메뉴 건너뛰기




Volumn 12, Issue 5, 2001, Pages 451-475

Service strategies within the manufacturing sector: Benefits, costs and partnership

Author keywords

Customer service; Management; Partnering; Service; Strategy

Indexed keywords


EID: 0035599831     PISSN: 09564233     EISSN: None     Source Type: Journal    
DOI: 10.1108/EUM0000000006093     Document Type: Article
Times cited : (463)

References (93)
  • 1
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • January
    • Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnerships", Journal of Marketing, Vol. 54, January, pp. 42-58.
    • (1990) Journal of Marketing , vol.54 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 2
    • 0002809748 scopus 로고
    • Capturing the value of supplementary services
    • January-February
    • Anderson, J.C. and Narus, J.A. (1995), "Capturing the value of supplementary services", Harvard Business Review, Vol. 73, January-February, pp. 75-83.
    • (1995) Harvard Business Review , vol.73 , pp. 75-83
    • Anderson, J.C.1    Narus, J.A.2
  • 3
    • 0001782958 scopus 로고
    • Marketing, strategic planning, and the theory of the firm
    • Spring
    • Anderson, P.F. (1982), "Marketing, strategic planning, and the theory of the firm", Journal of Marketing, Vol. 46, Spring, pp. 15-26.
    • (1982) Journal of Marketing , vol.46 , pp. 15-26
    • Anderson, P.F.1
  • 4
    • 84973818379 scopus 로고
    • Defensive behavior in organizations: A preliminary model
    • July
    • Ashforth, B. and Lee, R.T. (1990), "Defensive behavior in organizations: a preliminary model", Human Relations, Vol. 43, July, pp. 621-48.
    • (1990) Human Relations , vol.43 , pp. 621-648
    • Ashforth, B.1    Lee, R.T.2
  • 6
    • 0009108166 scopus 로고
    • Sustainable competitive advantage in service industries: A conceptual model and research propositions
    • October
    • Bharadwaj, S.G., Varadarajan, P.R. and Fahy, J. (1993), "Sustainable competitive advantage in service industries: a conceptual model and research propositions", Journal of Marketing, Vol. 57, October, pp. 83-99.
    • (1993) Journal of Marketing , vol.57 , pp. 83-99
    • Bharadwaj, S.G.1    Varadarajan, P.R.2    Fahy, J.3
  • 7
    • 1842709666 scopus 로고    scopus 로고
    • Services marketing: Perspectives on service excellence
    • Bitner, M.J. (1997), "Services marketing: perspectives on service excellence", Journal of Retailing, Vol. 73 No. 1, pp. 3-6.
    • (1997) Journal of Retailing , vol.73 , Issue.1 , pp. 3-6
    • Bitner, M.J.1
  • 9
    • 0032040228 scopus 로고    scopus 로고
    • A structured product development perspective for service operations
    • Bitran, G. and Pedrosa, L. (1998), "A structured product development perspective for service operations", European Management Journal, Vol. 16 No. 2, pp. 169-89.
    • (1998) European Management Journal , vol.16 , Issue.2 , pp. 169-189
    • Bitran, G.1    Pedrosa, L.2
  • 10
    • 0002873717 scopus 로고
    • Moving from production to service in human resource management
    • Summer
    • Bowen, D.E. and Greiner, L.E. (1986), "Moving from production to service in human resource management", Organizational Dynamics, Summer, pp. 34-45.
    • (1986) Organizational Dynamics , pp. 34-45
    • Bowen, D.E.1    Greiner, L.E.2
  • 11
    • 0002019449 scopus 로고
    • A framework for analyzing customer service orientation in manufacturing
    • Bowen, D.E., Siehl, C. and Schneider, B. (1989), "A framework for analyzing customer service orientation in manufacturing", Academy of Management Review, Vol. 14 No. 1, pp. 75-95.
    • (1989) Academy of Management Review , vol.14 , Issue.1 , pp. 75-95
    • Bowen, D.E.1    Siehl, C.2    Schneider, B.3
  • 12
    • 0031184820 scopus 로고    scopus 로고
    • Classification of industrial services
    • Boyt, T. and Harvey, M. (1997), "Classification of industrial services", Industrial Marketing Management, Vol. 26, pp. 291-300.
