Link channels or how to enhance upstream-downstream relations in servitized contexts

Sanchez, Bustinza Oscar; Parry, Glenn; Vendrell-Herrero, Ferran; Myrthianos, Vasileios

Abstract

By more closely engaging with their customer base firms create link channels which places the customer as the determinant in the process of understanding needs for value creation. To better understand the relevance and applicability of link channels, it is illustrative to examine the example of the recorded music industry. The music industry, similar to the publishing and motion picture industries, has experimented in a process of digital servitization, in which the provision of IT-enabled services relies on digital components embedded in physical products. The process of digitalizing tangible goods is part of the process of implementing service business models

Citation

Sanchez, B. O., Parry, G., Vendrell-Herrero, F., & Myrthianos, V. (2015). Link channels or how to enhance upstream-downstream relations in servitized contexts

• Journal Article Type: Article
• Publication Date: Jan 1, 2015
• Journal: Dyna Management
• Peer Reviewed: Peer Reviewed
• Keywords: value chain, service dominant logic, customerization, channel linking, performance