Successful Business Models for service centres: an empirical analysis

Purpose – The purpose of this paper is to analyse the fit between the strategy of service centres and their business model (BM) and to identify the BM components’ characteristics and links that allow it to stand out in terms of service delivery and business performance. Design/methodology/approach – This study applies an inductive qualitative multiple case study approach through the empirical analysis of top-performing Italian service centres operating in the Medium–Heavy Commercial Vehicle sector. Findings – Research findings underline that the BM components of top performers are consistent amongst each other and with the adopted strategy and make a positive impact on the firm’s performance. In particular, top performers are characterised by a solid financial structure based on equity, formalised and flexible organisational structures and processes, clarity in strategic direction and long-term orientation, grounded capabilities, competences and skills, trustful relationships with main service partners and a comprehensive set of managerial mechanisms. Research limitations/implications – This paper presents some limitations, typical of qualitative research based on case studies. Future works may include other dimensions of performance for identifying top performers, and extend the empirical analysis to different sectors and national contexts. Originality/value – This paper supports the relevance of contingency theory – particularly the strategy-structure-performance paradigm – in the analysis of the role of a BM in successful servitization strategies of service centres. It highlights that the BMs of the top-performing companies are characterised by some common elements. From a practical perspective, the authors provide insights that can be useful for designing successful service-based BMs for service networks