User-centred sustainable business model design: The case of energy efficiency services in the Netherlands

J. Tolkamp, J.C.C.M. Huijben, R.M. Mourik, G.P.J. Verbong, R. Bouwknegt

Research output: Contribution to journalArticleAcademicpeer-review

8 Citations (Scopus)
9 Downloads (Pure)

Abstract

The capability to both anticipate user needs and incorporate them into a firm's value proposition is considered as an important stepping stone towards more effective and sustainable business models. However, many firms struggle to involve the user in their business model design process. Therefore we have investigated what user-centred approaches to more sustainable business model design exist in practice and how they impact the market uptake of energy efficiency measures. Nine semi-structured interviews with CEOs and managers of firms that provide energy efficiency products and services have been conducted. We found that firms interact with the user in three phases: during the design, the marketing and the use-phase. For these different phases we identified an involvement loop consisting of four stages: design of involvement, facilitation of involvement, extraction of lessons learned and finally business model adaptation. Additionally, different types of user involvement were found ranging from sending and receiving information to co-producing and co-innovating the business model. Involving the user requires facilitation of opportunities for interaction in multiple components of the business model and can lead to both incremental and radical business model innovation ex-post. However, further research is needed to test when and to what extent user-centred approaches lead to more successful market uptake.

Original languageEnglish
Pages (from-to)755-764
Number of pages10
JournalJournal of Cleaner Production
Volume182
DOIs
Publication statusPublished - 1 May 2018

Fingerprint

energy efficiency
Energy efficiency
Industry
facilitation
market
services
Sustainable business
The Netherlands
Business model
marketing
Marketing
Managers
innovation
Innovation
firm

Keywords

  • Energy efficiency
  • Market growth
  • Sustainable business model
  • Up-scaling
  • User involvement
  • User-centred business model

Cite this

@article{35ed7524a9d1402a8a26b9754dd71ab1,
title = "User-centred sustainable business model design: The case of energy efficiency services in the Netherlands",
abstract = "The capability to both anticipate user needs and incorporate them into a firm's value proposition is considered as an important stepping stone towards more effective and sustainable business models. However, many firms struggle to involve the user in their business model design process. Therefore we have investigated what user-centred approaches to more sustainable business model design exist in practice and how they impact the market uptake of energy efficiency measures. Nine semi-structured interviews with CEOs and managers of firms that provide energy efficiency products and services have been conducted. We found that firms interact with the user in three phases: during the design, the marketing and the use-phase. For these different phases we identified an involvement loop consisting of four stages: design of involvement, facilitation of involvement, extraction of lessons learned and finally business model adaptation. Additionally, different types of user involvement were found ranging from sending and receiving information to co-producing and co-innovating the business model. Involving the user requires facilitation of opportunities for interaction in multiple components of the business model and can lead to both incremental and radical business model innovation ex-post. However, further research is needed to test when and to what extent user-centred approaches lead to more successful market uptake.",
keywords = "Energy efficiency, Market growth, Sustainable business model, Up-scaling, User involvement, User-centred business model",
author = "J. Tolkamp and J.C.C.M. Huijben and R.M. Mourik and G.P.J. Verbong and R. Bouwknegt",
year = "2018",
month = "5",
day = "1",
doi = "10.1016/j.jclepro.2018.02.032",
language = "English",
volume = "182",
pages = "755--764",
journal = "Journal of Cleaner Production",
issn = "0959-6526",
publisher = "Elsevier",

}

User-centred sustainable business model design : The case of energy efficiency services in the Netherlands. / Tolkamp, J.; Huijben, J.C.C.M.; Mourik, R.M.; Verbong, G.P.J.; Bouwknegt, R.

In: Journal of Cleaner Production, Vol. 182, 01.05.2018, p. 755-764.

Research output: Contribution to journalArticleAcademicpeer-review

TY - JOUR

T1 - User-centred sustainable business model design

T2 - The case of energy efficiency services in the Netherlands

AU - Tolkamp, J.

AU - Huijben, J.C.C.M.

AU - Mourik, R.M.

AU - Verbong, G.P.J.

AU - Bouwknegt, R.

PY - 2018/5/1

Y1 - 2018/5/1

N2 - The capability to both anticipate user needs and incorporate them into a firm's value proposition is considered as an important stepping stone towards more effective and sustainable business models. However, many firms struggle to involve the user in their business model design process. Therefore we have investigated what user-centred approaches to more sustainable business model design exist in practice and how they impact the market uptake of energy efficiency measures. Nine semi-structured interviews with CEOs and managers of firms that provide energy efficiency products and services have been conducted. We found that firms interact with the user in three phases: during the design, the marketing and the use-phase. For these different phases we identified an involvement loop consisting of four stages: design of involvement, facilitation of involvement, extraction of lessons learned and finally business model adaptation. Additionally, different types of user involvement were found ranging from sending and receiving information to co-producing and co-innovating the business model. Involving the user requires facilitation of opportunities for interaction in multiple components of the business model and can lead to both incremental and radical business model innovation ex-post. However, further research is needed to test when and to what extent user-centred approaches lead to more successful market uptake.

AB - The capability to both anticipate user needs and incorporate them into a firm's value proposition is considered as an important stepping stone towards more effective and sustainable business models. However, many firms struggle to involve the user in their business model design process. Therefore we have investigated what user-centred approaches to more sustainable business model design exist in practice and how they impact the market uptake of energy efficiency measures. Nine semi-structured interviews with CEOs and managers of firms that provide energy efficiency products and services have been conducted. We found that firms interact with the user in three phases: during the design, the marketing and the use-phase. For these different phases we identified an involvement loop consisting of four stages: design of involvement, facilitation of involvement, extraction of lessons learned and finally business model adaptation. Additionally, different types of user involvement were found ranging from sending and receiving information to co-producing and co-innovating the business model. Involving the user requires facilitation of opportunities for interaction in multiple components of the business model and can lead to both incremental and radical business model innovation ex-post. However, further research is needed to test when and to what extent user-centred approaches lead to more successful market uptake.

KW - Energy efficiency

KW - Market growth

KW - Sustainable business model

KW - Up-scaling

KW - User involvement

KW - User-centred business model

UR - http://www.scopus.com/inward/record.url?scp=85043585336&partnerID=8YFLogxK

U2 - 10.1016/j.jclepro.2018.02.032

DO - 10.1016/j.jclepro.2018.02.032

M3 - Article

AN - SCOPUS:85043585336

VL - 182

SP - 755

EP - 764

JO - Journal of Cleaner Production

JF - Journal of Cleaner Production

SN - 0959-6526

ER -