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Relational governance strategies for advanced service provision : multiple paths to superior financial performance in servitization
The ability of manufacturing companies to offer advanced services and achieve superior financial performance remains an open question in the servitization literature. One central question relates to how providers govern ...
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 ...
Developing and validating a multi-dimensional scale for operationalizing industrial service offering
Purpose – The purpose of this paper is to develop a new scale for measuring the scope (i.e. breadth and depth) of industrial service offering. Design/methodology/approach – The scale and its constructs are developed by ...
Measuring new product and service portfolio advantage
(Springer Nature, 2018-10-23)
The current study introduces the concept of new product and service portfolio (NPSP) advantage by creating and validating a three-dimensional measurement method that reflects novelty, meaningfulness and superiority – the ...
Exposing the Contested Frames in Strategy Work : Using Visuals to Bridge the Contested Frames
(Academy of Management, 2018-07-09)
There is scant research that pinpoints to the influence framing contests exerts on the sense-making phase of strategy work. Contrary to the foregoing literature on SAP, this paper attempts to draw attention to the conflicts ...
Interplay of strategic orientations in the development of smart solutions
This study investigates the different strategic orientations available for technology companies that provide smart solutions to their clients. We conceptualize eight archetypes of approaches employed by technology companies ...
The nonlinear relationship between entrepreneurial orientation and sales growth : The moderating effects of slack resources and absorptive capacity
The present study aims to advance the understanding of the complex and context-dependent relationship between entrepreneurial orientation (EO) and firm sales growth by investigating the linearity assumption and assessing ...
Solution providers’ strategic capabilities
Purpose – Drawing on the resource-based view of the firm, this study analyzes solution providers’ strategic capabilities that facilitate above-average returns. Design/methodology/approach – The study applies a qualitative ...
Supply chain ambidexterity and manufacturing SME performance : the moderating roles of network capability and strategic information flow
Organizational ambidexterity is the simultaneous act of exploiting existing competences and exploring new opportunities. Prior studies suggest that resource-constrained SMEs cannot successfully pursue simultaneous ...
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 ...