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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 ...
Strategy map of servitization
By representing the servitization of three leading corporations via a strategy map, this multiple-case study discusses how the strategic logic of servitization can be explained by linking the key practices adopted by ...
Modeling manufacturer's capabilities for the Internet of Things
Purpose - The study identifies a s abilities to develop, build, sell and deliver IoT services. Design/methodology/approach - A qualitative comparative case method that uses multiple sources of data, including executive ...
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 ...
Business models in servitization
This chapter sheds light on the different business models of manufacturing companies that have servitized their business operations. This chapter presents four distinctive yet simultaneously pursued business models for ...
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 ...