Identifying the role of contracts in driving value cocreation between the internet of things platform and smart product manufacturer

IF 10.9 1区管理学 Q1 ENGINEERING, INDUSTRIAL Technovation Pub Date : 2025-02-01 Epub Date: 2024-12-20 DOI:10.1016/j.technovation.2024.103157

Xiufeng Li , Lei Li , Shaojun Ma

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Abstract

In recent years, various digital Business-to-Business (B2B) platforms have been accelerating the promotion of digital transformation in manufacturing. Consider a supply chain setting where an online B2B platform offers Internet of Things (IoT) service and selling channels to a manufacturer, this paper examines digital innovation investments and service pricing decisions under two common contracts: sell-on and sell-to contracts. Firstly, we have identified the impact of demand spillover from IoT platform services and IoT technology on manufacturer innovation and product line decisions. We found that under significant demand spillover, the manufacturer will exclusively produce smart products and discontinue the production of traditional products. Secondly, we find that under sell-on contracts, the innovation investments of the platform and manufacturer are always substitutable as the platform commission rate increases. Also, both the manufacturer and the IoT platform tend to increase innovation provision when using sell-on contracts compared to sell-to contracts. Finally, our results illustrate that the profitability of the IoT platform and the manufacturer is contingent upon the type of contract in place, with the IoT platform being more profitable under sell-to contracts when demand spillovers are small. Our research findings offer a valuable reference point for developing IoT platforms and insights into innovation and pricing decisions for smart device manufacturers in the digital transformation of manufacturing.

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确定合同在推动物联网平台与智能产品制造商之间的价值共同创造中的作用

近年来，各种数字化企业对企业（B2B）平台正在加速推动制造业的数字化转型。考虑一个供应链设置，其中一个在线B2B平台向制造商提供物联网（IoT）服务和销售渠道，本文研究了两种常见合同下的数字创新投资和服务定价决策：销售合同和销售合同。首先，我们确定了物联网平台服务和物联网技术的需求溢出对制造商创新和产品线决策的影响。我们发现，在需求溢出显著的情况下，制造商将只生产智能产品，而不再生产传统产品。其次，我们发现在卖方合同下，平台和制造商的创新投资总是随着平台佣金率的增加而替代。此外，与销售合同相比，制造商和物联网平台在使用销售合同时都倾向于增加创新条款。最后，我们的研究结果表明，物联网平台和制造商的盈利能力取决于现有合同的类型，当需求溢出较小时，物联网平台在销售合同下更有利可图。我们的研究结果为开发物联网平台提供了有价值的参考点，并为智能设备制造商在制造业数字化转型中的创新和定价决策提供了见解。

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来源期刊

Technovation 管理科学-工程：工业

CiteScore

15.10

自引率

11.20%

发文量

208

审稿时长

91 days

期刊介绍： The interdisciplinary journal Technovation covers various aspects of technological innovation, exploring processes, products, and social impacts. It examines innovation in both process and product realms, including social innovations like regulatory frameworks and non-economic benefits. Topics range from emerging trends and capital for development to managing technology-intensive ventures and innovation in organizations of different sizes. It also discusses organizational structures, investment strategies for science and technology enterprises, and the roles of technological innovators. Additionally, it addresses technology transfer between developing countries and innovation across enterprise, political, and economic systems.