Generic customer segments and business models for smart grids View Full Text


Ontology type: schema:ScholarlyArticle     


Article Info

DATE

2012-02-14

AUTHORS

Hans C. Curtius, Karoline Künzel, Moritz Loock

ABSTRACT

The implementation of smart grids—one of the urgent goals to meet international policy expectations for energy efficiency and CO2 reduction targets—is not a technological issue alone, as it also requires social acceptance by various stakeholders (Wolsink, Renew Sustain Energy Rev, 2011). It is of particular interest that smart grid products and services provide value to the customer. On the one hand, customer value of smart grid technologies is crucial to customer acceptance. On the other hand, as customer value is a key driver for economic value creation and competitive advantage (DeSarbo et al., Strategic Manag J 22:845–857, 2001; Porter, Competitive advantage, 1985), it is also important for companies and investors and thus will affect market acceptance of smart grid technologies. In the literature, business models address the bridge between customers and company needs and serve as mediators between technology and economic success by providing a value proposition to customers and a revenue model for companies (Chesbrough and Rosenbloom, Ind Corp Chang 11:529–555, 2002). However, we know from the literature that a one-size-fits-all business model may not lead to the best results as it might fail to address heterogeneous customer value perceptions (DeSarbo et al., Strategic Manag J 22:845–857, 2001; Morris et al., J Bus Res 58:726–735, 2005; Ruiz et al., Serv Ind J 27:1087–1110, 2007; Wiedmann et al., Psychol Mark 26:625–651, 2009). Thus, different business models providing different customer value propositions need to be developed to fit the different market segments in an optimal way. On the basis of a cross-European country study, we explore three generic B2C customer segments for smart grid products and services based on different value perceptions (Supporters, Ambiguous and Skeptics). Based on the segmentation we conceptually derive four generic business model designs with different customer value propositions best suited for approaching those segments (Saver, Smart +, Trader, Smart Camouflage). Implications for energy policy, research and smart grid management are derived from the findings. More... »

PAGES

63-74

References to SciGraph publications

  • 2003-03-24. The business model concept: theoretical underpinnings and empirical illustrations in EUROPEAN JOURNAL OF INFORMATION SYSTEMS
  • 1997-03. Developing a customer value-based theory of the firm in JOURNAL OF THE ACADEMY OF MARKETING SCIENCE
  • 1997-03. Reflections on gaining competitive advantage through customer value in JOURNAL OF THE ACADEMY OF MARKETING SCIENCE
  • 1997-03. Customer value: The next source for competitive advantage in JOURNAL OF THE ACADEMY OF MARKETING SCIENCE
  • Identifiers

    URI

    http://scigraph.springernature.com/pub.10.1007/s12642-012-0076-0

    DOI

    http://dx.doi.org/10.1007/s12642-012-0076-0

    DIMENSIONS

    https://app.dimensions.ai/details/publication/pub.1012625438


    Indexing Status Check whether this publication has been indexed by Scopus and Web Of Science using the SN Indexing Status Tool
    Incoming Citations Browse incoming citations for this publication using opencitations.net

    JSON-LD is the canonical representation for SciGraph data.

    TIP: You can open this SciGraph record using an external JSON-LD service: JSON-LD Playground Google SDTT

