...Yuntao Wu; Along Liu; Jibao Gu Purpose How does business model design play a role in enabling manufacturing firms’ services? This study aims to investigate the impact of two distinct types of business model design, namely, efficiency-centered business model design (EBMD) and novelty-centered...

...Ilkka Tapani Ojansivu Purpose This study aims to focus on a specific project marketing concept, i.e. “discontinuity,” and analyzes how this concept emerged in project marketing, becoming its key scholarly embodiment, how it became decoupled from the increasingly service-intensive project business...

...Timo Pohjosenperä; Hanna Komulainen Purpose This paper aims to explore the dynamics of value co-creation in the context of health care logistics by focusing on the change in the value creation spheres of a logistics service provider and its customer organization. Design/methodology/approach...

...-level view and network-oriented view. Furthermore, the authors highlight several gaps to be studied and provide avenues for future research opportunities for scholars. Services Business model Ecosystem Business relationships Value dimensions Value network The paper uses a systematic...

... of this paper is to better understand the efficient use of remote monitoring systems (RMS) to create business value for industrial services in manufacturing firms. A business view to RMS is a key prerequisite for the successful application of the Internet of Things (IoT) in industrial services...

... rights only Despite such barriers, some internal drivers can leverage the service offer. Process management directly and positively relates to incremental, radical and administrative innovation. The organizational capability to manage processes may play a vital role in identifying routines...

...Andreas H. Glas; Florian C. Kleemann Performance-based contracting (PBC) links pricing with performance objectives in service business relationships. Although interest in PBC has surged recently, there is still great uncertainty about the risks, opportunities and challenges. This paper aims...

...Wendy L. Tate; Lisa M. Ellram; Ulrich Schmelzle A single in-depth case study method of an exemplar organization was applied to better understand the purchasing function’s role in adding to the value proposition in complex, non-traditional business-to-business service purchases...

...Kostis Indounas Purpose – The purpose of this paper is to measure the extent to which selected contextual variables have an impact on the adoption of strategic pricing by industrial service firms, and determine the effect of the adoption of strategic pricing on company performance. Design...

...; SVSPs at one extreme and MVSPs at the other. The operant resource-based capability “impartiality” was identified as being particularly important to MVSPs in creating value for customers. © Emerald Group Publishing Limited 2014 Resources Services Manufacturing Capability Impartiality...

...Thomas Brashear; Daniel Kindström; Christian Kowalkowski; Fredrik Nordin Purpose The purpose of this paper is to explore strategies for visualizing the value of service‐based offerings in a B2B context. By taking a process perspective on the offering life cycle, this paper also aims...

...Thomas Brashear Alejandro; Brian Brown; Christina Sichtmann; Michael Musante Purpose Business‐to‐business (B2B) manufacturing firms increasingly integrate services into their product portfolios under the same brand umbrella. This article aims to develop a conceptual model of the drivers of success...

...Adam Lindgreen; Balázs Révész; Mark Glynn; Wendy L. Tate; Lisa M. Ellram Purpose This paper aims to present a managerial framework that facilitates successful supplier selection and ongoing management for purchasing services from offshore suppliers. Design/methodology/approach This research...

...Jeffrey Lewin; James Barry; Tamara S. Terry Purpose The purpose of this paper is to assist industrial service providers in building relationships that maximize value to their customers. The study aims to add to relationship value research by examining its dimensions, antecedents, outcomes...

...Michael Beverland; Adam Lindgreen; Julie Napoli; Jane Roberts; Bill Merrilees Purpose The paper seeks to investigate the role of branding in a B2B service context. Design/methodology/approach This paper focuses on a particular B2B service industry, namely leasing mall space to retail tenants...

...Angela Hausman; Wesley J. Johnston; J. David Lichtenthal; Gopalkrishnan R. Iyer; Paul S. Busch; Thomas Tellefsen Purpose This paper seeks to argue that a business‐marketing outlook is a lucid perspective for enhancing the value of business school faculty services provision and administration...

... business customers. Business estate planning; insurance; and employee retirement plans. While the majority of these services were being offered by CCB's national competitors, several were unique to CCB. For instance, CCB was one of the first banks in the US to utilize image‐processing...

...Idil Sayrac Yaveroglu; Naveen Donthu; Adriana Garcia Using a large‐scale database of a major business services company, self‐reported usage volume data were compared with actual usage volume. Several business‐related factors were then examined in relation to the survey response bias. Survey...