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Da die meisten digitalen Services gro\u00dfe Datenmengen generieren, bieten sie nicht nur wertvolles Potenzial f\u00fcr Kunden zur Unterst\u00fctzung bei der Nutzung der digitalen Services, sondern auch f\u00fcr den Anbieter, um die Bed\u00fcrfnisse und das Verhalten ihrer Kunden besser zu verstehen. Da sich die Wertsch\u00f6pfungsmechanismen digitaler Services grundlegend von denen physischer Produkte unterscheiden, sind die Preisgestaltung und die Entwicklung nachhaltiger Gesch\u00e4ftsmodelle eine Herausforderung f\u00fcr produzierende Unternehmen. Es bedarf im Gegensatz zu einem kostenbasierten Preisansatz einer wertorientierten Preisgestaltung, wozu anfangs das Wertpotenzial eines digitalen Service erfasst werden muss. Anhand des Falls des Industriek\u00fcchenger\u00e4teherstellers Kitchenwise stellen wir einen methodischen Ansatz vor, wie Unternehmen digitale Serviceangebote identifizieren k\u00f6nnen, die das physische Produktportfolio erg\u00e4nzen und dadurch von einer wertorientierten Preisgestaltung profitieren. So zeigen wir, wie Kitchenwise durch die Einbindung interner und externer Stakeholder eine angemessene und akzeptierte Preisspanne f\u00fcr seine digitalen Services definieren konnte.<\/jats:p>","DOI":"10.1365\/s40702-023-00964-2","type":"journal-article","created":{"date-parts":[[2023,4,3]],"date-time":"2023-04-03T15:03:52Z","timestamp":1680534232000},"page":"1328-1344","update-policy":"https:\/\/doi.org\/10.1007\/springer_crossmark_policy","source":"Crossref","is-referenced-by-count":1,"title":["Identifizierung von Wertpotenzial f\u00fcr digitale Services von B2B-Fertigungsunternehmen am Beispiel eines K\u00fcchenger\u00e4teherstellers","Identifying value potential for B2B manufacturing companies\u2019 digital services\u2014The example of a\u00a0kitchen appliance manufacturer"],"prefix":"10.1365","volume":"60","author":[{"ORCID":"https:\/\/orcid.org\/0000-0002-0269-3950","authenticated-orcid":false,"given":"Claudius","family":"Jonas","sequence":"first","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0003-3706-0923","authenticated-orcid":false,"given":"Laura","family":"Watkowski","sequence":"additional","affiliation":[]},{"given":"Janina","family":"Link","sequence":"additional","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0003-1636-1874","authenticated-orcid":false,"given":"Christoph","family":"Buck","sequence":"additional","affiliation":[]}],"member":"93","published-online":{"date-parts":[[2023,4,3]]},"reference":[{"key":"964_CR1","doi-asserted-by":"publisher","DOI":"10.1016\/j.jbusres.2021.10.063","author":"D Baltuttis","year":"2022","unstructured":"Baltuttis\u00a0D, H\u00e4ckel\u00a0B, Jonas\u00a0CM, Oberl\u00e4nder\u00a0AM, R\u00f6glinger\u00a0M, Seyfried\u00a0J (2022) Conceptualizing and assessing the value of internet of things solutions. 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