    [
      {
        "@context": "https://springernature.github.io/scigraph/jsonld/sgcontext.json", 
        "about": [
          {
            "id": "http://purl.org/au-research/vocabulary/anzsrc-for/2008/15", 
            "inDefinedTermSet": "http://purl.org/au-research/vocabulary/anzsrc-for/2008/", 
            "name": "Commerce, Management, Tourism and Services", 
            "type": "DefinedTerm"
          }, 
          {
            "id": "http://purl.org/au-research/vocabulary/anzsrc-for/2008/1503", 
            "inDefinedTermSet": "http://purl.org/au-research/vocabulary/anzsrc-for/2008/", 
            "name": "Business and Management", 
            "type": "DefinedTerm"
          }
        ], 
        "author": [
          {
            "affiliation": {
              "alternateName": "Institute for Economy and the Environment (IW\u00d6-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland", 
              "id": "http://www.grid.ac/institutes/grid.15775.31", 
              "name": [
                "Institute for Economy and the Environment (IW\u00d6-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland"
              ], 
              "type": "Organization"
            }, 
            "familyName": "Curtius", 
            "givenName": "Hans C.", 
            "id": "sg:person.012102707762.78", 
            "sameAs": [
              "https://app.dimensions.ai/discover/publication?and_facet_researcher=ur.012102707762.78"
            ], 
            "type": "Person"
          }, 
          {
            "affiliation": {
              "alternateName": "Institute for Economy and the Environment (IW\u00d6-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland", 
              "id": "http://www.grid.ac/institutes/grid.15775.31", 
              "name": [
                "Institute for Economy and the Environment (IW\u00d6-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland"
              ], 
              "type": "Organization"
            }, 
            "familyName": "K\u00fcnzel", 
            "givenName": "Karoline", 
            "id": "sg:person.015666172362.82", 
            "sameAs": [
              "https://app.dimensions.ai/discover/publication?and_facet_researcher=ur.015666172362.82"
            ], 
            "type": "Person"
          }, 
          {
            "affiliation": {
              "alternateName": "Institute for Economy and the Environment (IW\u00d6-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland", 
              "id": "http://www.grid.ac/institutes/grid.15775.31", 
              "name": [
                "Institute for Economy and the Environment (IW\u00d6-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland"
              ], 
              "type": "Organization"
            }, 
            "familyName": "Loock", 
            "givenName": "Moritz", 
            "id": "sg:person.016666451136.77", 
            "sameAs": [
              "https://app.dimensions.ai/discover/publication?and_facet_researcher=ur.016666451136.77"
            ], 
            "type": "Person"
          }
        ], 
        "citation": [
          {
            "id": "sg:pub.10.1007/bf02894352", 
            "sameAs": [
              "https://app.dimensions.ai/details/publication/pub.1003064528", 
              "https://doi.org/10.1007/bf02894352"
            ], 
            "type": "CreativeWork"
          }, 
          {
            "id": "sg:pub.10.1007/bf02894350", 
            "sameAs": [
              "https://app.dimensions.ai/details/publication/pub.1015843238", 
              "https://doi.org/10.1007/bf02894350"
            ], 
            "type": "CreativeWork"
          }, 
          {
            "id": "sg:pub.10.1057/palgrave.ejis.3000446", 
            "sameAs": [
              "https://app.dimensions.ai/details/publication/pub.1002010788", 
              "https://doi.org/10.1057/palgrave.ejis.3000446"
            ], 
            "type": "CreativeWork"
          }, 
          {
            "id": "sg:pub.10.1007/bf02894351", 
            "sameAs": [
              "https://app.dimensions.ai/details/publication/pub.1030627303", 
              "https://doi.org/10.1007/bf02894351"
            ], 
            "type": "CreativeWork"
          }
        ], 
        "datePublished": "2012-02-14", 
        "datePublishedReg": "2012-02-14", 
        "description": "The implementation of smart grids\u2014one of the urgent goals to meet international policy expectations for energy efficiency and CO2 reduction targets\u2014is not a technological issue alone, as it also requires social acceptance by various stakeholders (Wolsink, Renew Sustain Energy Rev, 2011). It is of particular interest that smart grid products and services provide value to the customer. On the one hand, customer value of smart grid technologies is crucial to customer acceptance. On the other hand, as customer value is a key driver for economic value creation and competitive advantage (DeSarbo et al., Strategic Manag J 22:845\u2013857, 2001; Porter, Competitive advantage, 1985), it is also important for companies and investors and thus will affect market acceptance of smart grid technologies. In the literature, business models address the bridge between customers and company needs and serve as mediators between technology and economic success by providing a value proposition to customers and a revenue model for companies (Chesbrough and Rosenbloom, Ind Corp Chang 11:529\u2013555, 2002). However, we know from