    • (1997) Industrial Marketing Management , vol.26 , pp. 291-300
    • Boyt, T.1    Harvey, M.2
  • 13
    • 0002427138 scopus 로고
    • Post-purchase strategy - A key to successful industrial marketing and customer satisfaction
    • Burger, P.C. and Cann, C.W. (1995), "Post-purchase strategy - a key to successful industrial marketing and customer satisfaction", Industrial Marketing Management, Vol. 24, pp. 91-8.
    • (1995) Industrial Marketing Management , vol.24 , pp. 91-98
    • Burger, P.C.1    Cann, C.W.2
  • 14
    • 0001951236 scopus 로고
    • Survey underscores importance of customer service
    • Business Marketing
    • Business Marketing (1993), "Survey underscores importance of customer service", Business Marketing, Vol. 78, p. 41.
    • (1993) Business Marketing , vol.78 , pp. 41
  • 15
    • 78049447502 scopus 로고
    • Making service a potent marketing tool
    • Business Week June 11
    • Business Week (1984), "Making service a potent marketing tool", Business Week, June 11, pp. 74-7.
    • (1984) Business Week , pp. 74-77
  • 16
    • 0002615063 scopus 로고
    • Industrial marketing management: New requirements
    • Cespedes, F.V. (1994), "Industrial marketing management: new requirements", Sloan Management Review, Vol. 35 No. 3, pp. 45-60.
    • (1994) Sloan Management Review , vol.35 , Issue.3 , pp. 45-60
    • Cespedes, F.V.1
  • 17
    • 0006668731 scopus 로고
    • Out of touch with customer needs: Spare parts and after sales service
    • Winter
    • Cohen, M.A. and Lee, H.L. (1990), "Out of touch with customer needs: spare parts and after sales service", Sloan Management Review, Vol. 31, Winter, pp. 55-66.
    • (1990) Sloan Management Review , vol.31 , pp. 55-66
    • Cohen, M.A.1    Lee, H.L.2
  • 18
    • 38249028029 scopus 로고
    • Auditing your customer service activities
    • Coppett, J.I. (1988), "Auditing your customer service activities", Industrial Marketing Management, Vol. 17, pp. 277-84.
    • (1988) Industrial Marketing Management , vol.17 , pp. 277-284
    • Coppett, J.I.1
  • 19
    • 0002815396 scopus 로고
    • Beyond service fads, meaningful strategies for the real world
    • Summer
    • Coyne, K. (1989), "Beyond service fads, meaningful strategies for the real world", Sloan Management Review, Vol. 30, Summer, pp. 69-76.
    • (1989) Sloan Management Review , vol.30 , pp. 69-76
    • Coyne, K.1
  • 20
    • 84955011357 scopus 로고
    • The role of customer service in industrial marketing
    • Cunningham, M.T. and Roberts, D.A. (1974), "The role of customer service in industrial marketing", European Journal of Marketing, Vol. 8 No. 1, pp. 15-28.
    • (1974) European Journal of Marketing , vol.8 , Issue.1 , pp. 15-28
    • Cunningham, M.T.1    Roberts, D.A.2
  • 22
    • 1842757613 scopus 로고
    • Coming: The customer service decade
    • Davidow, W.H. and Uttal, B. (1989), "Coming: the customer service decade", Across the Board, Vol. 26 No. 11, pp. 33-7.
    • (1989) Across the Board , vol.26 , Issue.11 , pp. 33-37
    • Davidow, W.H.1    Uttal, B.2
  • 23
    • 51249164410 scopus 로고
    • Marketing's contribution to the strategy dialogue
    • Day, G.S. (1992), "Marketing's contribution to the strategy dialogue", Journal of the Academy of Marketing Science, Vol. 20 No. 4, pp. 323-9.
    • (1992) Journal of the Academy of Marketing Science , vol.20 , Issue.4 , pp. 323-329
    • Day, G.S.1
  • 24
    • 0002607378 scopus 로고
    • Assessing advantage: A framework for diagnosing competitive superiority
    • April
    • Day, G.S. and Wensley, R. (1988), "Assessing advantage: a framework for diagnosing competitive superiority", Journal of Marketing, Vol. 52, April, pp. 1-20.
