University of Twente Student Theses
“Beyond Transactions : How B2B Platforms in Construction Progressively Create and Monetise Value through Data-Driven Value Propositions”
Schuurman, Wietse (2025) “Beyond Transactions : How B2B Platforms in Construction Progressively Create and Monetise Value through Data-Driven Value Propositions”.
|
PDF
2MB |
| Abstract: | Data has become a critical driver of innovation and competitive advantage for B2B platform companies, especially in traditional industries such as construction. However, many platforms struggle to translate data into value for external stakeholders and effectively monetise it. To address these challenges, this study investigates how B2B construction platforms can develop data-driven value propositions (DDVPs). This study introduces the Data Strategy and Maturity (DSM) framework, developed through extensive literature review. This general framework for B2B platforms aligns data-driven strategies with partners’ digital maturity and serves as a guide for creating value through DDVPs. Building on this foundation, an in-depth case study of a Dutch B2B platform identifies a DDVP continuum comprising Data-driven Services, Data-enhanced Products, and Data-enabled Performance Outcomes. These propositions address varying partner needs and require distinct capabilities. The findings highlight the importance of actionable insights, predictive analytics, and operational efficiency as core drivers of value creation. Indirect monetisation strategies are preferred for fostering trust and collaboration while minimising friction. Key challenges include different levels of digital maturity, data quality issues, and resistance to change. This study contributes to the literature on digital servitisation and platform ecosystem by presenting a phased roadmap for integrating data-driven strategies in industrial contexts. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 85 business administration, organizational science |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/105215 |
| Export this item as: | BibTeX EndNote HTML Citation Reference Manager |
Show download statistics for this publication
Show download statistics for this publicationRepository Staff Only: item control page