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Business models in the business-to-business and business-to-consumer worlds – what can each world learn from the other?

Ryan Neill Stott (International Data Corporation (IDC), London, UK)
Merlin Stone (Merlin Stone Consulting, London, UK)
Jane Fae (Ozimek, UK)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 3 October 2016

12059

Abstract

Purpose

The purpose of this research is to identify how managers can apply the results of academic research into the concept of business models for creating and evaluating possible models for their businesses.

Design/methodology/approach

A review of the literature is followed by two case studies, from the airline and logistics industries, followed by recommendations based on both.

Findings

The findings are that there is relatively weak consensus among academics as to the definition and meaning of a business model and its components, and that the notion of generic business model applies better within rather than between industries, but that the discussion is a very fertile one for developing recommendations for managers.

Practical implications

The managerial implications of the study are that in their planning and strategizing, managers should factor in a proper analysis of the business model they currently use and one that they could use.

Originality/value

The study provides a useful addition to the literature on the practical implications of business models.

Keywords

Citation

Stott, R.N., Stone, M. and Fae, J. (2016), "Business models in the business-to-business and business-to-consumer worlds – what can each world learn from the other?", Journal of Business & Industrial Marketing, Vol. 31 No. 8, pp. 943-954. https://doi.org/10.1108/JBIM-10-2016-267

Publisher

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Emerald Group Publishing Limited

Copyright © 2016, Emerald Group Publishing Limited

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