Exclusion and inclusion on business markets: Impacts of the Internet-Of-Things (IoT)

Abstract

The implementation of IoT solutions transforms business-to-business markets. This transformation is not limited to technological changes. It also affects the actors and activities that characterize markets. We argue that the possibility of forms of exclusion / inclusion, as interpreted in Luhmann's theory, has important consequences for IoT solutions. Different from prior studies which have focused on why and how market-related forces exclude actors from a market, this research aims to provide a comprehensive overview of possible exclusion phenomena linked to IoT implementation in business markets, concerning its affected actors, mechanisms, and consequences. Using ‘cold cases’, this research uses case study methodology to identify potential forms of exclusion and inclusion. It then develops a framework that identifies different situations of exclusion and inclusion. Finally, it suggests avenues for future research and provides managerial implications for the actors concerned in this context. • Possible forms of exclusion / inclusion constitute important consequences of IoT solutions for actors on B2B markets. • This research uses Luhmann's theory of exclusion and inclusion and aims to provide a comprehensive overview of possible exclusion phenomena. • This study uses a case study approach based on ‘cold cases’ to identify potential forms of exclusion and inclusion. • It develops a framework that identifies different situations of exclusion and inclusion and suggests avenues for future research, provides managerial implications for the actors concerned.

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