Yip, Nick (2012) Outcome-based contracts as a new business model : the role of partnership and value-driven relational assets. Working Paper. Coventry: Warwick Manufacturing Group. Service Systems Research Group Working Paper Series (Number 04/12).
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The concept of business models has been increasingly discussed in academic literature since the advent of internet and proliferation of e-businesses in the 1990s (Morris, Schindehutte & Allen, 2005). To attract funding, the early “dot.com” companies used the idea of business models to pitch the attractiveness of their proposed business ventures (Shafer, Smith & Linder, 2005). In academic literature on business models, several themes have emerged that are key concepts of a business model. First, value drivers are important elements for businesses and new business models are often a consequence of changes in these value drivers. These are defined as valuecreating activities or transformations that generate revenue for the firm (Chesbrough, 2007). Second, the performance of a company, through the change in such value drivers, is an essential element in a business model. Literature have described performance of business models as that which requires a joined-up, systems-focused and holistic understanding across the firm’s existing resources and capabilities to retain or achieve a competitive advantage in the industry it sits within as environmental conditions change (Wirtz, Schilke & Ullrich, 2010). Third, the formation of successful partnerships is a feature of new business models. This is echoed in strategy literature where the ability to establish strong partnerships as capabilities is recognised as core-competencies (Johnson, Christensen & Kagermann, 2008). According to Demil and Lecocq (2010), the firm’s “value chain of activities” should include the fostering of partnerships as part of the building blocks of a business model. Clearly, business models exhibit a need to be value-driven, partnership focused, and with the unit of analysis centred on the value-creating system which spans boundaries (Zott & Amit, 2010). There is also the need to understand the inter- or intra-organisational activities that contribute to that system, of which revenues are derived from its performance.
|Item Type:||Working or Discussion Paper (Working Paper)|
|Subjects:||H Social Sciences > HF Commerce|
|Divisions:||Faculty of Science > WMG (Formerly the Warwick Manufacturing Group)|
|Library of Congress Subject Headings (LCSH):||Business enterprises, Strategic planning, Value, Partnership|
|Series Name:||Service Systems Research Group Working Paper Series|
|Publisher:||Warwick Manufacturing Group|
|Place of Publication:||Coventry|
|Number of Pages:||38|
|Institution:||University of Warwick|
|Status:||Not Peer Reviewed|
|Access rights to Published version:||Open Access|
Amit, R. and C. Zott (2001), “Value Creation in e-Business.” Strategic Management Journal,
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Outcome-based contracts as a new business model : the role of partnership and value-driven relational assets. (deposited 15 Feb 2012 15:37)
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