Search results

1 – 9 of 9
To view the access options for this content please click here
Article
Publication date: 1 May 2003

Rogelio Oliva and Robert Kallenberg

Management literature is almost unanimous in suggesting to manufacturers that they should integrate services into their core product offering. The literature, however, is…

Abstract

Management literature is almost unanimous in suggesting to manufacturers that they should integrate services into their core product offering. The literature, however, is surprisingly sparse in describing to what extent services should be integrated, how this integration should be carried out, or in detailing the challenges inherent in the transition to services. Reports on a study of 11 capital equipment manufacturers developing service offerings for their products. Focuses on identifying the dimensions considered when creating a service organization in the context of a manufacturing firm, and successful strategies to navigate the transition. Analysis of qualitative data suggests that the transition involves a deliberate developmental process to build capabilities as firms shift the nature of the relationship with the product end‐users and the focus of the service offering. The report concludes identifying implications of our findings for further research and practitioners.

Details

International Journal of Service Industry Management, vol. 14 no. 2
Type: Research Article
ISSN: 0956-4233

Keywords

To view the access options for this content please click here
Book part
Publication date: 1 November 2008

Bernard Cova and Robert Salle

This paper draws on the experiences of project marketing and solution selling to improve the understanding of how to create superior value for customers. Project marketing…

Abstract

This paper draws on the experiences of project marketing and solution selling to improve the understanding of how to create superior value for customers. Project marketing and solution selling have both developed approaches to deal with complex marketing situations for a number of years now. The upstream mobilization of customer network actors and the downstream enlargement of the content and scope of the offering are the key features of these approaches.

This paper presents two case studies to focus attention on elements that are crucial to this twin-track approach. The downstream extension of the offering relies on services supporting the customer's action (SSC), which supplement traditional services that support the supplier's product (SSP). The upstream extension leads to an introduction to other types of services or elements of the offering – the services supporting the customer's network actors (SSCN).

Furthermore, the paper proposes a marketing process that takes the supplier's viewpoint, for whom the entire approach is a network mobilization, into account. This approach to the offering, which included SSP, SSC, and SSCN, is typical of a network strategy in which the supplier recruits and enrolls new actors to (re)model the buying center.

This marketing process is in tune with the latest developments of the service-dominant (S-D) logic, as it proposes a move from the value chain toward a value-creation network/constellation. Consequently, creating superior value for customer means mobilizing and servicing actors far beyond the boundaries of the buying center, supply chain, and customer solution net.

Details

Creating and managing superior customer value
Type: Book
ISBN: 978-1-84855-173-2

To view the access options for this content please click here
Article
Publication date: 3 March 2014

Chun Hsien Liu, Ming-Chao Chen, Yi-Hsien Tu and Chu-Ching Wang

– The purpose is to conceptually construct a service-dominant (S-D) logic-based integrated product service system (IPSS) business model.

Abstract

Purpose

The purpose is to conceptually construct a service-dominant (S-D) logic-based integrated product service system (IPSS) business model.

Design/methodology/approach

The model is constructed through literature reviews and inferences.

Findings

IPSS model is in compliance with the ten fundamental premises of S-D logic as well as conforming to triple bottom lines of sustainability.

Research limitations/implications

To convert a firm from goods-centric model to service-centric IPSS model is not easy. There are quite a few challenges to be overcome.

Practical implications

There are many successful cases adopting service-centric business model. The key success factors are to be identified in the future studies.

Originality/value

It is the first paper discussing the sustainability of IPSS model and its relationship with S-D logic.

Details

International Journal of Physical Distribution & Logistics Management, vol. 44 no. 1/2
Type: Research Article
ISSN: 0960-0035

Keywords

To view the access options for this content please click here
Article
Publication date: 25 April 2008

Wayne A. Neu and Stephen W. Brown

The purpose of this paper was to isolate and characterize organizational factors that enable the formation of high‐performing business services in product manufacturing firms.

