Sonja Dreyer
Papers
1
Total Citations
8
H-Index
1
About
Sonja Dreyer’s research lies at the intersection of business model innovation and industrial service systems, with a particular focus on the capital goods industry. Her most-cited work, “Realizing availability-oriented business models in the capital goods industry” (2018, 8 citations), introduces a novel five-step concept grounded in design thinking methods that enables manufacturers to transition from product-centric to availability-oriented offerings. This framework was validated through a compelling application at Lenze, a German automation specialist, demonstrating how industrial firms can systematically develop service-based business models that guarantee machine uptime rather than mere equipment sales. Dreyer’s contribution is significant for bridging the gap between conceptual service-dominant logic and practical implementation in complex manufacturing environments. Her work provides actionable guidance for companies seeking to capture value through performance-based contracts and predictive maintenance strategies. While her citation count reflects the emerging nature of this research stream, the practical impact is evident in the industrial adoption of her methodology. Dreyer’s research remains a foundational reference for scholars and practitioners exploring servitization and digital transformation in capital-intensive industries.
Research Focus
Key Achievements
Top Papers
- 1