کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
7432919 | 1483457 | 2015 | 11 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
What service transition? Rethinking established assumptions about manufacturers' service-led growth strategies
ترجمه فارسی عنوان
چه خدمات انتقال؟ بر مبنای فرضیه های پیشنهادی مربوط به استراتژی های رشد تولید کنندگان مبتنی بر خدمات
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کلمات کلیدی
انتقال خدمات، راه حل ها، شرکت های تولیدی، استراتژی خدمات، روش مشکالت،
موضوعات مرتبط
علوم انسانی و اجتماعی
مدیریت، کسب و کار و حسابداری
بازاریابی و مدیریت بازار
چکیده انگلیسی
Both academics and practitioners emphasize the importance for product firms of implementing service-led growth strategies. The service transition concept is well established, namely a unidirectional repositioning along a product-service continuum-from basic, product-oriented services towards more customized, process-oriented ones-ultimately leading to the provision of solutions. We challenge this service transition assumption and develop alternative ones regarding how product firms should pursue service-led growth. Using 'problematization methodology', and drawing on findings from thirteen system suppliers, we identify three service-led growth trajectories: (1) becoming an availability provider, which is the focus of most transition literature; (2) becoming a performance provider, which resembles project-based sales and implies an even greater differentiation of what customers are offered; and, (3) becoming an 'industrializer', which is about standardizing previously customized solutions to promote repeatability and scalability. Based on our critical inquiry, we develop two alternative assumptions: (a) firms need to constantly balance business expansion and standardization activities; and (b) manage the co-existence of different system supplier roles. Finally, we consider the implications for implementing service-led growth strategies of the alternative assumptions.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 45, February 2015, Pages 59-69
Journal: Industrial Marketing Management - Volume 45, February 2015, Pages 59-69
نویسندگان
Christian Kowalkowski, Charlotta Windahl, Daniel Kindström, Heiko Gebauer,