Client orientation of central power generation companies
This article aims to identify effects of client orientation on business models of central power generation companies.
Five major Russian wholesale electricity market players were selected for the analysis conducted applying A. Osterwalder and Y. Pigneur’s ‘Business Model Canvas’. To identify the changes induced by client orientation, the progress of companies’ business models was traced over 6 years; from 2009 to 2015.
Five major trends in business model changes due to client orientation were identified:
1. Declaration of client orientation and adoption of client service standards;
2. Advent of business diversification in favor of engineering, construction, service, operation and maintenance of generating facilities;
3. Increase in vertical integration;
4. Increase in diversity of communication channels with consumers;
5. Increase in diversity of customer relationships.
The results were compared with those obtained in international studies. Conclusions about international and local character of the trends are presented.
The study contributes to knowledge of current and upcoming changes in the business of central power generation triggered by the advent of electricity prosumers. It is valuable both for management decision makers and theorists.
These proceedings contain the extended abstracts of the papers presented at CBIM2018 23rd International Conference on “Sustainable business models: integrating employees, customers and technology” held at Universidad Rey Juan Carlos 18-20 June 2018 (Madrid, Spain) http://cbim2018.org/ The aim of the CBIM International Conference is to gather academics, professionals and doctoral students from around the world to promote a rigorous, candid and friendly discussion of current and potential future topics in B2B marketing and sales. Because of our long re
2018 Global Marketing Conference at Tokyo
- Editor Prof. Jeonghye Choi (Yonsei University) - Assistant Dr. Jeeyeon Kim (Yonsei University)
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