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Client orientation of central power generation companies

Alina Fedosova (Expert Institute of the Higher School of Economics, Moscow, Russia)
Irina Volkova (Faculty of Business and Management, National Research University Higher School of Economics, Moscow, Russia)

International Journal of Energy Sector Management

ISSN: 1750-6220

Article publication date: 2 February 2018

Issue publication date: 20 March 2018

258

Abstract

Purpose

This paper aims to identify the effects of client orientation on the business models of central power generation companies.

Design/methodology/approach

Five major Russian wholesale electricity market players have been selected for the analysis conducted by applying the “business model canvas”. To identify the changes induced by client orientation, the progress of companies’ business models has been traced over six years, from 2009 to 2015.

Findings

Five major trends in business model changes because of client orientation have been identified: declaration of the movement toward client orientation and adoption of client service standards; emergence of business diversification in favour of engineering, construction, service, operation and maintenance of power-generating facilities; increase in vertical integration; increase in the diversity of communication channels with consumers; and increase in the diversity of customer relationships. The results have been compared with those obtained from international studies. The conclusions about international and local characters of the trends are presented.

Originality/value

The study contributes to the knowledge of the current and upcoming changes in the business of central power generation companies triggered by the advent of electricity prosumers. The results are valuable for both management decision makers and theorists.

Keywords

Citation

Fedosova, A. and Volkova, I. (2018), "Client orientation of central power generation companies", International Journal of Energy Sector Management, Vol. 12 No. 1, pp. 169-188. https://doi.org/10.1108/IJESM-09-2016-0005

Publisher

:

Emerald Publishing Limited

Copyright © 2018, Emerald Publishing Limited

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