Abstract

Purpose

The purpose of this paper was to isolate and characterize organizational factors that enable the formation of high‐performing business services in product manufacturing firms.

Design/methodology/approach

This study employed a case research design. In total, 32 depth interviews were conducted with 11 different managers from a Global 100 information technology manufacturing firm. These managers were directly responsible for forming a highly successful business service. All interviews were tape‐recorded, transcribed, and the resulting 500 pages of interview data were open‐coded in QSR NUDIST. A case report was reviewed by study participants to enhance construct validity.

Findings

The general conclusion is that forming high‐performing business services in product manufacturing firms stems largely from managers' ability to create internal alignment among several organizational factors that collectively “fit” conditions in the market.

Research limitations/implications

This study does not provide the statistical generalization to a larger population offered by a large‐sample study. In addition, all data were collected from individuals who were directly involved in the formation of the focal business service.

Practical implications

The insights from this study can help managers design within a product manufacturing firm an organization that supports the formation of complex business services.

Originality/value

While product manufacturers' expansion into services is very prevalent in practice, the development has received sparse academic research attention.

Details

International Journal of Service Industry Management, vol. 19 no. 2
Type: Research Article
ISSN: 0956-4233

Keywords

To view the access options for this content please click here
Article
Publication date: 2 January 2018

Dong-Wook Kwak, Young-Joon Seo and Robert Mason

The purpose of this paper is to propose and validate a theoretical model to investigate whether supply chain (SC) innovation positively affects risk management…

Abstract

Purpose

The purpose of this paper is to propose and validate a theoretical model to investigate whether supply chain (SC) innovation positively affects risk management capabilities, such as robustness and resilience in global SC operations, and to examine how these capabilities may improve competitive advantage.

Design/methodology/approach

A theoretical model was developed from extant studies and assessed through the development of a large-scale questionnaire survey conducted with South Korean manufacturers and logistics intermediaries involved in global SC operations. The data were analysed using confirmatory factor analysis and structural equation modelling to validate the suggested model.

Findings

It was found that innovative SCs have a discernible positive influence on all dimensions of risk management capability, which in turn has a significant impact on enhancing competitive advantage. Therefore, this work provides evidence for the importance of SC innovation and risk management capability in supporting competitive advantage.

Research limitations/implications

This study contributes to providing an empirical understanding of the strategic retention of SC innovation and risk management capabilities in the SC management discipline. Furthermore, it confirms and expands existing theories about innovation and competitive advantage.

Practical implications

The finding provides firm grounds for managerial decisions on investment in technology innovation and process innovation.

Originality/value

This research is the first of its kind to empirically validate the relationships between SC innovation, risk management capabilities and competitive advantage.

Details

International Journal of Operations & Production Management, vol. 38 no. 1
Type: Research Article
ISSN: 0144-3577

Keywords

To view the access options for this content please click here
Article
Publication date: 14 December 2020

Laura Purvis, Andrew Lahy, Robert Mason and Mike Wilson

The aim of the paper is to explore the changing role of a logistics service providers (LSPs) to better support their supply chain (SC) partners on their journey of…

Abstract

Purpose

The aim of the paper is to explore the changing role of a logistics service providers (LSPs) to better support their supply chain (SC) partners on their journey of advancing their product-service systems through distributing manufacturing around the world. The purpose of this paper is to investigate a novel route towards service growth followed by the LSP by integrating upstream into the value chain and the resultant consequences in the configuration of the servitisation strategy, SC structure and allocation of roles.

Design/methodology/approach

A longitudinal exploratory case study design is followed. The case company is one of the world’s largest LSPs.

Findings

The study highlights how companies can transition towards the development of service solutions when not following a uni-directional, downstream pattern of integration in the value chain. The findings challenge the established model of servitisation as a forward uni-directional process across the continuum from goods to a service-focussed logic. They illustrate how companies can also move in a reversed direction, move possible back-and-forth or extend and restrict their position along the servitisation continuum.