the literature that a one-size-fits-all business model may not lead to the best results as it might fail to address heterogeneous customer value perceptions (DeSarbo et al., Strategic Manag J 22:845\u2013857, 2001; Morris et al., J Bus Res 58:726\u2013735, 2005; Ruiz et al., Serv Ind J 27:1087\u20131110, 2007; Wiedmann et al., Psychol Mark 26:625\u2013651, 2009). Thus, different business models providing different customer value propositions need to be developed to fit the different market segments in an optimal way. On the basis of a cross-European country study, we explore three generic B2C customer segments for smart grid products and services based on different value perceptions (Supporters, Ambiguous and Skeptics). Based on the segmentation we conceptually derive four generic business model designs with different customer value propositions best suited for approaching those segments (Saver, Smart +, Trader, Smart Camouflage). Implications for energy policy, research and smart grid management are derived from the findings.", 
        "genre": "article", 
        "id": "sg:pub.10.1007/s12642-012-0076-0", 
        "inLanguage": "en", 
        "isAccessibleForFree": false, 
        "isPartOf": [
          {
            "id": "sg:journal.1141476", 
            "issn": [
              "0025-3863", 
              "1867-8882"
            ], 
            "name": "der markt", 
            "publisher": "Springer Nature", 
            "type": "Periodical"
          }, 
          {
            "issueNumber": "2-3", 
            "type": "PublicationIssue"
          }, 
          {
            "type": "PublicationVolume", 
            "volumeNumber": "51"
          }
        ], 
        "keywords": [
          "customer value proposition", 
          "business models", 
          "value proposition", 
          "customer value", 
          "customer segments", 
          "value perceptions", 
          "smart grid products", 
          "customer value perceptions", 
          "business model design", 
          "economic value creation", 
          "different business models", 
          "different value perceptions", 
          "different market segments", 
          "value creation", 
          "competitive advantage", 
          "revenue model", 
          "market segments", 
          "company's needs", 
          "market acceptance", 
          "key drivers", 
          "economic success", 
          "customers", 
          "proposition", 
          "companies", 
          "model design", 
          "policy expectations", 
          "grid products", 
          "country studies", 
          "technological issues", 
          "investors", 
          "perception", 
          "services", 
          "stakeholders", 
          "literature", 
          "urgent goal", 
          "smart grid management", 
          "grid management", 
          "acceptance", 
          "drivers", 
          "creation", 
          "management", 
          "implications", 
          "optimal way", 
          "expectations", 
          "policy", 
          "success", 
          "values", 
          "technology", 
          "CO2 reduction targets", 
          "products", 
          "model", 
          "research", 
          "social acceptance", 
          "reduction targets", 
          "issues", 
          "findings", 
          "segments", 
          "implementation", 
          "segmentation", 
          "advantages", 
          "goal", 
          "grid technology", 
          "energy policy", 
          "need", 
          "way", 
          "smart grid technologies", 
          "interest", 
          "particular interest", 
          "hand", 
          "efficiency", 
          "basis", 
          "study", 
          "mediators", 
          "results", 
          "energy efficiency", 
          "design", 
          "good results", 
          "target", 
          "bridge", 
          "smart grid", 
          "grid", 
          "international policy expectations", 
          "heterogeneous customer value perceptions", 
          "different customer value propositions", 
          "cross-European country study", 
          "generic B2C customer segments", 
          "B2C customer segments", 
          "generic business model designs", 
          "Generic customer segments"
        ], 
        "name": "Generic customer segments and business models for smart grids", 
        "pagination": "63-74", 
        "productId": [
          {
            "name": "dimensions_id", 
            "type": "PropertyValue", 
            "value": [
              "pub.1012625438"
            ]
          }, 
          {
            "name": "doi", 
            "type": "PropertyValue", 
            "value": [
              "10.1007/s12642-012-0076-0"
            ]
          }
        ], 
        "sameAs": [
          "https://doi.org/10.1007/s12642-012-0076-0", 
          "https://app.dimensions.ai/details/publication/pub.1012625438"
        ], 
        "sdDataset": "articles", 
        "sdDatePublished": "2021-11-01T18:17", 
        "sdLicense": "https://scigraph.springernature.com/explorer/license/", 
        "sdPublisher": {
          "name": "Springer Nature - SN SciGraph project", 
          "type": "Organization"
        }, 
        "sdSource": "s3://com-springernature-scigraph/baseset/20211101/entities/gbq_results/article/article_562.jsonl", 
        "type": "ScholarlyArticle", 
        "url": "https://doi.org/10.1007/s12642-012-0076-0"
      }
    ]
     

