| 1. |
- Kindström, Daniel, 1978-, et al.
(författare)
-
How World Leading Manufacturers Can Achieve Differentiation Through E-Business : New Services, Enhanced Relationships, and Reduced Costs
- 2007
-
Ingår i: 18th Information Resources Management Association International Conference, Vancouver, Canada. - Hershey, New York : IGI Global. - 9781599049298 ; , s. 502-506
-
Konferensbidrag (refereegranskat)abstract
- E-business development is today driven by mature and established companies and is becoming an important tool to increase competitive advantage and to sustain profitability. This paper investigates how world-leading manufacturers can achieve differentiation through their use of e-business. Many companies use e-business as vehicles to launch new information-based service, as an important enabler to enhance and deepen customer relationships, and to reduce costs associated with customer management. Using e-business in this way will increase the opportunities for differentiation and create sustainable competitive advantage. Successful employment of e-business creates services that retain current customers and attract new ones as well as justifies premium prices and keeps low-cost competitors in check.
|
|
| 2. |
- Sakao, Tomohiko, et al.
(författare)
-
Research on Services in the Manufacturing Industry based on a Holistic Viewpoint and Interdisciplinary Approach
- 2011
-
Ingår i: Functional thinking for value creation : proceedings of the 3rd CIRP International Conference on Industrial Product Service Systems. - Berlin, Heidelberg : Springer. - 9783642196881 ; , s. 27-32
-
Konferensbidrag (övrigt vetenskapligt/konstnärligt)abstract
- This paper begins by consolidating industrial challenges and research issues concerning Product/Service Systems obtained through various activities by the authors. Based on this, it points out the importance of the holistic view in further research in this area so that PSS providers do not fall into local optimization. The intent of this contribution to our research community includes shedding light on interesting issues that thus far have been relatively invisible and with narrower scope.
|
|
| 3. |
|
|
| 4. |
- Adrodegari, Federico, et al.
(författare)
-
A framework for PSS business models: formalization and application
- 2016
-
Ingår i: PRODUCT-SERVICE SYSTEMS ACROSS LIFE CYCLE. - : ELSEVIER SCIENCE BV. ; , s. 519-524
-
Konferensbidrag (refereegranskat)abstract
- In order to successfully move "from products to solutions", companies need to redesign their business model. Nevertheless, service oriented BMs in product-centric firms are under-investigated in the literature: very few works develop a scheme of analysis of such BMs. To provide a first step into closing this gap, we propose a new framework to describe service-oriented BMs, pointing out the main BM components and related PSS characteristics. Thus, the proposed framework aims to help companies to take into account the relevant elements that need to be designed to successfully implement a service-oriented BM and thus guide strategic decisions. (C) 2016 The Authors. Published by Elsevier B.V.
|
|
| 5. |
- Benoit, Sabine, et al.
(författare)
-
Intuitive pricing by independent store managers : Challenging beliefs and practices
- 2020
-
Ingår i: Journal of Business Research. - : Elsevier. - 0148-2963 .- 1873-7978. ; 115, s. 70-84
-
Tidskriftsartikel (refereegranskat)abstract
- Independent store managers—who constitute a substantial portion of the retailing sector—often have limited resources with which to practice the formalized, data-driven pricing processes prescribed in the literature. On that basis, this article addresses how independent convenience store managers arrive at prices and whether their practices are effective. To begin with, 33 interviews with independent convenience store managers identified six common beliefs and ten practices underlying managers’ intuitive decision making. Based on point-of-sale survey data from 1,504 customers of two convenience store chains at petrol stations, a second study compared market-oriented managerial beliefs with actual customer price perceptions and buying behaviors. The combined insights from these studies reveal that managers base their pricing decisions on beliefs that are only partially accurate and suggests how managers might benefit by altering their price-setting practices.
|
|
| 6. |
- Biggemann, Sergio, et al.