Originality/value

The study reveals that service transition involves a deliberate developmental process to build capabilities as firms shift the focus of their product-service offering. It provides novel empirical evidence of how the service growth journey can manifest itself in practice. With insights into the benefits and challenges of distributed manufacturing, it also highlights some of the opportunities available to LSPs to expand their product-service offerings and some of the potential threats.

Details

Supply Chain Management: An International Journal, vol. 26 no. 3
Type: Research Article
ISSN: 1359-8546

Keywords

To view the access options for this content please click here
Book part
Publication date: 7 February 2011

Ron Beadle and Geoff Moore

In this chapter, we set out to demonstrate how organizational theory and analysis can benefit from the work of the distinguished philosopher Alasdair MacIntyre. In the…

Abstract

In this chapter, we set out to demonstrate how organizational theory and analysis can benefit from the work of the distinguished philosopher Alasdair MacIntyre. In the first part of the chapter we show how MacIntyre's conception of how rival traditions may move towards reconciliation has the potential to resolve the relativist conclusions that bedevil organization theory. In the second part, we show how MacIntyre's ‘goods–virtues–practices–institutions’ general theory provides a framework for reconciling the fields of organization theory and organizational ethics. In the third part, we provide a worked example of these two strands to demonstrate the implications of MacIntyre's philosophy for organizational analysis. We conclude with a research agenda for a distinctively MacIntyrean organization theory.

To view the access options for this content please click here
Article
Publication date: 7 March 2016

Robert Holmberg, Magnus Larsson and Martin Bäckström

The purpose of this paper is to evaluate a leadership program in a way that captures leadership self-efficacy, political skills (PS) and resilience in the form of…

Abstract

Purpose

The purpose of this paper is to evaluate a leadership program in a way that captures leadership self-efficacy, political skills (PS) and resilience in the form of indicators of health and well-being that would have relevance for leadership roles in turbulent organizations.

Design/methodology/approach

The design was quasi-experimental with pre- and post-measurement with unequal controls. Measurement was made through a mail survey before and after the leadership development program. n=107.

Findings

Program participants differed from the control group in the post-measurement in that they reported higher levels on leadership self-efficacy and had better health compared to a year earlier.

Research limitations/implications

Concepts like leadership self-efficacy, PS and measures of health and well-being can be used to operationalize and measure broad and contextually relevant outcomes of leadership development.

Practical implications

Evaluation of leadership development can benefit from including these more psychologically relevant and generic outcomes.

Originality/value

The study illustrates how psychologically based concepts can help to elucidate key outcomes of leadership development that can be critical for meeting the challenges in the turbulent and fluid work situation managers currently meet.

Details

Journal of Management Development, vol. 35 no. 2
Type: Research Article
ISSN: 0262-1711

Keywords

To view the access options for this content please click here
Book part
Publication date: 1 November 2011

Robert Feicht and Wolfgang Stummer

We perform a comprehensive Monte Carlo simulation analysis of a variant of the nonstationary continuous-time stochastic growth model with Cobb–Douglas technology developed…

Abstract

We perform a comprehensive Monte Carlo simulation analysis of a variant of the nonstationary continuous-time stochastic growth model with Cobb–Douglas technology developed in Feicht and Stummer (2010), where for every (short-term, middle-term, long-term) time horizon the corresponding dynamic transitional sample path values were derived explicitly, that is, in closed form.

In particular, we study how much the outcoming (e.g., German empirical data adjusted) economy values are affected by changes of the involved economically meaningful parameters. Furthermore, we obtain realistically low savings rates, as well as a reasonably fast speed of recovery in situations where the abovementioned model economy is suddenly and considerably disturbed by a “crash” (macroeconomic disaster).

Details

Economic Growth and Development
Type: Book
ISBN: 978-1-78052-397-2

Keywords

1 – 9 of 9