Constructing customer value propositions in sustainable business model innovation

Päivi Petänen (Corresponding author), Maria Antikainen

Research output: Chapter in Book/Report/Conference proceedingConference article in proceedingsScientific


Value propositions serve as pivotal elements in innovating sustainable business models that address environmental and social value in addition to customer value. Besides the environmental and societal orientation in sustainable value propositions, the role and formulation of customer value propositions (CVPs) remain underexplored in this context. This research investigates how the CVPs are constructed and designed in sustainable business model innovation in B2B markets. We adopt a qualitative multiple case study approach to explore and analyze the cases of 11 companies that are undergoing a process of sustainable business model innovation in diverse industries. Based on empirical evidence and prior literature, we build a framework for identifying CVP design drivers in addition to highlighting the CVP design characteristics and gaps in innovating sustainable business models.
Original languageEnglish
Title of host publicationISPIM Connects Valencia – Reconnect, Rediscover, Reimagine
Subtitle of host publicationEvent Proceedings: LUT Scientific and Expertise Publications
ISBN (Electronic)978-952-335-691-7
Publication statusPublished - 30 Nov 2021
MoE publication typeB3 Non-refereed article in conference proceedings
EventISPIM connects Valencia: Reconnect, Rediscover, Reimagine - In-person only, Valencia, Spain
Duration: 29 Nov 20211 Dec 2021

Publication series

SeriesLUT Scientific and Expertise Publications: Reports


ConferenceISPIM connects Valencia


  • Sustainability
  • Business model innovation
  • Value proposition
  • B2B customer
  • Case study


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