    • (1988) Journal of Marketing , vol.52 , pp. 1-20
    • Day, G.S.1    Wensley, R.2
  • 25
    • 0005723608 scopus 로고
    • Customer service: The missing dimension in marketing management
    • Donaldson, B. (1986), "Customer service: the missing dimension in marketing management", Journal of Marketing Management, Vol. 2, pp. 133-44.
    • (1986) Journal of Marketing Management , vol.2 , pp. 133-144
    • Donaldson, B.1
  • 26
    • 0000092431 scopus 로고
    • Interpretive barriers to successful product innovation in large firms
    • May
    • Dougherty, D. (1992), "Interpretive barriers to successful product innovation in large firms", Organization Science, Vol. 3, May, pp. 179-202.
    • (1992) Organization Science , vol.3 , pp. 179-202
    • Dougherty, D.1
  • 27
    • 1842808043 scopus 로고    scopus 로고
    • Daimler-Benz - Service center
    • (The) Economist October 18
    • (The) Economist (1997), "Daimler-Benz - service center", The Economist, October 18, pp. 78-9.
    • (1997) The Economist , pp. 78-79
  • 28
    • 0038257091 scopus 로고
    • Accelerating adaptive processes: Product innovation in the global computer industry
    • Eisenhardt, Ka. and Tabrizi, B.N. (1995), "Accelerating adaptive processes: product innovation in the global computer industry", Administrative Science Quarterly, Vol. 40, pp. 84-110.
    • (1995) Administrative Science Quarterly , vol.40 , pp. 84-110
    • Eisenhardt, Ka.1    Tabrizi, B.N.2
  • 30
    • 0026177581 scopus 로고
    • Bundling - New products, new markets, low risk
    • Eppen, G.D., Hanson, W.A. and Martin, R.K. (1991), "Bundling - new products, new markets, low risk", Sloan Management Review, Vol. 32 No. 4, pp. 7-14.
    • (1991) Sloan Management Review , vol.32 , Issue.4 , pp. 7-14
    • Eppen, G.D.1    Hanson, W.A.2    Martin, R.K.3
  • 31
    • 0000136849 scopus 로고
    • The relationships marketing process: A conceptualization and application
    • Evans, J. and Laskin, R. (1994), "The relationships marketing process: a conceptualization and application", Industrial Marketing Management, Vol. 23, pp. 439-53.
    • (1994) Industrial Marketing Management , vol.23 , pp. 439-453
    • Evans, J.1    Laskin, R.2
  • 32
    • 0031185189 scopus 로고    scopus 로고
    • Proactive product service strategies - An application in the European health market
    • Frambach, R.T., Wels-Lips, I. and Gündlach, A. (1997), "Proactive product service strategies - an application in the European health market", Industrial Marketing Management, Vol. 26, pp. 341-52.
    • (1997) Industrial Marketing Management , vol.26 , pp. 341-352
    • Frambach, R.T.1    Wels-Lips, I.2    Gündlach, A.3
  • 33
    • 21744438394 scopus 로고
    • Evolving patterns of organizational beliefs in the formation of strategy
    • April
    • Frankwick, G.L., Ward, J.C., Hurt, M.D. and Reingen, P.H. (1994), "Evolving patterns of organizational beliefs in the formation of strategy", Journal of Marketing, Vol. 58, April, pp. 96-110.
    • (1994) Journal of Marketing , vol.58 , pp. 96-110
    • Frankwick, G.L.1    Ward, J.C.2    Hurt, M.D.3    Reingen, P.H.4
  • 35
    • 84926272350 scopus 로고
    • Native-view paradigms: Multiple cultures and culture conflicts in organizations
    • September
    • Gregory, K.L. (1983), "Native-view paradigms: multiple cultures and culture conflicts in organizations", Administrative Science Quarterly, Vol. 28, September, pp. 359-76.
    • (1983) Administrative Science Quarterly , vol.28 , pp. 359-376
    • Gregory, K.L.1
  • 37
    • 0002506716 scopus 로고
    • The price bundling of services : A normative framework
    • Guiltinan, J.P. (1987), "The price bundling of services : a normative framework", Journal of Marketing, Vol. 51 No. 2, pp. 74-85.
