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Solution sales process blueprinting
(Inderscience Publishers, 2018-10-15)
By utilising the blueprinting technique, this study develops a sales process framework that visualises different activities, actors, and customer touch-points in the solution sales process. Based on a multiple-case study ...
Structuring servitization-related research
Purpose - The purpose of this paper is to organize and connect past research from different servitization-related scholarly communities. Design/methodology/approach - This study reviews more than 1,000 articles by ...
To servitize is to (re)position : utilizing a Porterian view to understand servitization and value systems
(Palgrave Macmillan, Cham, 2018-06-01)
Drawing on the case of a global servitizing company in the ship power industry, we use a Porterian toolkit for analyzing the implications of industry power and its consequences on firm vertical (re)positioning within the ...