Transformation of the business model to establish sustainable value in the consumer durables super store industry of Sri Lanka

The business model of an organization, operates as the fundamental blue print of the planning process, which shapes the nature of the strategies executed during the course of operation. These strategies in turn are responsible for the value creation or value erosion that takes place during the operation of the organization determining its sustainability, and in a broader context the sustainability of the industry. The research is done for the Consumer Durables Super Store (CDSS) industry of Sri Lanka concerning the existing business model, the value erosion occurring as a result of it and the risk it carries to the sustainability of the industry. The theoretical aspect of the research to develop a relationship based business model was anchored on the understanding of existing frameworks relating to sustainable value and extracting relevant areas of each of these frameworks (alignment of value, transforming current strategies and service offerings to create sustainable value) to develop a suitable hybrid framework with modifications to the literature to suite the research context.Ten in-depth interviews with CDSS organizational representatives holding leadership, sales and marketing management positions, and two focus group sessions with fifty selected customers were conducted in a virtual environment due to the prevailing pandemic situation. The data collected were analyzed with NVIVO 12, with themes relevant to the research utilized as codes, giving a clear understanding over the buyer and seller purview on the themes of the research. The findings surfaced the value erosion caused due to the financially driven strategies originated from the transactional orientation of the existing business model. The theories adopted to construct the relationship oriented business model to rectify the value erosion taking place, based on sustainable value, value alignment and service offerings, were modified to incorporate ‘quality of trade’ to bridge the gap, leading towards the creation and delivery of sustainable value to the buyer-seller eco system of the industry.

Name dc:type.qualificationname

dba

Level dc:type.qualificationlevel

doctoral

Grantor dc:publisher.institution

University of Wales Trinity Saint David

Year dc:date.issued

2022

Author dc:creator

• Wijesinghe, Nyoman Asankya Devashir

• HD28 Rheoli. Rheoli Diwydiannol

Dc Identifier Grantnumber

UWTSD

OAI identifier oai:identifier

oai:repository.uwtsd.ac.uk:1964