    Download the RDF metadata as:  json-ld nt turtle xml License info

    HOW TO GET THIS DATA PROGRAMMATICALLY:

    JSON-LD is a popular format for linked data which is fully compatible with JSON.

    curl -H 'Accept: application/ld+json' 'https://scigraph.springernature.com/pub.10.1007/s12642-012-0076-0'

    N-Triples is a line-based linked data format ideal for batch operations.

    curl -H 'Accept: application/n-triples' 'https://scigraph.springernature.com/pub.10.1007/s12642-012-0076-0'

    Turtle is a human-readable linked data format.

    curl -H 'Accept: text/turtle' 'https://scigraph.springernature.com/pub.10.1007/s12642-012-0076-0'

    RDF/XML is a standard XML format for linked data.

    curl -H 'Accept: application/rdf+xml' 'https://scigraph.springernature.com/pub.10.1007/s12642-012-0076-0'


     

    This table displays all metadata directly associated to this object as RDF triples.

    177 TRIPLES      22 PREDICATES      118 URIs      106 LITERALS      6 BLANK NODES

    Subject Predicate Object
    1 sg:pub.10.1007/s12642-012-0076-0 schema:about anzsrc-for:15
    2 anzsrc-for:1503
    3 schema:author N5ee71c878e324713811ea8d8d73c6ebb
    4 schema:citation sg:pub.10.1007/bf02894350
    5 sg:pub.10.1007/bf02894351
    6 sg:pub.10.1007/bf02894352
    7 sg:pub.10.1057/palgrave.ejis.3000446
    8 schema:datePublished 2012-02-14
    9 schema:datePublishedReg 2012-02-14
    10 schema:description The implementation of smart grids—one of the urgent goals to meet international policy expectations for energy efficiency and CO2 reduction targets—is not a technological issue alone, as it also requires social acceptance by various stakeholders (Wolsink, Renew Sustain Energy Rev, 2011). It is of particular interest that smart grid products and services provide value to the customer. On the one hand, customer value of smart grid technologies is crucial to customer acceptance. On the other hand, as customer value is a key driver for economic value creation and competitive advantage (DeSarbo et al., Strategic Manag J 22:845–857, 2001; Porter, Competitive advantage, 1985), it is also important for companies and investors and thus will affect market acceptance of smart grid technologies. In the literature, business models address the bridge between customers and company needs and serve as mediators between technology and economic success by providing a value proposition to customers and a revenue model for companies (Chesbrough and Rosenbloom, Ind Corp Chang 11:529–555, 2002). However, we know from the literature that a one-size-fits-all business model may not lead to the best results as it might fail to address heterogeneous customer value perceptions (DeSarbo et al., Strategic Manag J 22:845–857, 2001; Morris et al., J Bus Res 58:726–735, 2005; Ruiz et al., Serv Ind J 27:1087–1110, 2007; Wiedmann et al., Psychol Mark 26:625–651, 2009). Thus, different business models providing different customer value propositions need to be developed to fit the different market segments in an optimal way. On the basis of a cross-European country study, we explore three generic B2C customer segments for smart grid products and services based on different value perceptions (Supporters, Ambiguous and Skeptics). Based on the segmentation we conceptually derive four generic business model designs with different customer value propositions best suited for approaching those segments (Saver, Smart +, Trader, Smart Camouflage). Implications for energy policy, research and smart grid management are derived from the findings.
    11 schema:genre article
    12 schema:inLanguage en
    13 schema:isAccessibleForFree false
    14 schema:isPartOf N31beb5cca901466d893ea47b722010cb
    15 N5f98923de283422685fa51b1c4997edf
    16 sg:journal.1141476
    17 schema:keywords B2C customer segments
    18 CO2 reduction targets
    19 Generic customer segments
    20 acceptance
    21 advantages
    22 basis
    23 bridge
    24 business model design
    25 business models
    26 companies
    27 company's needs
    28 competitive advantage
    29 country studies
    30 creation
    31 cross-European country study
    32 customer segments
    33 customer value
    34 customer value perceptions
    35 customer value proposition
    36 customers
    37 design
    38 different business models
    39 different customer value propositions
    40 different market segments
    41 different value perceptions
    42 drivers
    43 economic success
    44 economic value creation
    45 efficiency
    46 energy efficiency
    47 energy policy
    48 expectations
    49 findings
    50 generic B2C customer segments
    51 generic business model designs
    52 goal
    53 good results
    54 grid
    55 grid management
    56 grid products
    57 grid technology
    58 hand
    59 heterogeneous customer value perceptions
    60 implementation
    61 implications
    62 interest
    63 international policy expectations
    64 investors
    65 issues
    66 key drivers