    • (1987) Journal of Marketing , vol.51 , Issue.2 , pp. 74-85
    • Guiltinan, J.P.1
  • 38
    • 1842706812 scopus 로고
    • An extended framework for adjusting channel strategies in industrial markets
    • Spring
    • Hahn, M. and Chang, D.R. (1992), "An extended framework for adjusting channel strategies in industrial markets", Journal of Business and Industrial Marketing, Vol. 7, Spring, pp. 31-43.
    • (1992) Journal of Business and Industrial Marketing , vol.7 , pp. 31-43
    • Hahn, M.1    Chang, D.R.2
  • 39
    • 0021478853 scopus 로고
    • The natural logic of management policy making: Its implications for the survival of an organization
    • August
    • Hall, R.I. (1984), "The natural logic of management policy making: its implications for the survival of an organization", Management Science, Vol. 30, August, pp. 905-27.
    • (1984) Management Science , vol.30 , pp. 905-927
    • Hall, R.I.1
  • 40
    • 0030501311 scopus 로고    scopus 로고
    • The management of customer contact service employees: An empirical investigation
    • October
    • Hartline, M. and Ferrell, O.C. (1996), "The management of customer contact service employees: an empirical investigation", Journal of Marketing, Vol. 60, October, pp. 52-70.
    • (1996) Journal of Marketing , vol.60 , pp. 52-70
    • Hartline, M.1    Ferrell, O.C.2
  • 41
    • 38149148272 scopus 로고
    • To know me is to trust me
    • Hawes, J. (1994), "To know me is to trust me", Industrial Marketing Management, Vol. 23, pp. 215-19.
    • (1994) Industrial Marketing Management , vol.23 , pp. 215-219
    • Hawes, J.1
  • 42
    • 11344262144 scopus 로고
    • Interorganizational governance in marketing channels
    • January
    • Heide, J.B. (1994), "Interorganizational governance in marketing channels", Journal of Marketing, Vol. 58, January, pp. 71-85.
    • (1994) Journal of Marketing , vol.58 , pp. 71-85
    • Heide, J.B.1
  • 43
    • 0002911541 scopus 로고
    • Service is everybody's business
    • June 27
    • Henkoff, R. (1994), "Service is everybody's business", Fortune, June 27, pp. 26-31.
    • (1994) Fortune , pp. 26-31
    • Henkoff, R.1
  • 50
    • 0442294736 scopus 로고
    • The reporting relationship of customer service
    • Lancioni, D. (1995), "The reporting relationship of customer service", Industrial Marketing Management, Vol. 24, pp. 19-26.
    • (1995) Industrial Marketing Management , vol.24 , pp. 19-26
    • Lancioni, D.1
  • 51
    • 0004356522 scopus 로고
    • How service needs influence product strategy
    • Fall
    • Lele, M.M. (1986), "How service needs influence product strategy", Sloan Management Review, Vol. 27, Fall, pp. 63-70.
    • (1986) Sloan Management Review , vol.27 , pp. 63-70
    • Lele, M.M.1
  • 52
    • 0035040768 scopus 로고    scopus 로고
    • Goods exporters: Strategic and marketing dimensions
    • April
    • Léo, P.Y and Philippe, J. (2001), "Goods exporters: strategic and marketing dimensions", The Service Industries Journal, Vol. 21 No. 2, April, pp. 91-116.
    • (2001) The Service Industries Journal , vol.21 , Issue.2 , pp. 91-116
    • Léo, P.Y.1    Philippe, J.2
  • 53
    • 0001905581 scopus 로고
    • Production-line approach to service
    • Levitt, T. (1972), "Production-line approach to service", Harvard Business Review, Vol. 50 No. 4, pp. 41-52.
    • (1972) Harvard Business Review , vol.50 , Issue.4 , pp. 41-52
    • Levitt, T.1
  • 54
    • 0002954858 scopus 로고
    • Marketing intangible products and product intangibles
    • May-June
    • Levitt, T. (1981), "Marketing intangible products and product intangibles", Harvard Business Review, May-June, pp. 94-102.
