Services growth options for B2B product-centric businesses

Industrial Marketing Management

Volumn 39, Issue 8, 2010, Pages 1334-1345

  Raddats, Chris ^a   Easingwood, Chris ^b  

^a UNIVERSITY OF CENTRAL LANCASHIRE   (United Kingdom)

^b UNIVERSITY OF MANCHESTER   (United Kingdom)

Author keywords

Operations; Product attached; Product centric; Services; Servitization

Indexed keywords

EID: 78649323957     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.indmarman.2010.03.002     Document Type: Article

References (55)

1. Acha V., Davies A., Hobday M., Salter A. Exploring the capital goods economy: Complex product systems in the UK. Industrial and Corporate Change 2004, 13(3):505-529.
2. Allmendinger G., Lombreglia R. Four strategies for the age of smart services. Harvard Business Review 2005, 83(10):131-145.
3. Araujo L., Spring M. Services, products, and the institutional structure of production. Industrial Marketing Management 2006, 35(7):797-805.
4. Araujo L., Gadde L., Dubois A. The multiple boundaries of the firm. Journal of Management Studies 2003, 40(5):1255-1277.
5. Auguste B., Harmon E., Pandit V. The right service strategies for product companies. The McKinsey Quarterly 2006, 1:40-51.
6. Brechbühl H. Best practices for service organisations. Business Strategy Review 2004, 15(1):68-70.
7. Brown S. The move to solution providers. Marketing Management 2000, 9(1):10-11.
8. Bruhn M. Relationship marketing. Management of customer relationships 2003, Pearson Education Ltd, Harlow, Chap. 1.
9. Bundschuh R., Dezvane T. How to make after-sales services pay off. The McKinsey Quarterly 2003, 4:117-127.
10. Davies A. Are service firms moving 'downstream' into high-value services?. Service Innovation, Series on Technology Management 2003, 9:321-340. Imperial College Press, London, Chap. 12. J. Tidd, F. Hull (Eds.).
11. Davies A. Moving base into high-value integrated solutions: A value stream approach. Industrial and Corporate Change 2004, 13(5):727-756.
12. Davies A., Brady T., Hobday M. Charting a path towards integrated solutions. MIT Sloan Management Review 2006, 47(3):39-48.
13. Davies A., Brady T., Hobday M. Organizing for solutions: System seller vs. systems integrator. Industrial Marketing Management 2007, 36(2):183-193.
14. Eiriz V., Wilson D. Research in relationship marketing: Antecedents, traditions and integration. European Journal of Marketing 2006, 40(3/4):275-291.
15. Foote N., Galbraith J., Hope Q., Miller D. Making solutions the answer. The McKinsey Quarterly 2001, 3:84-93.
16. Frohlich M., Dixon R. A taxonomy of manufacturing strategies revisited. Journal of Operations Management 2001, 19:541-558.
17. Gadde L., Huemer L., Håkansson H. Strategizing in industrial networks. Industrial Marketing Management 2003, 32(5):357-364.
18. Galbraith J. Organizing to deliver solutions. Organizational Dynamics 2002, 31(2):194-207.
19. Gebauer H. Identifying service strategies in product manufacturing companies by exploring environment-strategy configurations. Industrial Marketing Management 2008, 37(3):278-291.
20. Gebauer H., Beckenbauer B., Fleisch E. How to innovate customer support services in manufacturing firms?. Service excellence in management: Interdisciplinary contributions, proceedings of the QUIS 9 conference 2004, June 15-16, 539-548. Karlstrad. B. Edvardsson, A. Gustafsson, S. Brown, R. Johnston (Eds.).
21. Gebauer H., Friedli T., Fleisch E. Success factors for achieving high service revenues in manufacturing companies. Benchmarking: An international Journal 2006, 13(3):374-386.
22. Grönroos C. Service management and marketing: A customer relationship management approach 2000, Wiley, Chichester, Chap. 1. 2nd ed.
23. Håkansson H., Snehota I. No business is an island: The network concept of business strategy. Scandinavian Journal of Management 2006, 22:256-270.
24. Hunt S., Madhavaram S. The service-dominant logic of marketing. Theoretical foundations, pedagogy, and resource-advantage theory. The service-dominant logic of marketing 2006, M. E. Sharpe, New York, Ch. 5. R. Lusch, S. Vargo (Eds.).
25. Hunt S., Arnett D., Madhavaram S. The explanatory foundations of relationship marketing theory. Journal of Business & Industrial Marketing 2006, 21(2):72-87.
26. Kemper E., Stringfield S., Teddlie C. Mixed methods sampling strategies in social science research. Handbook of mixed methods in social and behavioural research 2003, Sage, Thousand Oaks, Ch. 10. A. Tashakkori, C. Teddlie (Eds.).
