Contemporary perspectives on the strategic role of information in internet of things-driven industrial services
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 24 September 2018
Issue publication date: 4 October 2018
Abstract
Purpose
This paper aims to analyze the debate related to the strategic role of information in the industrial service business, that is, whether information is a resource that could and should be protected. The connection between manufacturers’ servitization and management strategy literature is used in the analysis.
Design/methodology/approach
A qualitative case study on five new entrants to the industrial service market.
Findings
The results of the study provide new insights on both the characteristics and boundary conditions of new entrants’ approaches to strategically benefitting from information resources. Instead of aiming to possess and control data, the case companies prefer the access to large data volumes over exclusive access, render the question of data ownership to be largely irrelevant and perceive that the strategic relevance of information lies in novel data combinations.
Practical implications
The study provides a contemporary perspective on the prevailing information resource protection doctrine in the context of industrial services. Most importantly, the results challenge the hitherto unquestionable strategic relevance of customer relationships in Internet of Things (IoT)-driven service businesses. Furthermore, the results identify the need for flexible organizational structures that aim to leverage the complexity of the market environment.
Originality/value
Through providing a theoretically grounded and empirically backed contemporary perspective on the role of information in IoT-driven service businesses, the study expands the strategic understanding of industrial service providers.
Keywords
Acknowledgements
This research was conducted as part of the Platform Value Now Program, financed by the Academy of Finland (Grant no. 293446). The research also received funding from the Service Solutions for Fleet Management Program, financed by the Finnish Funding Agency for Innovation, the Digital, Internet, Materials and Engineering Co-creation Program and the companies involved (Grant no. 2634/31/2014).
Citation
Turunen, T., Eloranta, V. and Hakanen, E. (2018), "Contemporary perspectives on the strategic role of information in internet of things-driven industrial services", Journal of Business & Industrial Marketing, Vol. 33 No. 6, pp. 837-845. https://doi.org/10.1108/JBIM-06-2017-0153
Publisher
:Emerald Publishing Limited
Copyright © 2018, Emerald Publishing Limited