    67 literature
    68 management
    69 market acceptance
    70 market segments
    71 mediators
    72 model
    73 model design
    74 need
    75 optimal way
    76 particular interest
    77 perception
    78 policy
    79 policy expectations
    80 products
    81 proposition
    82 reduction targets
    83 research
    84 results
    85 revenue model
    86 segmentation
    87 segments
    88 services
    89 smart grid
    90 smart grid management
    91 smart grid products
    92 smart grid technologies
    93 social acceptance
    94 stakeholders
    95 study
    96 success
    97 target
    98 technological issues
    99 technology
    100 urgent goal
    101 value creation
    102 value perceptions
    103 value proposition
    104 values
    105 way
    106 schema:name Generic customer segments and business models for smart grids
    107 schema:pagination 63-74
    108 schema:productId N7cf5d5ec012a4c9fab7b71c6c2a80c99
    109 Nbc57ad193c954b3d9d2536544f138c32
    110 schema:sameAs https://app.dimensions.ai/details/publication/pub.1012625438
    111 https://doi.org/10.1007/s12642-012-0076-0
    112 schema:sdDatePublished 2021-11-01T18:17
    113 schema:sdLicense https://scigraph.springernature.com/explorer/license/
    114 schema:sdPublisher N7bb8620ca2374429a00b3440ae929b4a
    115 schema:url https://doi.org/10.1007/s12642-012-0076-0
    116 sgo:license sg:explorer/license/
    117 sgo:sdDataset articles
    118 rdf:type schema:ScholarlyArticle
    119 N0e8554fc5bee46c49c396bbe9976fc0a rdf:first sg:person.016666451136.77
    120 rdf:rest rdf:nil
    121 N31beb5cca901466d893ea47b722010cb schema:volumeNumber 51
    122 rdf:type schema:PublicationVolume
    123 N5ee71c878e324713811ea8d8d73c6ebb rdf:first sg:person.012102707762.78
    124 rdf:rest Nfb5e34c930d74cd48efe7ca2bd572a50
    125 N5f98923de283422685fa51b1c4997edf schema:issueNumber 2-3
    126 rdf:type schema:PublicationIssue
    127 N7bb8620ca2374429a00b3440ae929b4a schema:name Springer Nature - SN SciGraph project
    128 rdf:type schema:Organization
    129 N7cf5d5ec012a4c9fab7b71c6c2a80c99 schema:name doi
    130 schema:value 10.1007/s12642-012-0076-0
    131 rdf:type schema:PropertyValue
    132 Nbc57ad193c954b3d9d2536544f138c32 schema:name dimensions_id
    133 schema:value pub.1012625438
    134 rdf:type schema:PropertyValue
    135 Nfb5e34c930d74cd48efe7ca2bd572a50 rdf:first sg:person.015666172362.82
    136 rdf:rest N0e8554fc5bee46c49c396bbe9976fc0a
    137 anzsrc-for:15 schema:inDefinedTermSet anzsrc-for:
    138 schema:name Commerce, Management, Tourism and Services
    139 rdf:type schema:DefinedTerm
    140 anzsrc-for:1503 schema:inDefinedTermSet anzsrc-for:
    141 schema:name Business and Management
    142 rdf:type schema:DefinedTerm
    143 sg:journal.1141476 schema:issn 0025-3863
    144 1867-8882
    145 schema:name der markt
    146 schema:publisher Springer Nature
    147 rdf:type schema:Periodical
    148 sg:person.012102707762.78 schema:affiliation grid-institutes:grid.15775.31
    149 schema:familyName Curtius
    150 schema:givenName Hans C.
    151 schema:sameAs https://app.dimensions.ai/discover/publication?and_facet_researcher=ur.012102707762.78
    152 rdf:type schema:Person
    153 sg:person.015666172362.82 schema:affiliation grid-institutes:grid.15775.31
    154 schema:familyName Künzel
    155 schema:givenName Karoline
    156 schema:sameAs https://app.dimensions.ai/discover/publication?and_facet_researcher=ur.015666172362.82
    157 rdf:type schema:Person
    158 sg:person.016666451136.77 schema:affiliation grid-institutes:grid.15775.31
    159 schema:familyName Loock
    160 schema:givenName Moritz
    161 schema:sameAs https://app.dimensions.ai/discover/publication?and_facet_researcher=ur.016666451136.77
    162 rdf:type schema:Person
    163 sg:pub.10.1007/bf02894350 schema:sameAs https://app.dimensions.ai/details/publication/pub.1015843238
    164 https://doi.org/10.1007/bf02894350
    165 rdf:type schema:CreativeWork
    166 sg:pub.10.1007/bf02894351 schema:sameAs https://app.dimensions.ai/details/publication/pub.1030627303
    167 https://doi.org/10.1007/bf02894351
    168 rdf:type schema:CreativeWork
    169 sg:pub.10.1007/bf02894352 schema:sameAs https://app.dimensions.ai/details/publication/pub.1003064528
    170 https://doi.org/10.1007/bf02894352
    171 rdf:type schema:CreativeWork
    172 sg:pub.10.1057/palgrave.ejis.3000446 schema:sameAs https://app.dimensions.ai/details/publication/pub.1002010788
    173 https://doi.org/10.1057/palgrave.ejis.3000446
    174 rdf:type schema:CreativeWork
    175 grid-institutes:grid.15775.31 schema:alternateName Institute for Economy and the Environment (IWÖ-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland
    176 schema:name Institute for Economy and the Environment (IWÖ-HSG), University of St. Gallen, Tigerbergstr. 2, 9000, St. Gallen, Switzerland
    177 rdf:type schema:Organization
     




    Preview window. Press ESC to close (or click here)


    ...