27. King N. Using templates in the thematic analysis of text. Essential guide to qualitative methods in organisational research 2004, Sage, London, Ch. 21. C. Cassell, G. Symon (Eds.).
28. Knecht T., Leszinski R., Weber F. Making profits after the sale. The McKinsey Quarterly 1993, 4:79-86.
29. Kotler P. Kotler on marketing. How to create, win and dominate markets 1999, The Free Press, New York, Chap. 6.
30. Kowalkowski C. The importance of industrial service strategies - exploring the service offering within European industrial markets. Proceedings of the ITIB conference, St. Petersburg, Russia, June 14-17th 2005.
31. Laine T., Paranko J., Varila M., Suomala P. Diffusion of industrial services: Is it another story?. Proceeding of the international engineering management conference, St. Johns, Canada, September 11-13th 2005, 363-367.
32. Lovelock C., Wirtz J. Services marketing. People, technology, strategy 2007, Pearson Prentice Hall, Upper Saddle River (NJ), Chap. 1. 6th ed.
33. Lusch R., Vargo S. Service-dominant logic: Reactions, reflections and refinements. Marketing Theory 2006, 6:281-288.
34. Lusch R., Vargo S., Malter A. Marketing as a service exchange: Taking a leadership role in global marketing management. Organizational Dynamics 2006, 35(3):264-278.
35. Mathe H., Shapiro R. Integrating service strategy in the manufacturing firm 1993, Chapman & Hall, London, Chap. 3.
36. Mathieu V. Service strategies within the manufacturing sector: Benefits, costs and partnership. International Journal of Service Industry Management 2001, 12(5):451-475.
37. Mathieu V. Product services: From a service supporting the product to a service supporting the client. Journal of Business & Industrial Marketing 2001, 36(1):39-58.
38. Michel M., Naudé P., Salle R., Valla J. Business-to-business marketing 2003, Palgrave MacMillan, Basingstoke, Chap. 7. 3rd ed.
39. Miller D., Hope Q., Eisenstat R., Foote N., Galbraith J. The problem of solutions: Balancing clients and capabilities. Business Horizons 2002, March-April, 3-12.
40. Morgan R., Hunt S. The commitment-trust theory of relationship marketing. Journal of Marketing 1994, 58:20-38.
41. Neely A. Exploring the financial consequences of the servitization of manufacturing. Operations Management Research 2008, 2(1):103-118.
42. Oliva R., Kallenberg R. Managing the transition from product to services. International Journal of Service Industry Management 2003, 14(2):160-172.
43. Parasuraman A. Customer research in business-to-business markets: An agenda for research. The Journal of Business & Industrial Marketing 1998, 13(4/5):309-321.
44. Parvatiyar A., Sheth J. The domain and conceptual foundations of relationship marketing. Handbook of relationship marketing 2000, Sage, Thousand Oaks, Chap. 1. J. Sheth, A. Parvatiyar (Eds.).
45. Porter M. Competitive advantage. Creating and sustaining superior performance 1998, Free Press, London, Chap. 1.
46. Potts G. Exploit your product's service life cycle. Harvard Business Review 1998, 66(5):32-36.
47. Sawhney M. Going beyond the product, defining, designing, and delivering customer solutions. The service-dominant logic of marketing: Dialog, debate, and directions 2006, M.E. Sharp, New York, Chap. 29. R. Lusch, S. Vargo (Eds.).
48. Shepherd C., Ahmed P. From product innovation to solutions: A new paradigm for competitive advantage. European Journal of Innovation Management 2000, 3(2):100-106.
49. UK Standard Industrial Classification of Economic Activities 2003. Available from: Accessed 16th April 2010. http://http://www.statistics.gov.uk/methods_quality/sic/downloads/UK_SIC_Vol1(2003).pdf.
50. Vargo S., Lusch R. Service-dominant logic. What it is, what it is not, what it might be. The Service-Dominant Logic of Marketing 2006, M. E. Sharpe, New York, Ch. 3. R. Lusch, S. Vargo (Eds.).
51. Vargo S., Lusch R. From goods to service(s): Divergences and convergences of logics. Industrial Marketing Management 2008, 37(3):254-259.
52. Wind Y. Blurring the lines: Is there a need to rethink industrial marketing. Journal of Business & Industrial Marketing 2006, 21(7):474-481.
53. Windahl C., Lakemond N. Developing integrated solutions: The importance of relationships within the network. Industrial Marketing Management 2006, 35(7):806-818.
54. Windahl C., Andersson P., Berggren C., Nehler C. Manufacturing firms and integrated solutions: Characteristics and implications. European Journal of innovation Management 2004, 7(3):218-228.
55. Wise R., Baumgartner P. Go downstream: The new profit imperative in manufacturing. Harvard Business Review 1999, 77(5):133-141.