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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 ...
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 ...
A configurational approach to servitization : review and research directions
By acknowledging the full complexity of the phenomenon of servitization and its manifold drivers and outcomes, we extend the current literature through a configurational perspective, the aim of which is to understand the ...
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 ...
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 ...
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 ...
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 ...
Ecosystem of outcome-based contracts : a complex of economic outcomes, availability and performance
The number of studies concerning outcome-based contracts (OBCs) has gradually increased over the past decade, with a focus on servitizing companies. The mutually beneficial baseline logic behind such contracting provides ...