    • (1981) Harvard Business Review , pp. 94-102
    • Levitt, T.1
  • 55
    • 0003711260 scopus 로고    scopus 로고
    • Prentice-Hall, Englewood Cliffs, NJ
    • Lovelock, C.H. (1996), Services Marketing, Prentice-Hall, Englewood Cliffs, NJ.
    • (1996) Services Marketing
    • Lovelock, C.H.1
  • 58
    • 0003349442 scopus 로고
    • How firms compete: A new classification of generic strategies
    • Mathur, S.S. (1988), "How firms compete: a new classification of generic strategies", Journal of General Management, Vol. 14 No. 1, pp. 30-57.
    • (1988) Journal of General Management , vol.14 , Issue.1 , pp. 30-57
    • Mathur, S.S.1
  • 61
    • 0040661205 scopus 로고    scopus 로고
    • The decline and rise of IBM
    • Summer
    • Mills, Q. (1996), "The decline and rise of IBM", Sloan Management Review, Vol. 37, Summer, pp. 78-82.
    • (1996) Sloan Management Review , vol.37 , pp. 78-82
    • Mills, Q.1
  • 62
    • 0001133073 scopus 로고    scopus 로고
    • Rethinking distribution: Adaptive channels
    • July-August
    • Narus, J.A. and Anderson, J.C. (1996), "Rethinking distribution: adaptive channels", Harvard Business Review, Vol. 74, July-August, pp. 112-20.
    • (1996) Harvard Business Review , vol.74 , pp. 112-120
    • Narus, J.A.1    Anderson, J.C.2
  • 63
    • 0004011445 scopus 로고
    • John Wiley & Sons, New York, NY
    • Normann, R. (1986), Service Management, John Wiley & Sons, New York, NY.
    • (1986) Service Management
    • Normann, R.1
  • 64
    • 0442325777 scopus 로고    scopus 로고
    • Customer service in business-to-business markets: An agenda for research
    • Parasuraman, A. (1998), "Customer service in business-to-business markets: an agenda for research", Journal of Business and Industrial Marketing, Vol. 13 Nos 4/5, pp. 309-21.
    • (1998) Journal of Business and Industrial Marketing , vol.13 , Issue.4-5 , pp. 309-321
    • Parasuraman, A.1
  • 65
    • 0001825734 scopus 로고
    • Physical distribution service in industrial purchase decisions
    • April
    • Perreault, W.D. and Russ, F.A. (1976), "Physical distribution service in industrial purchase decisions", Journal of Marketing, Vol. 40, April, pp. 3-10.
    • (1976) Journal of Marketing , vol.40 , pp. 3-10
    • Perreault, W.D.1    Russ, F.A.2
  • 66
    • 85107989808 scopus 로고
    • Weak signals versus strong paradigms
    • August
    • Prahalad, C.K. (1995), "Weak signals versus strong paradigms", Journal of Marketing Research, Vol. 32, August, pp. iii-viii.
    • (1995) Journal of Marketing Research , vol.32
    • Prahalad, C.K.1
  • 67
    • 0040806536 scopus 로고    scopus 로고
    • Intel Corp. takes on big Q
    • Purchasing January 11
    • Purchasing (1996), "Intel Corp. takes on big Q", Purchasing, No. 119, January 11, p. 54.
    • (1996) Purchasing , Issue.119 , pp. 54
  • 70
    • 0004184537 scopus 로고
    • The computerless computer company
    • July-August
    • Rappaport, A.S. and Halevi, S. (1991), "The computerless computer company", Harvard Business Review, July-August, pp. 69-80.
    • (1991) Harvard Business Review , pp. 69-80
    • Rappaport, A.S.1    Halevi, S.2
  • 71
    • 0031312752 scopus 로고    scopus 로고
    • Transaction cost analysis: Past, present, and future applications
    • October
    • Rindfleisch, A. and Heide, J.B. (1997), "Transaction cost analysis: past, present, and future applications, Journal of Marketing, Vol. 61, October, pp. 30-54.
