{"title":"Exclusion and inclusion on business markets: Impacts of the Internet-Of-Things (IoT)","authors":"","doi":"10.1016/j.indmarman.2024.09.004","DOIUrl":null,"url":null,"abstract":"<div><div>The implementation of IoT solutions transforms business-to-business markets. This transformation is not limited to technological changes. It also affects the actors and activities that characterize markets. We argue that the possibility of forms of exclusion / inclusion, as interpreted in Luhmann's theory, has important consequences for IoT solutions. Different from prior studies which have focused on why and how market-related forces exclude actors from a market, this research aims to provide a comprehensive overview of possible exclusion phenomena linked to IoT implementation in business markets, concerning its affected actors, mechanisms, and consequences. Using ‘cold cases’, this research uses case study methodology to identify potential forms of exclusion and inclusion. It then develops a framework that identifies different situations of exclusion and inclusion. Finally, it suggests avenues for future research and provides managerial implications for the actors concerned in this context.</div></div>","PeriodicalId":51345,"journal":{"name":"Industrial Marketing Management","volume":null,"pages":null},"PeriodicalIF":7.8000,"publicationDate":"2024-10-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Industrial Marketing Management","FirstCategoryId":"91","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S0019850124001548","RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 0
Abstract
The implementation of IoT solutions transforms business-to-business markets. This transformation is not limited to technological changes. It also affects the actors and activities that characterize markets. We argue that the possibility of forms of exclusion / inclusion, as interpreted in Luhmann's theory, has important consequences for IoT solutions. Different from prior studies which have focused on why and how market-related forces exclude actors from a market, this research aims to provide a comprehensive overview of possible exclusion phenomena linked to IoT implementation in business markets, concerning its affected actors, mechanisms, and consequences. Using ‘cold cases’, this research uses case study methodology to identify potential forms of exclusion and inclusion. It then develops a framework that identifies different situations of exclusion and inclusion. Finally, it suggests avenues for future research and provides managerial implications for the actors concerned in this context.
期刊介绍:
Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.