Revenue creation: business models for product-related services in international markets - the case of Zwick GmbH & Co. KG

摘要

The aim of the paper was to give deeper insights into business models of machine manufacturers providing product-related services for international markets. Product-related services might be seen - as within this case study - as an instrument to foster primary goods sales. The case study analyses decision factors considered as crucial for medium-sized enterprises. Internationalisation is known as a complex decision situation. To trace back the main influence factors, the study brings two approaches together considering a variety of variables: Dunning's OLI paradigm and the business model approach. The results show a sound adequacy of the research approach and provide indication as to which business model seems to be applicable for manufacturers to provide product-related services to an international market.