...Marius Kristiansen; Tor Helge Aas Purpose Digital servitization research has focused on how manufacturing firms use digital technologies to change business models and offer smart services; less attention has been devoted to the degree to which external actors in the existing ecosystem accept...

...Khadijeh Momeni; Eija Vaittinen; Markus Jähi; Miia Martinsuo Purpose Smart services have gained attention both among academics and practitioners, but manufacturing firms struggle in getting their new smart services extensively adopted by customers, employees and distributors. The purpose...

...Bart Kamp; Kristina Zabala; Arantza Zubiaurre Purpose This paper aims to assess the existence of, or the risk of running into, a smart service paradox for industrial firms and how to overcome it. Design/methodology/approach A qualitative multiple case study is conducted involving four machine...

...-sales ambidexterity Digital services Digital servitization Industrial services Smart services B2B sales Service sales Servitization Multilevel research The sales rep needs to achieve a certain sales quota. It’s easier for him to achieve it if he sells maintenance and repair at a large...