Full metadata record
| DC Field | Value | Language |
|---|---|---|
| dc.contributor.author | Zimmer, Marcus | - |
| dc.contributor.author | Salonen, Anna | - |
| dc.contributor.author | Wangenheim, Florian | - |
| dc.date.accessioned | 2020-11-12T13:45:02Z | - |
| dc.date.available | 2020-11-12T13:45:02Z | - |
| dc.date.issued | 2016-08-04 | - |
| dc.identifier.uri | https://digitalcollection.zhaw.ch/handle/11475/20821 | - |
| dc.description.abstract | Many manufacturing firms today define themselves as “solution providers”. By means of highly customized and integrated, often bundled product-service offerings, these firms address complex business problems of customers in a holistic way. As reported frequently, however, not every solution-based project is able to generate the expected revenues or can be developed into marketable, repeatable, “productized” solution offerings. It raises the question: Why do manufacturers persist with solution business initiatives despite observed implementation hurdles and seemingly unsatisfactory results? We conducted a series of dyadic provider-customer interviews in the Swiss food processing industry and the Finnish marine equipment industry. The results suggest that – irrespective of the direct revenues generated – manufacturers persist with solution business initiatives because they benefit from the positive spillover effects on the firm’s operations at large through two mechanisms: First, a credible positioning as a solution provider communicates both the willingness and expertise to go the extra mile to understand the customer’s business problem and to finally solve it. Reference cases – in the form of published case studies of successful solution projects in cooperation with reference customers – help to foster the firm’s credibility as a solution provider from the customer’s perspective. Second, the acquired expertise gained through solution business initiatives is beneficial for developing the firm’s market offering in terms of stand-alone products and services. | de_CH |
| dc.language.iso | en | de_CH |
| dc.rights | Licence according to publishing contract | de_CH |
| dc.subject.ddc | 658.4: Leitendes Management | de_CH |
| dc.title | Strategic value of solution business initiatives | de_CH |
| dc.type | Konferenz: Sonstiges | de_CH |
| dcterms.type | Text | de_CH |
| zhaw.departement | School of Management and Law | de_CH |
| zhaw.conference.details | Institute for the Study of Business Markets (ISBM) Academic Conference 2016 : Advances in Business-to-Business Marketing, Atlanta (USA), 3-4 August 2016 | de_CH |
| zhaw.funding.eu | Not specified | de_CH |
| zhaw.originated.zhaw | No | de_CH |
| zhaw.publication.status | publishedVersion | de_CH |
| zhaw.publication.review | Peer review (Abstract) | de_CH |
| zhaw.author.additional | No | de_CH |
| zhaw.display.portrait | Yes | de_CH |
| Appears in collections: | Publikationen School of Management and Law | |
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Zimmer, M., Salonen, A., & Wangenheim, F. (2016, August 4). Strategic value of solution business initiatives. Institute for the Study of Business Markets (ISBM) Academic Conference 2016 : Advances in Business-to-Business Marketing, Atlanta (USA), 3-4 August 2016.
Zimmer, M., Salonen, A. and Wangenheim, F. (2016) ‘Strategic value of solution business initiatives’, in Institute for the Study of Business Markets (ISBM) Academic Conference 2016 : Advances in Business-to-Business Marketing, Atlanta (USA), 3-4 August 2016.
M. Zimmer, A. Salonen, and F. Wangenheim, “Strategic value of solution business initiatives,” in Institute for the Study of Business Markets (ISBM) Academic Conference 2016 : Advances in Business-to-Business Marketing, Atlanta (USA), 3-4 August 2016, Aug. 2016.
ZIMMER, Marcus, Anna SALONEN und Florian WANGENHEIM, 2016. Strategic value of solution business initiatives. In: Institute for the Study of Business Markets (ISBM) Academic Conference 2016 : Advances in Business-to-Business Marketing, Atlanta (USA), 3-4 August 2016. Conference presentation. 4 August 2016
Zimmer, Marcus, Anna Salonen, and Florian Wangenheim. 2016. “Strategic Value of Solution Business Initiatives.” Conference presentation. In Institute for the Study of Business Markets (ISBM) Academic Conference 2016 : Advances in Business-to-Business Marketing, Atlanta (USA), 3-4 August 2016.
Zimmer, Marcus, et al. “Strategic Value of Solution Business Initiatives.” Institute for the Study of Business Markets (ISBM) Academic Conference 2016 : Advances in Business-to-Business Marketing, Atlanta (USA), 3-4 August 2016, 2016.
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