Erfolgreiche Umsetzung dienstleistungsorientierter Strategien von Industriegüterunternehmen

Christian Homburg, Martin Faßnacht and Christof Günther
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Christian Homburg: Universität Mannheim
Martin Faßnacht: Universität Paderborn
Christof Günther: Strategie bei der Regiocom GmbH

Schmalenbach Journal of Business Research, 2002, vol. 54, issue 6, 487-508

Abstract: Summary Industrial services offer an interesting opportunity for companies in the business-to-business sector to strengthen the relationships with their customers and thus to increase company performance. To exploit this opportunity these companies have to set up an appropriate service strategy. In this regard, the number of services offered and the marketing intensity concerning industrial services are of major relevance. Furthermore, the question of how a service strategy can be successfully implemented is of utmost importance. In an empirical study we got evidence that the service-oriented design of management systems is a success factor for implementing service strategies.

Keywords: C42; L64; M10 (search for similar items in EconPapers)
Date: 2002
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DOI: 10.1007/BF03372684

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