    • (1997) Journal of Marketing , vol.61 , pp. 30-54
    • Rindfleisch, A.1    Heide, J.B.2
  • 75
    • 0040927099 scopus 로고
    • The bases and use of power in organizational decision making: The case of a university budget
    • December
    • Salancik, G.R. and Pfeffer, J. (1974), "The bases and use of power in organizational decision making: the case of a university budget", Administrative Science Quarterly, Vol. 19, December, pp. 453-73.
    • (1974) Administrative Science Quarterly , vol.19 , pp. 453-473
    • Salancik, G.R.1    Pfeffer, J.2
  • 76
    • 38249012195 scopus 로고
    • What presale and postsale services do you need to be competitive?
    • Samli, A., Jacobs, C. and Wills, J. (1992), "What presale and postsale services do you need to be competitive?", Industrial Marketing Management, Vol. 21, pp. 33-41.
    • (1992) Industrial Marketing Management , vol.21 , pp. 33-41
    • Samli, A.1    Jacobs, C.2    Wills, J.3
  • 77
    • 1842706811 scopus 로고
    • Strategies for marketing computers and related products
    • Samli, A.C. and Wills, J. (1986), "Strategies for marketing computers and related products", Industrial Marketing Management, Vol. 15, pp. 23-32.
    • (1986) Industrial Marketing Management , vol.15 , pp. 23-32
    • Samli, A.C.1    Wills, J.2
  • 80
    • 0001453746 scopus 로고
    • Working Paper No. 292, Bureau of Economic and Business Research, University of Illinois, Urbana-Champaign, IL
    • Sheth, J. (1976), "Buyer-seller interaction: a conceptual framework", Working Paper No. 292, Bureau of Economic and Business Research, University of Illinois, Urbana-Champaign, IL.
    • (1976) Buyer-seller Interaction: a Conceptual Framework
    • Sheth, J.1
  • 81
    • 38249008631 scopus 로고
    • Service policies of German manufacturers - Critical factors in international competition
    • Simon, H. (1992), "Service policies of German manufacturers - critical factors in international competition", European Management Journal, Vol. 10 No. 4, pp. 404-11.
    • (1992) European Management Journal , vol.10 , Issue.4 , pp. 404-411
    • Simon, H.1
  • 83
    • 0032373171 scopus 로고    scopus 로고
    • Market-based assets and shareholder value: A framework for analysis
    • January
    • Srivastava, R.K., Shervani, T.A. and Fahey, L. (1998), "Market-based assets and shareholder value: a framework for analysis", Journal of Marketing, Vol. 62 January, pp. 2-18.
    • (1998) Journal of Marketing , vol.62 , pp. 2-18
    • Srivastava, R.K.1    Shervani, T.A.2    Fahey, L.3
  • 87
    • 1642608922 scopus 로고
    • Servitization of business: Adding value by adding services
    • Vandermerwe, S. and Rada, J. (1988), "Servitization of business: adding value by adding services", European Management Journal, Vol. 6 No. 4, pp. 314-24.
    • (1988) European Management Journal , vol.6 , Issue.4 , pp. 314-324
    • Vandermerwe, S.1    Rada, J.2
  • 88
    • 0007027410 scopus 로고
    • Customer service in industrial marketing: Hedge against competition
    • Wagner, W.B. (1987), "Customer service in industrial marketing: hedge against competition", European Journal of Marketing, Vol. 27 No. 7, pp. 7-16.
    • (1987) European Journal of Marketing , vol.27 , Issue.7 , pp. 7-16
    • Wagner, W.B.1
  • 91
    • 84936824407 scopus 로고
    • Comparative economic organization: An analysis of discrete structural alternatives
    • June
    • Williamson, O.E. (1991), "Comparative economic organization: an analysis of discrete structural alternatives", Administrative Science Quarterly, Vol. 36, June, pp. 269-96.
    • (1991) Administrative Science Quarterly , vol.36 , pp. 269-296
    • Williamson, O.E.1
  • 93
    • 0031092780 scopus 로고    scopus 로고
    • Scope and intensity of logistics-based strategic alliances
    • Zinn, W. and Parasuraman, A. (1997), "Scope and intensity of logistics-based strategic alliances", Industrial Marketing Management, Vol. 26, pp. 137-47.
    • (1997) Industrial Marketing Management , vol.26 , pp. 137-147
    • Zinn, W.1    Parasuraman, A.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.