Implizites Wissen als Determinante des Kaufverhaltens produktbegleitender Dienstleistungen auf Industriegütermärkten – Eine explorative Analyse

Jens Hogreve and Richard Wonner

Die Unternehmung - Swiss Journal of Business Research and Practice, 2014, vol. 68, issue 4, 268-281

Abstract: Service-led growth is a common but rarely reached aim among industrial companies. However, current research analyses this important strategy mainly from a supplier perspective. Instead, this study sheds light on the buying behavior from a customer’s point of view. The findings show that buying behavior is strongly determined by the customer’s situation and corporate culture. In this context tacit knowledge turns out to be the main impediment for service sales as it diminishes the knowledge superiority of suppliers and leads customers to turn their corporate culture towards insourcing of services. en

Date: 2014
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
https://www.nomos-elibrary.de/10.5771/0042-059X-2014-4-268 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:nms:untern:10.5771/0042-059x-2014-4-268

Ordering information: This journal article can be ordered from
Nomos Verlagsgesellschaft mbH & Co. KG, Waldseestraße 3-5, 76530 Baden-Baden, Germany
https://www.nomos-sh ... w.aspx?product=13597

DOI: 10.5771/0042-059X-2014-4-268

Access Statistics for this article

Die Unternehmung - Swiss Journal of Business Research and Practice is currently edited by Prof. Dr. Artur Baldauf, Universität Bern, Prof. Dr. Manfred Bruhn, Universität Basel, Prof. Dr. Pascal Gantenbein, Universität Basel (geschäftsführend), Prof. Dr. Markus Gmür, Universität Fribourg, Prof. Dr. Klaus Möller, Universität St. Gallen, Prof. Dr. Günter Müller-Stewens, Universität St. Gallen, Prof. Dr. Dr. h.c. Margit Osterloh, Universität Zürich, Prof. Dr. Dieter Pfaff, Universität Zürich and Prof. Dr. Martin Wallmeier, Universität Fribourg

More articles in Die Unternehmung - Swiss Journal of Business Research and Practice from Nomos Verlagsgesellschaft mbH & Co. KG
Bibliographic data for series maintained by Nomos Verlagsgesellschaft mbH & Co. KG ().