(författare)
-
Creation and implementation of business solutions : Effects on supplier firms’ network identity and position
- 2015
-
Ingår i: Proceedings of the 31st IMP Conference. ; , s. 1-12
-
Konferensbidrag (refereegranskat)abstract
- This research investigates the dynamic effects that the creation and implementation of business solutions have on the supplier’s network position and identity. The study is based on publicly available data from websites and industry reports, as well as interviews with key decision makers in industrial firms and their networks. It contributes to business marketing literature by modelling the dynamic changes that organisational networks experience when organisational actors interact to create and implement business solutions. It focuses on the concepts of network position and network identity.Previous research on the creation and implementation of business solutions find that this is a highly interactive process that reshapes markets, introduces new actors, and makes redundant other actors to the focal company network. Overall, the wider business environment where organisational actors operate is affected. Dynamic changes on the network level occur despite the parties' intentions and are also difficult to predict. Nevertheless, the effects on the shape of the network become quite apparent, and affect the parties' rights and obligations as perceived by other organizations; that is, the changes on the network shape affect organizations’ network position. As the process of creation of business solutions evolves, both customer and supplier find themselves interacting with new companies and organisations. This change requires the learning of new norms and rules, and creates opportunities to develop new skills. The introduction of new parties onto the network changes the set of resources and capabilities that the supplier can access and thus make available to their customers. Customers, then, construe the supplier’s network identity differently, eventually more capable than the network identity of competitors, which may create and lead to sustained competitive advantage of the supplier. To conclude, this paper portrays how the network identity changes as a consequence of the parties’ interaction in creating and developing business solutions.
|
|
| 7. |
|
|
| 8. |
- Biggemann, Sergio, et al.
(författare)
-
Development and implementation of customer solutions : A study of process dynamics and market shaping
- 2013
-
Ingår i: Industrial Marketing Management. - : Elsevier BV. - 0019-8501 .- 1873-2062. ; 42:7, s. 1083-1092
-
Tidskriftsartikel (refereegranskat)abstract
- A broad, dynamic network perspective on solution processes remains scarce. This article presents the process of developing and implementing customer solutions and its effects on the wider business environment by investigating customers and suppliers in the global mining industry (Australia, Chile, and Sweden), analyzing the deployment of a new customer solution, and assessing the changes to the competitive environment and focal firms' relationships with other customers and suppliers. It shows that the forces that drive customer and supplier interests and motivation to co-develop customer solutions may change over time, thus redefining the aim and scope of solutions and creating failure risks. Customers present problems; suppliers respond, on the basis of not only the feasibility of the customer-specific solution but also of their evaluation of future solutions in a broader market; then suppliers aim to standardize successful solutions across markets. Customers want close supplier relationships and unique solutions but also like standardized and repeatable solutions, so they can share development costs with competitors and expose the supplier to competition to avoid lock-in effects. From a network perspective, a novel solution can have a market-shaping effect and evoke reactions from other actors who want to enhance their market position. However, these changes are not necessarily deliberate, and the dynamics that market introductions of solutions trigger may be difficult to predict.
|
|
| 9. |
- Brashear Alejandro, Thomas, et al.
(författare)
-
Information search in complex industrial buying : Empirical evidence from Brazil
- 2011
-
Ingår i: Industrial Marketing Management. - Elsevier : Elsevier BV. - 0019-8501 .- 1873-2062. ; 40:1, s. 17-27
-
Tidskriftsartikel (refereegranskat)abstract
- This study develops and tests a model of information search in complex buying. We incorporate three categories of influences of organizational, personal and situational factors that affect information searching efforts. A sample of 96 of the largest Brazilian firms reported their use of the various influences in the decision to purchase integrated business management systems. Findings show that formalization of the organization is a key driver of information search efforts. Situational characteristics of importance, novelty and bargaining power increased the level of information search. Also, conformity of the purchasing agent and organizational centralization reduce information search efforts among the sampled Brazilian firms.
|
|
| 10. |
|
|
