Abstract:

Abstract Managers are increasingly confronted with environmental disruptions and changing customer preferences that require continuous business model development. Given this situation, it is surprising that there is only a limited understanding of business model development that builds upon customer-orientation. Therefore, this study presents a framework for customer-oriented business model development. The findings underline the importance of customer-orientation and suggest the use of customized customer-oriented development sets for a systematic approach that takes into account distinctive customer groups, business model change intensity, and business model development types. The presented framework provides fruitful avenues for future research and valuable guidance for management. Author Biographies Bernd W. Wirtz, German University of Administrative Sciences Speyer, Chair for Information and Communication Management Bernd W. Wirtz holds the Chair for Information and Communication Management at the German University of Administrative Sciences Speyer, Germany. His research interests include e-business, business model management, strategic management and e-government. Prof. Wirtz is an editorial board member of the journal Long Range Planning, the Journal of Media Business Studies, The International Journal on Media Management, the International Journal of Business Environment, the International Journal of Public Administration, the Public Organization Review and the International Review on Public and Nonprofit Marketing. For the most relevant publications see www.berndwirtz.com.

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