Purpose

Manufacturing enterprises have started to offer the “outcome” derived from machines with the help of outcome-based contracts (OBCs). Offering OBCs leads to benefits such as increased revenues, stronger customer relationships and sustainability. However, implementing OBCs requires critical capabilities. Existing literature has focused on identifying these necessary capabilities, but the prioritization and interrelationships among them remain unexplored. This study aims to address this gap.

Design/methodology/approach

Our study employs a hybrid analytical hierarchy process and interpretative structural modeling approach to prioritize and map interrelationships among OBC-related capabilities within small and medium-sized enterprises (SMEs).

Findings

The findings highlight the importance of digitalization capabilities such as data privacy and security, remote monitoring, and data analytics; and organizational and governance capabilities, including quantifying, controlling, and monitoring risks, teamwork, and leadership, are highlighted.

Research limitations/implications

We quantitatively prioritize OBC capabilities and establish their level-wise structural interrelationships, which will facilitate a more effective and efficient implementation of OBCs. Due to the emergent nature of OBCs, our study could identify just one SME case company meeting our selection criteria.

Originality/value

Existing OBC literature focusses on the design of OBCs in large companies. Similarly, earlier capability-related OBC literature is oriented toward identifying the OBC capabilities to perform specific functions. However, in the current study, we propose a systematic decision-making approach that comprehensively prioritizes and identifies the interrelationships among the capabilities necessary to provide OBCs, thus complementing the existing scientific literature on OBCs. In addition, we focus on SMEs, that have specific limitations and characteristics.

中文翻译：

---

采用基于结果的合同的能力

 目的

制造企业已经开始在基于结果的合同 （OBC） 的帮助下提供来自机器的“结果”。提供 OBC 可以带来增加收入、加强客户关系和可持续性等好处。但是，实施 OBC 需要关键功能。现有文献侧重于确定这些必要的能力，但它们之间的优先级和相互关系仍未得到探索。本研究旨在解决这一差距。

设计/方法/方法

我们的研究采用混合分析层次结构过程和解释性结构建模方法来优先考虑和映射中小型企业 （SME） 中 OBC 相关能力之间的相互关系。

 发现

研究结果强调了数字化能力的重要性，例如数据隐私和安全、远程监控和数据分析;以及组织和治理能力，包括量化、控制和监控风险、团队合作和领导力。

研究局限性/影响

我们定量地优先考虑 OBC 功能并建立它们逐级的结构相互关系，这将有助于 OBC 的更有效和高效的实施。由于 OBC 的紧急性质，我们的研究只能确定一家符合我们选择标准的 SME 案例公司。

 原创性/价值

现有的 OBC 文献侧重于大公司的 OBC 设计。同样，早期与功能相关的 OBC 文献旨在识别用于执行特定功能的 OBC 功能。然而，在目前的研究中，我们提出了一种系统性的决策方法，该方法全面优先考虑和确定提供 OBC 所需能力之间的相互关系，从而补充了现有的 OBC 科学文献。此外，我们专注于具有特定局限性和特征的中小企业。