Overcoming the product-service model adoption obstacles

Product-Service Systems (PSS) benefits are not limited to its providers and costumers, but the whole society might also take advantage from its sustainability impact. Nevertheless, many PSS projects still fail, and lots of customers stick to buying mere products or services in a transactional rather than a relational context. Shifting to the PSS paradigm requires a mind-set/organizational culture change both from the PSS' provider and customer. On one hand, the manufacturing companies should change from production scale to use scale, therefore producing fewer products that will be more used, and the profit will be rather based on the services they provide. On the other hand, the customer must be flexible to give up product property in favor to product use when it pays off in the long term. Not surprisingly, this paradigm shift creates some obstacles that could deter companies from adapting the product-service concept, as a successful PSS will require different societal infrastructure, human structures and organizational layouts in order to function in a sustainable manner. This paper analyses the benefits and obstacles from/for PSS and proposes a self-assessment questionnaire that point to the needed business model changes in companies interested in adopting PSS. (C) 2017 Published by Elsevier B.V.