Developing industrial solution offerings: A framework and management guidelines

Olli Pekkarinen and Risto T. Salminen

jbm - Journal of Business Market Management, 2013, vol. 6, issue 3, 143-170

Abstract: An offering describes the elements through which a company can provide value for its customers. In the present study, we focus on an industrial solution provider's offering and its formulation by reviewing the solution business, services marketing, and project business literature, as well as conducting a case study. Based on our results, we propose a dynamic industrial solution offering (DISO) with two special characteristics that comprise dynamism and completeness. Furthermore, we propose a framework for DISO that contains three components that comprise relational, financial, and performance. We also present evidence for a new service category within industrial solution business: services supporting mutual action. An industrial solution business addresses collaboration with customers, and we regard this aspect as an element in the dynamic industrial solution offering. Finally, we found three main managerial issues to help build solution mindset that comprise collaboration with customers, organization-wide customer orientation, and effective service-driven organization.

Keywords: Industrial solution; Offering; Solution business; Manufacturing industry; Case study (search for similar items in EconPapers)
Date: 2013
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
https://www.econstor.eu/bitstream/10419/87698/1/770958575.pdf (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:zbw:fubjbm:87698

Access Statistics for this article

jbm - Journal of Business Market Management is currently edited by Michael Kleinaltenkamp

More articles in jbm - Journal of Business Market Management from Free University Berlin, Marketing Department
Bibliographic data for series maintained by ZBW - Leibniz Information Centre for Economics ().