A1 Journal article (refereed), original research

Product-service business model for printing houses


Publication Details
Authors: Salwin Mariusz, Kraslawski Andrzej, Lipiak Jan, Golebiewski Damian, Andrzejewski Michał
Publisher: Elsevier
Publication year: 2020
Language: English
Related Journal or Series Information: Journal of Cleaner Production
Journal acronym: JCP
Volume number: 274
ISSN: 0959-6526
eISSN: 1879-1786
JUFO-Level of this publication: 2
Open Access: Not an Open Access publication

Abstract

In the light of intensifying
competition, growing customer needs and requirements, and bigger
awareness of environmental impact, entrepreneurs are looking for new
ways to improve and develop their operations. Currently available
business models based on sales and the transfer of ownership rights to
products from a manufacturer to the user, which do not include any
additional services, do not create a possibility for the customer to
fully exploit the products. After some time, machinery sold under such
an arrangement ceases to be used and those who bought it have problems
with selling the machinery and recovering capital frozen in it.

Therefore,
seeking new business models seems extremely important as they may
improve customer satisfaction and experience with the way products are
offered to them and, at the same time, bring a number of benefits to
entrepreneurs. One of possible solutions to the above-mentioned issues
is the PSS model, which allows selling the accessibility and functions
offered by products and their re-use.

This
publication is an attempt to develop such a model for the printing
industry. To this end, questionnaire-based studies were conducted in 80
printing houses from which we learned how printing machines are used and
about the needs and problems faced by entrepreneurs.

Results
of analyses suggest there are deep differences between small,
medium-sized, and large printing companies as to the services in which
these categories of businesses are interested. Profound analyses
conducted for industries to whom PSS design methods are addressed,
industrial PSS cases, questionnaire-based studies, statistical analyses,
and consultations with experts from different fields helped in
developing a new PSS model whose detailed structure, in particular for
the printing industry, have never been broadly commented, studied or
evidenced so far. This paper is intended to bridge this gap. The
approach to the subject is also innovative as it is based on
questionnaire-based studies which correctly reflect market reality.
Moreover, all services tied to machines have been selected following
in-depth statistical analyses and the proposed approach is unusually
comprehensive as it covers micro, small, medium-sized, and large
enterprises.


Last updated on 2020-28-08 at 08:39